Vinay Kaul

Researcher
DISC Type : Cs

EMEA ISV Software Business Excellence Director at Oracle

Bengaluru, Karnataka, India

Overview

Vinay Kaul is a high-impact leader at Oracle, serving as the EMEA ISV Software Business Excellence Director. With 16 years of experience in cloud sales and partner enablement, he specializes in ISV business development and strategic transformation. Colleagues describe him as professional, supportive, collaborative, and persistent.

He was recently awarded the "Ecosystem Champion Award" and inducted into Oracles EMEA Cloud Infrastructure Hall of Fame.

Personality Overview

ROI Seeker

Soft Communicator

Self-Disciplined

Being observant comes to them naturally.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

ISV Partner Success
His role is centered on spearheading ISV business development and creating robust coverage plans for partners in the EMEA region.
Operational Excellence
Drives business excellence in his role and is a Certified Six Sigma Green Belt, demonstrating a focus on streamlined, effective operations.
Cloud Business Strategy
Focuses on strategic planning for ISVs and acts as a key advisor to sales leaders on account planning and partner compliance.

Media Appearances

Vinay has no verified media appearances

Work History

11-2023
EMEA ISV Software Business Excellence Director at Oracle
10-2021 - 10-2023
Senior Manager, WW Approvals and Partner Onboarding Initiatives at Oracle
4-2009
SW & Cloud Business Excellence Director at Oracle
3-2006 - 4-2007
Faculty, ISO coordinator and Soft Skills Facilitator at Global Academy of Technology,Bangalore
5-2004 - 2-2009
MBA (Marketing & Operations);M.Tech (Const. Mgt.). at IBS Bangalore

Education

2014 - 2014
General Management Program for IT Executives from Indian Institute of Management Bangalore
2007 - 2009
MBA from IBS Bangalore

More Information

Social Presence :

Prographics :

Exp : 19 Location : Bengaluru, Karnataka, India Job Level : Mid-senior Designation : EMEA ISV Software Business Excellence Director at Oracle
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Insights For Selling To Vinay

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Vinay is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Vinay

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Vinay move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Vinay take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Vinay

Personality Compatibility


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