Sumit Madan

Critic
DISC Type : C

Lead Client Partner at IBM

Melbourne, Victoria, Australia

Overview

Sumit Madan is a Lead Client Partner at IBM, specializing in the financial services, retail, and consumer sectors. With over two decades of experience, he excels in fostering executive relationships and driving business growth through strategic consulting. He uniquely complements his business background with a Doctor of Law from RMIT University.

Outside of his professional role, Sumit is deeply interested in the intersection of technology and jurisprudence. He actively follows and contemplates complex legal questions posed by artificial intelligence, such as AIs capacity for patents, AI-induced defamation, and the legalities of content scraping by crawlers.

He holds both a Masters degree from Melbourne Business School and a Doctor of Law, blending high-level business strategy with legal expertise.

Personality Overview

Critic

Information Seeker

ROI Driven

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

Topics They Care About

AI & Legal Frameworks
Demonstrates a keen interest in the evolving legal challenges surrounding AI, including patents, defamation liability, and data scraping rights, as seen in his recent discussions.
Financial Services Tech
As a lead partner for a Tier 1 financial account, he is focused on risk remediation, cloud migration, and payments technology like SWIFT refresh.
Omni-Channel Retail
Previously led a major omni-channel transformation program for Australia's largest department store, implementing IBM Commerce and Sterling Order Management systems.

Media Appearances

Sumit has no verified media appearances

Work History

11-2021 - 7-2024
Lead Client Partner at IBM
3-2016 - 11-2021
A/Vice President at Infosys
10-2006 - 6-2014
Director at Infosys
6-2002 - 9-2006
Senior Manager at Capgemini
3-2000 - 6-2002
Senior Consultant at NIIT Technologies Limited

Education

5-2006 - 11-2008
master's degrees from Melbourne Business School
Doctor of Law - JD from RMIT University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Melbourne, Victoria, Australia Job Level : N/A Designation : Lead Client Partner at IBM
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Insights For Selling To Sumit

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sumit is

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

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

Insights For Deal Planning

    How fast (or slow) will Sumit move?

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

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

You And Sumit

Personality Compatibility


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