Sunil Pathak

Judge
DISC Type : Dc

Sales Enablement Lead at Zscaler

Bengaluru, Karnataka, India

Overview

Sunil Pathak is a senior Sales Enablement Leader for the APJ region at Zscaler, holding a Bachelor of Engineering from the University of Mysore. He specializes in developing programs to enhance sales pipelines and quota attainment. Colleagues have described him as a motivated, intelligent, and hard-working team player.

Outside of his professional role, Sunil is passionate about wellness and community service. He has organized and led free programs focused on immunity and preventative care. He also follows the startup ecosystem, showing keen interest in angel investments in new technology companies.

He is a certified practitioner and coach for the MEDDIC sales methodology.

Personality Overview

Features Driven

Quality Focused

Fast But Wary

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

Topics They Care About

Sales Enablement Strategy
He focuses on designing region-specific enablement programs for sales, customer success, and tech sales teams across the Asia-Pacific and Japan region.
MEDDIC Coaching
As a certified practitioner and coach, he is deeply involved in implementing the MEDDIC framework to improve enterprise sales performance and predictability.
Wellness & Community
He has a personal passion for wellness, having organized and run a free "Immunity boost & prevention care program" for the public.

Media Appearances

Sunil has no verified media appearances

Work History

2-2023
Sales Enablement Lead at Zscaler
10-2021 - 3-2023
Sales Enablement Leader APJ at Rackspace Technology
7-2016 - 9-2021
Senior Sales Performance Trainer and Sales Coach at FranklinCovey India & SouthAsia
4-2016 - 3-2018
Principal Consultant B2B at FranklinCovey India & SouthAsia
3-2015 - 3-2016
Vice President Sales Operations & Enablement at iScholar Education Services Pvt Ltd

Education

Bachelor of Engineering from University of Mysore

More Information

Social Presence :

Prographics :

Exp : 29 Location : Bengaluru, Karnataka, India Job Level : Senior Designation : Sales Enablement Lead at Zscaler
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Insights For Selling To Sunil

During A Call Or A Meeting

DO's

  • Refer to testimonials from well-known industry leaders
  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Hold your ground without indulging in one-upmanship

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Don't try too hard to forge relationships with them
  • Do not spend too much time focusing on product tech or features

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sunil 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 Sunil

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

Insights For Deal Planning

    How fast (or slow) will Sunil move?

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

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

You And Sunil

Personality Compatibility


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