Sundar Gopalan

Commander
DISC Type : D

Senior Account Manager, Strategic ISV at Amazon Web Services (AWS)

Bengaluru, Karnataka, India

Overview

Sundar is a sales leader at AWS with over 17 years of global experience, specializing in the Media, Entertainment, and Sports sectors. He leverages his technical background from MSRIT and an MBA from UCLA Anderson to help enterprises adopt complex cloud, SaaS, and AI/ML solutions, driving significant revenue growth.

He appears to be a supportive and collaborative individual who values his professional and personal relationships. He publicly champions the work of his friends and former colleagues and acknowledges the support from his family in his own achievements.

Unique fact: Sundar has a distinct blend of experience leading digital transformation initiatives for major enterprises across both the US and India.

Personality Overview

Risk-Taker

Impact-Driven

Candid & Clear

They take a lot of pride in personal achievements.  More than the product, they care about the impact of the product. They respond better to strong and respectful interactions.

Topics They Care About

Media & Entertainment Tech
His current role at AWS is dedicated to strategic sales within the M&E and Sports verticals, where he partners with clients on their modernization journeys.
Enterprise Digital Transformation
He has a track record of facilitating large-scale digital transformation, including negotiating a $160M enterprise agreement with a major media client.
Sports Venue Technology
He actively promotes the use of analytics to enhance fan and guest experiences in stadiums and arenas, showing a focus on this specific industry sub-vertical.

Media Appearances

Sundar has no verified media appearances

Work History

8-2025
Senior Account Manager, Strategic ISV at Amazon Web Services (AWS)
1-2022 - 8-2025
Enterprise Sales Leader at Amazon Web Services (AWS)
11-2020 - 1-2022
Senior Account Manager at Amazon Web Services (AWS)
1-2019 - 11-2020
Regional Sales Manager at Altair
Account Manager at Altair

Education

2017 - 2020
Master of Business Administration - MBA from UCLA Anderson School of Management
2003 - 2007
Bachelor's degree from Ramaiah Institute Of Technology

More Information

Social Presence :

Prographics :

Exp : 6 Location : Bengaluru, Karnataka, India Job Level : Middle Designation : Senior Account Manager, Strategic ISV at Amazon Web Services (AWS)
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Insights For Selling To Sundar

During A Call Or A Meeting

DO's

  • Hold your ground without indulging in one-upmanship
  • Get to the point quickly instead of spending time doing small talk
  • Be respectful but crisp

DONT's

  • Don't try too hard to forge relationships with them
  • Avoid being a storyteller and don’t try to oversell
  • Avoid being too verbose

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sundar 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 Sundar

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

Insights For Deal Planning

    How fast (or slow) will Sundar move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Sundar take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Sundar

Personality Compatibility


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