Raj Nair

Critic
DISC Type : C

Vice President, Enterprise Application Modernization at Sutherland

Pune, Maharashtra, India

Overview

Raj has no verified overview

Personality Overview

Information Seeker

Precise

ROI Driven

They prefer to analyze logically and value objective facts over emotions.  They are quite likely to negotiate on pricing or other key terms. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Raj has no verified topics they care about

Media Appearances

Raj has no verified media appearances

Work History

2-2024
Vice President, Enterprise Application Modernization at Sutherland
12-2022 - 2-2024
Global Head - SAP Practice at Birlasoft
3-2022 - 11-2022
Head - SAP Practice at Birlasoft
1-2019 - 10-2022
Consulting Partner at Chameleo Consulting
8-2018 - 12-2018
Relocation at Career Break

Education

PGD in Foriegn Trade from IIMM, Pune
Bachelor of Engineering (B.E.) from University of Pune

More Information

Social Presence :

Prographics :

Exp : N/A Location : Pune, Maharashtra, India Job Level : N/A Designation : Vice President, Enterprise Application Modernization at Sutherland
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Insights For Selling To Raj

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Raj is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Raj

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Raj move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Raj take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Raj

Personality Compatibility


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