Upendran Rao

Visionary
DISC Type : Ds

Senior Manager Customer Success at Oracle

Chennai, Tamil Nadu, India

Overview

Upendran is a versatile business leader and Senior Customer Success Manager at Oracle, specializing in strategic account planning for SaaS, PaaS, and IaaS. He holds an MBA and a PMP certification. Colleagues describe him as sincere, a natural leader, and a calming presence in crisis situations, adept at rallying resources for customers.

He is a technology enthusiast with a passion for continuous improvement and learning, recently embarking on a journey to deepen his knowledge in Artificial Intelligence. He actively pursues and shares his progress on new certifications, demonstrating a commitment to staying current with the latest industry trends and products.

Unique fact: Early in his Oracle career, he was instrumental in developing the Oracle University Student Guide and trained other trainers on new applications.

Personality Overview

Risk Tolerant

Early Adopter

Goal-Oriented

They are very professional in their approach and can weigh multiple perspectives together.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

AI in HCM
He recently shared his Oracle AI Agent Studio certification and the launch of AI agents in the Oracle HCM Fusion platform for a major client.
Customer Success
His entire career is focused on customer engagement and strategic account management. Recommendations consistently praise his customer advocacy and relationship-building skills.
Low-Code Platforms
As the former Head of Business Development for Agile Labs, he was responsible for the go-to-market strategy for a Low Code Application Platform (LCAP).

Media Appearances

Upendran has no verified media appearances

Work History

8-2021
Senior Manager Customer Success at Oracle
3-2021 - 7-2021
Head Of Business Development at Agile Labs
11-2011 - 6-2020
Senior Manager Cloud Customer Success at Oracle India Pvt. Ltd
3-2008 - 10-2011
Senior Functional Consultant - Presales at Oracle India Pvt. Ltd
5-2006 - 2-2008
Senior Consultant at Oracle India Pvt. Ltd

Education

2020 - 2021
Post Graduate Certificate in Advanced Strategic Management from Indian Institute of Management, Kozhikode
2018 - 2020
Masters in Business Administration - MBA from University of Madras

More Information

Social Presence :

Prographics :

Exp : 33 Location : Chennai, Tamil Nadu, India Job Level : Middle Designation : Senior Manager Customer Success at Oracle
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Insights For Selling To Upendran

During A Call Or A Meeting

DO's

  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Use phrases like 'your team deserves', 'best in class' etc.
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Upendran is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Upendran

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Upendran move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Upendran take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Upendran

Personality Compatibility


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