Zarna Shah

Critic
DISC Type : C

Sr. Director - Account Management & Sales, BPS at Wipro

Wilmington, Delaware, United States

Overview

Zarna is a seasoned Sr. Director at Wipro, specializing in Business Process Services and strategic account management. With an MBA and PMP certification, she excels in driving transformation and client expansion. Colleagues describe her as excellent, strong, supportive, and diligent in her approach to fostering long-term partnerships.

Outside of her corporate role, Zarna is a dedicated yoga practitioner, a passion she highlights in her professional life. She also has a cat named Mochi, who she featured in a recent post about her warm welcome to her new role at Wipro.

She has recently completed multiple certifications focused on leveraging Artificial Intelligence for business strategy and sales growth.

Personality Overview

Negotiator

Information Seeker

Precise

They are quite likely to negotiate on pricing or other key terms.  They don’t appreciate bells and whistles unless backed by data. They choose to analyze logically and value facts to emotions.

Topics They Care About

AI for Sales
Recently completed multiple courses on AI for business strategy and key account growth, indicating a strong current focus on applying AI to sales processes.
Business Transformation
Her professional summary and headline emphasize her role in driving transformation, retention, and expansion for clients, making it a core professional passion.
Strategic Account Growth
Her role is centered around account management and sales. Her expertise lies in expanding strategic client relationships and generating sustainable value.

Media Appearances

Zarna has no verified media appearances

Work History

2-2026
Sr. Director - Account Management & Sales, BPS at Wipro
12-2022 - 6-2025
Assistant Vice President - Account Management & Sales at TECH MAHINDRA AMERICAS
10-2021 - 10-2022
Assistant Vice President - Projects at Citi
1-2020 - 10-2021
Transition Manager at Tech Mahindra Hungary
12-2017 - 1-2020
Transition Manager at Tech Mahindra

Education

2016 - 2017
Master of Business Administration (M.B.A.) from Welingkar Institute of Management
2014 - 2014
Project Management Professional (PMP) from Project Management Institute

More Information

Social Presence :

Prographics :

Exp : 16 Location : Wilmington, Delaware, United States Job Level : Senior Designation : Sr. Director - Account Management & Sales, BPS at Wipro
URL has been copied!

Insights For Selling To Zarna

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect

DONT's

  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zarna is

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

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

Insights For Deal Planning

    How fast (or slow) will Zarna move?

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

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

You And Zarna

Personality Compatibility


Other Wipro Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.