Zorawar Singh

Wildcard
DISC Type : csi

Partner - Digital & Analytics | Communications and Technology at Kearney

Greater Sydney Area, Australia

Overview

Zorawar Singh is a Partner at Kearney with over 20 years of experience, specializing in Digital & Analytics for the communications and technology sectors. A graduate of the Indian School of Business, he has held leadership roles across Australia, SE Asia, the Middle East, and the US. Colleagues describe him as resourceful, analytical, and strategic.

He is passionate about harnessing technology to solve real-world problems, create value, and foster growth. His work often involves leading high-performance teams to drive tangible outcomes for clients and stakeholders.

Unique fact: He co-authored a report on the future of telecom, proposing a pragmatic "delayering" approach where infrastructure, network, and service layers operate independently.

Personality Overview

Curious But Skeptical

Friendly But Slow

ROI Driven

They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

Future of Telecom
Writes extensively on the strategic imperative of delayering in the telco industry, shifting from monolithic products to smaller, composable units to create value.
Tech-driven Strategy
Advocates for treating technology as a cascade of strategic choices to create advantage, not just as an operational to-do list.
Australian Broadband
Analyzes and writes about the strategic shifts in Australia’s broadband landscape, particularly the expansion of full-fibre access and adoption of higher speeds.

Media Appearances

Zorawar Singh – Kearney Bio. Featured in Kearney

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Kearney Originals – Zorawar Singh. Featured in Kearney Originals

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Work History

4-2024
Partner - Digital & Analytics | Communications and Technology at Kearney
8-2021 - 4-2024
Vice President, Product (Enterprise and Business) at Optus
1-2020 - 8-2021
Head of Strategy, Transformation and Partnerships at Optus
6-2017 - 1-2020
Principal at A.T. Kearney
12-2017 - 12-2017
Director at A.T. Kearney

Education

2009 - 2010
PGPM from Indian School of Business
2001 - 2005
BE from Army Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 16 Location : Greater Sydney Area, Australia Job Level : N/A Designation : Partner - Digital & Analytics | Communications and Technology at Kearney
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Insights For Selling To Zorawar

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Help them realize that there is no personal risk in making this decision
  • Persuade objectively how your product will help them achieve their goals

DONT's

  • 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
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zorawar is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Zorawar

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Zorawar move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Zorawar take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Zorawar

Personality Compatibility


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