Umair Dinarwala

Critic
DISC Type : C

Canada Practice Leader - Cloud, Apps, Data & AI at Kyndryl

Canada

Overview

Umair Dinarwala is the Canada Practice Leader for Cloud, Apps, Data & AI at Kyndryl, where he guides clients on digital transformation. He has an extensive background in sales and leadership, previously holding several key roles at IBM. Umair holds an MBA and has completed executive education at the London Business School.


Interesting fact: He received the "Best of IBM" award, which was the companys highest honor for sales performance.

Personality Overview

ROI Driven

Critic

Precise

They choose to analyze logically and value facts to emotions.  They are quite likely to negotiate on pricing or other key terms. They like to do things independently and don’t look for support from others.

Topics They Care About

AI Readiness
He publicly shares insights on bridging the gap between AI investment and employee readiness, advocating for strong AI governance boards to ensure responsible adoption by businesses.
Agentic AI
He is a vocal proponent of Kyndryl's Agentic AI Framework, viewing it as a transformative leap that enables self-learning and self-acting AI agents for enterprise operations.
Digital Customer Experience
As a speaker at the Digital Customer Experience Summit, he focuses on how to leverage AI, data, and innovation to build personalized and seamless customer journeys.

Media Appearances

Umair has no verified media appearances

Work History

4-2023
Canada Practice Leader - Cloud, Apps, Data & AI at Kyndryl
11-2021 - 4-2023
Sales Leader - Cloud & Infrastructure Services at Kyndryl
5-2020 - 11-2021
Sales Leader - Cloud & Infrastructure Services at IBM
4-2019 - 5-2020
Hybrid Cloud Services Sales at IBM
8-2012 - 4-2019
Client Executive - Financial Services Sector at IBM

Education

2018 - 2018
Executive Education from London Business School
2010 - 2012
Master of Business Administration - MBA from Institute of Business Administration

More Information

Social Presence :

Prographics :

Exp : 17 Location : Canada Job Level : Mid-senior Designation : Canada Practice Leader - Cloud, Apps, Data & AI at Kyndryl
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Insights For Selling To Umair

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don't give superficial answers, they are easily rattled by them
  • 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 Umair is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Umair

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Umair move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Umair take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Umair

Personality Compatibility


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