Sunil Surve

Questioner
DISC Type : c

Senior Customer Success Engineer at Rubrik, Inc.

Cary, North Carolina, United States

Overview

Sunil has no verified overview

Personality Overview

Not Easily Convinced

Value Seeker

Cautious & Analytical

They are more likely than others to negotiate on pricing and terms.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Sunil has no verified topics they care about

Media Appearances

Sunil has no verified media appearances

Work History

11-2019
Senior Customer Success Engineer at Rubrik, Inc.
2-2010 - 11-2019
ECO CBU - Engineering and Cloud Operations at NetApp
6-2005 - 2-2010
Infrastructure Project Lead { Storage & Virtualization } at Mastech
2-1997 - 2-2005
Project Leader ( Online Stock trading Application Support / Data Center Services) at NSE.IT

Education

2014 - 2017
Master of Business Administration - MBA from North Carolina State University
2014 - 2016
Master of Business Administration (M.B.A.) from North Carolina State University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Cary, North Carolina, United States Job Level : Mid-senior Designation : Senior Customer Success Engineer at Rubrik, Inc.
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Insights For Selling To Sunil

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Sunil is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Sunil

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Sunil move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Sunil take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Sunil

Personality Compatibility


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