Shankar Raj (Shan)

Evaluator
DISC Type : dcs

Vice President at Sapiens

New York City Metropolitan Area, United States

Overview

Shankar Raj is a Vice President and Transformation Leader at Sapiens with over two decades of experience in the insurance industry. He specializes in driving digital innovation, cloud migration, and legacy modernization for global clients. Colleagues praise him as an exceptional team builder and a great relationship manager with deep technical awareness.

He has a keen professional interest in the strategies and innovations of major technology players, following companies like IBM and Hewlett Packard Enterprise to stay abreast of industry trends.

Shankar is recognized as a rare professional who excels equally in both high-level architect and client-facing engagement management roles.

Personality Overview

Hard To Convince

Thorough Evaluator

Fast But Analytical

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

Insurance Modernization
His career is dedicated to helping insurers with legacy modernization, process optimization, and adopting new technologies to enhance profitability and customer experience.
AI in Insurance
He actively promotes the use of AI-driven solutions in the insurance sector, from commercial and personal insurance sales to claims handling.
Cloud Migration
A core part of his expertise involves leading on-premise to cloud migration projects, a consistent theme across his senior leadership roles.

Media Appearances

Shankar has no verified media appearances

Work History

6-2023
Vice President at Sapiens
9-2018 - 6-2023
Vice President at Majesco
4-2016 - 9-2018
Sr Director at Hexaware Technologies
4-2013 - 4-2016
Sr Account Manager at Larsen & Toubro Infotech Ltd
2-2011 - 3-2013
Engagement Manager at Larsen & Toubro Infotech Ltd

Education

2001 - 2004
MCA from University of Madras
1994 - 1997
BCOM from University of Madras

More Information

Social Presence :

Prographics :

Exp : 19 Location : New York City Metropolitan Area, United States Job Level : Senior Designation : Vice President at Sapiens
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Insights For Selling To Shankar

During A Call Or A Meeting

DO's

  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Avoid too much small talk, just a few formal pleasantries should be fine
  • 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 Shankar is

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

  • 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 Shankar move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Shankar 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 Shankar

Personality Compatibility


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