Tushar Haralkar

Critic
DISC Type : C

Security Software Technical Sales Leader, IBM Technology Sales, India-South Asia at IBM

Mumbai, Maharashtra, India

Overview

Tushar Haralkar is a Cybersecurity Leader with over 24 years of experience, specializing in data, identity, and AI security for IBMs India-South Asia region. A University of Mumbai graduate, he advises CXOs on next-generation security. Colleagues describe him as knowledgeable, hardworking, and an expert in his field.

Outside of work, Tushar shows a creative flair for communication by drawing parallels from popular culture to technology. He uses analogies from both the sport of cricket and popular Bollywood films to discuss complex topics like team building and career skills in a relatable way.

He once analyzed the importance of different technology skills by comparing them to the three main characters from the popular movie "3 Idiots".

Personality Overview

Information Seeker

ROI Driven

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

AI & Quantum Security
He speaks at industry events about future-proofing data security against emerging threats from AI and quantum computing, viewing it as a new boardroom priority.
Data Privacy Acts
He actively writes about the gap between security and true privacy, particularly in the context of new regulations like the Digital Personal Data Protection (DPDP) Act.
Tech Career Paths
He is interested in the "specialist vs. generalist" debate and uses creative analogies from movies and sports to explore different models for building tech skills and teams.

Media Appearances

Hear Tushar Haralkar, Senior Tech Sales Lead for Digital Trust, IBM – Economic Times CIO. Featured in Facebook (Economic Times CIO)

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Lack of data visibility hinders effective protection in hybrid cloud – CISO (Economic Times). Featured in Economic Times – CISO

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Cyberattacks are directly affecting cost of goods, and contributing to inflation – Interview with Tushar Haralkar, IBM Security Software. Featured in DQIndia

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Work History

7-2021
Security Software Technical Sales Leader, IBM Technology Sales, India-South Asia at IBM
1-2021 - 8-2021
Digital Trust Leader - IBM Security - India / South Asia at IBM
11-2014 - 1-2021
Technical Lead - Digital Trust - India and South Asia Region at IBM
4-2012 - 10-2014
Principal Sales Consultant at Oracle India Pvt. Ltd
3-2011 - 4-2012
Deputy Manager at Deloitte India

Education

1995 - 2001
Bachelor of Engineering - BE from University of Mumbai

More Information

Social Presence :

Prographics :

Exp : 23 Location : Mumbai, Maharashtra, India Job Level : Senior Designation : Security Software Technical Sales Leader, IBM Technology Sales, India-South Asia at IBM
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Insights For Selling To Tushar

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tushar is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Tushar

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Tushar move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Tushar take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Tushar

Personality Compatibility


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