Sunil Nawani

Observer
DISC Type : ic

Vice President - IT Services at Utthunga

Bengaluru, Karnataka, India

Overview

Sunil Nawani is a seasoned revenue leader with over two decades of experience in digital transformation and IT services at firms like IBM, Oracle, and currently Utthunga as VP of IT Services. He specializes in building Go-To-Market teams for both large enterprises and startups. He studied at Singapore Management University and BMS College of Engineering.

Outside of his corporate roles, Sunil is a certified leadership coach and master trainer. He is passionate about people development, having trained professionals and managers at corporates, startups, and NGOs in leadership, sales, and various soft skills to help them achieve outstanding results.

Unique fact: Sunil played a key role in increasing the UNIX server business market share for IBM from 9% to 30%.

Personality Overview

Value Driven

Example Seeker

Curious

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are likely to ask many questions and look heavily for supporting information. They are generally good communicators and can be hard to convince.

Topics They Care About

Go-To-Market Strategy
He has a proven track record of formulating and executing GTM strategies to drive revenue growth at companies like Oracle and Mobisy Technologies.
Digital Transformation
His current role at Utthunga and professional headline highlight his focus on digitalization solutions, IT services, and cloud solutions for major enterprises.
Revenue Growth
He has a history of delivering significant business expansion, including orchestrating 120% growth at Oracle and a 3x increase in ARR at Mobisy.

Media Appearances

Sunil has no verified media appearances

Work History

2-2024
Vice President - IT Services at Utthunga
4-2019 - 3-2024
Leadership Coach at Self Employed
7-2017 - 3-2019
Chief Revenue Officer at Mobisy Technologies Pvt. Ltd.
1-2016 - 8-2016
Director Sales at Oracle India Pvt. Ltd
7-2012 - 8-2015
General Manager: IBM Digital Sales, India / South Asia at IBM

Education

Business and Industry Insights from Singapore Management University
Education details unavailable from BMS College of Engineering and School of Engineering Studies, Bangalore University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Bengaluru, Karnataka, India Job Level : Senior Designation : Vice President - IT Services at Utthunga
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Insights For Selling To Sunil

During A Call Or A Meeting

DO's

  • Persuade objectively how your product will help them achieve their goals
  • Help them realize that there is no personal risk in making this decision
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sunil is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Sunil

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Sunil move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Sunil take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Sunil

Personality Compatibility


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