Santosh Dubey

Evaluator
DISC Type : Dsc

Principal - Migration and Modernization Acceleration at Amazon Web Services (AWS)

New York, New York, United States

Overview

Santosh is a Principal at AWS, specializing in scaling AI from impressive pilots to industrial-grade systems. An alumnus of Columbia University, he focuses on Agentic AI and co-innovating with partners to solve enterprise challenges. Colleagues describe him as a creative thought leader.

He holds a patent for a system designed to manage and automate IT service requests, showcasing his long-standing focus on enterprise automation.

Personality Overview

Hard To Convince

Fast But Analytical

Quality Focused

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Agentic AI Systems
He focuses on designing digital teammates with progressive autonomy, especially for regulated industries like finance and insurance.
AI Adoption Strategy
He believes organizational readiness, governance, and data ownership—not the model—are the primary hurdles to moving AI from demo to production.
Ecosystem Partnerships
A core part of his role is co-innovating solutions with technology partners to deliver AI systems at enterprise scale.

Media Appearances

Santosh has no verified media appearances

Work History

2-2023
Principal - Migration and Modernization Acceleration at Amazon Web Services (AWS)
10-2019 - 2-2024
Global Migration and Modernization Automation Leader at Amazon Web Services (AWS)
6-2014 - 10-2019
Assistant Vice President at Cognizant
3-2012 - 6-2014
Practice Manager at Infosys
7-2011 - 4-2012
Director - Client Engagement at Microland

Education

2009 - 2011
Masters of Science from Columbia University
1994 - 1997
Bachelor of Commerce (B.Com.) from Ranchi University

More Information

Social Presence :

Prographics :

Exp : 25 Location : New York, New York, United States Job Level : Senior Designation : Principal - Migration and Modernization Acceleration at Amazon Web Services (AWS)
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Insights For Selling To Santosh

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them see both - the ‘big picture’ impact and the ROI of the investment

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Santosh is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Santosh

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Santosh move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Santosh take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Santosh

Personality Compatibility


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