Prakash Durgani

Energizer
DISC Type : I

GTM - US at Vercel

San Francisco, California, United States

Overview

Prakash is a revenue leader with over 20 years of experience, currently heading Go-to-Market for the US at Vercel. His career includes senior sales leadership at Hightouch, Sourcegraph, and Segment, where he spearheaded international expansion. A graduate of the University of North Texas, he is described as a dedicated and outstanding technologist.

He possesses a global perspective, having completed his early education in Bahrain and later managing business across Europe, the Middle East, Africa, and the Asia-Pacific regions. His core professional interest lies in developing and executing effective business strategies to solve customer problems through software.

Unique fact: Before becoming a sales executive, Prakash was a VP of Engineering, giving him a deep technical understanding of customer needs.

Personality Overview

Informal

Imaginative

Relationship Oriented

Unlike C or D types, they are vocal with their opinions but not so much with their questions.  They are not always early adopters but can be pursuaded by leveraging strong relationships. They excel at seeing the bigger picture, and the long-term impact of their decisions.

Topics They Care About

Data Activation
As former VP of Sales at Hightouch, a leader in Reverse ETL, he has been a vocal evangelist for activating data from warehouses to empower business teams.
Go-to-Market Strategy
His current role is focused on GTM for Vercel in the US, and he has a long track record of building and scaling sales functions for high-growth tech companies.
Technical Sales Leadership
His background as a VP of Engineering and Head of Sales Engineering makes him a unique leader who bridges the gap between deep technical concepts and revenue growth.

Media Appearances

Prakash has no verified media appearances

Work History

GTM - US at Vercel
2-2022 - 11-2024
VP of Sales at Hightouch
3-2021 - 2-2022
GM - EMEA and APJ at Sourcegraph
2-2020 - 2-2021
Head of Sales, Asia-Pacific & Japan at Segment
4-2019 - 1-2020
Global Head, Sales Engineering and Interim Head of APJ at Segment

Education

1996 - 2000
BS from University of North Texas
1983 - 1996
K-12 from The Indian School Bahrain

More Information

Social Presence :

Prographics :

Exp : 11 Location : San Francisco, California, United States Job Level : N/A Designation : GTM - US at Vercel
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Insights For Selling To Prakash

During A Call Or A Meeting

DO's

  • Use adjectives like ‘amazing’, ‘coolest’, ‘unbelievable’ etc.
  • Share some stories about how you you have helped people in similar positions succeed
  • Speak enthusiastically with energy, maintain a clear and confident tone

DONT's

  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t push them to make a decision too fast, let them get comfortable first
  • Don’t be excessively objective, be a storyteller

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Prakash is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Prakash

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Prakash move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Prakash take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Prakash

Personality Compatibility


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