Yogi Sutar

Judge
DISC Type : Dc

VP, Support Engineering at Citrix

San Ramon, California, United States

Overview

Yogi is a customer-centric executive specializing in transforming SaaS support and success organizations at companies like Citrix, TIBCO, and Oracle. He focuses on driving renewals and operational efficiency. He holds an Artificial Intelligence certification from UC Berkeleys Haas School of Business and is ITIL4 certified.

He has a unique track record of successfully leading support organizations through major corporate acquisitions, including Mashery to TIBCO and UpShot to Oracle.

Personality Overview

Features Driven

Quality Focused

Generally Skeptic

They like to be in a position where they can control the conversation and terms.  More than the product, they care about the effectiveness of the product. They like to act fast and expect others to do the same.

Topics They Care About

Customer Value Realization
His entire career focus is on building customer-centric organizations that drive renewals, referencability, and value realization for clients.
SaaS Support Strategy
He has extensive experience leading support delivery and customer success for SaaS models at Citrix, TIBCO, and Oracle, focusing on scalability and efficiency.
Post-Acquisition Integration
He has successfully led and stabilized support organizations through multiple major acquisitions, including Mashery to TIBCO and UpShot to Oracle.

Media Appearances

Yogi has no verified media appearances

Work History

11-2022
VP, Support Engineering at Citrix
9-2015 - 11-2022
Head of Customer Support at TIBCO
7-2014 - 9-2015
Head of Support Services at Mashery
4-2010 - 7-2014
Director, Global Cloud Support at Oracle
7-2002 - 7-2010
Director, Customer Success, Advocacy at Oracle

Education

10-2023 - 12-2023
Artificial Intelligence: Business Strategies and Applications from University of California, Berkeley, Haas School of Business
2001 - 2002
Support Delivery Management Certification from San José State University

More Information

Social Presence :

Prographics :

Exp : 25 Location : San Ramon, California, United States Job Level : Senior Designation : VP, Support Engineering at Citrix
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Insights For Selling To Yogi

During A Call Or A Meeting

DO's

  • Make sure that you circle back fast on any action items, it wins their trust
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Be respectful but crisp

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Don’t be in a rush to invite them for a social meet and greet
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Yogi is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Yogi

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Yogi move?

  • They can take decisions very fast if you manage to convince them.
  • Can Yogi take some risk or not?

  • The risks don’t matter much to them.

You And Yogi

Personality Compatibility


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