Sudarshan Kota

Sharpshooter
DISC Type : DC

Global Partner Leader - GSI Partnerships at Amazon Web Services (AWS)

Bengaluru, Karnataka, India

Overview

Sudarshan is a partner ecosystem leader with over 20 years of experience driving growth at firms like AWS, Cisco, and VMware, generating over $3. 7B in partner-sourced pipeline. A graduate of programs at XLRI Jamshedpur and Harvard, colleagues describe him as analytical, diligent, and proactive.

He believes that strategy is about deliberately choosing to be different.

Personality Overview

ROI Driven

Precise But Practical

Thorough Evaluator

They do not care very much about building rapport or relationships.  They are less concerned about the product and more about its potential impact. They like to stay in control of the negotiation or defining of the terms.

Topics They Care About

Partner Ecosystems
His entire career is built around creating and scaling partner ecosystems. He frequently writes about building partner-first Go-To-Market engines.
Generative AI Innovation
He holds a certification in Generative AI and advocates for co-developing new GenAI solutions with partners, viewing it as a catalyst for co-innovation.
Go-to-Market Strategy
He focuses on designing partner-centric GTM motions, believing that co-selling and co-marketing should be the core engine for growth.

Media Appearances

Sudarshan has no verified media appearances

Work History

9-2020
Global Partner Leader - GSI Partnerships at Amazon Web Services (AWS)
4-2019 - 6-2020
Director – Strategic Partnerships, APJ at Automation Anywhere
1-2017 - 4-2019
Global Partner Executive - GSI Partners, GPO at Cisco
7-2015 - 12-2016
Senior Manager – Global Systems Integrators and Outsourcers at VMware
1-2014 - 7-2015
Advisor-Cloud and Infrastructure Services at CSC - Computer Sciences Corporation

Education

2020 - 2021
Executive Development Program in Transformational Leadership from XLRI Jamshedpur
2008 - 2009
Harvard Program ACE – Academy of Customer Excellence from Harvard Business School Program

More Information

Social Presence :

Prographics :

Exp : 11 Location : Bengaluru, Karnataka, India Job Level : Mid-senior Designation : Global Partner Leader - GSI Partnerships at Amazon Web Services (AWS)
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Insights For Selling To Sudarshan

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Speak about competitive differentiation that your product offers
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Avoid being a storyteller and don’t try to oversell
  • Do not back off when challenged, respond with a confident, objective answer instead

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sudarshan is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Sudarshan

  • If they decide not to use your product, they will say no clearly.

Insights For Deal Planning

    How fast (or slow) will Sudarshan move?

  • If convinced, they can reach decisions quite fast.
  • Can Sudarshan take some risk or not?

  • They do not shy away from taking risks, but can be quite binary about them.

You And Sudarshan

Personality Compatibility


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