Technology

Prasanna Prasad

Territory Account Manager, ADM - OpenText

Please share your professional background, current role and relevant experience.

Answer: I am a sales professional with more than 17+ years of experience. (Ex Oracle, Redhat). Currently, I work as a Territory Account Manager, ADM at Open Text.

What led you to pursue a career in sales?

Answer: In my first job, I was working as an Executive Assistant to the Chairman and Managing Director of a media house, he influenced me by highlighting that the most sought-after roles are where the money is. He emphasized the importance of effectively influencing customers to buy products or solutions.

How have you adapted to the evolving technology landscape in sales?

Answer: My tenure with Oracle was incredibly formative in terms of learning. Being part of the company allowed me to witness numerous acquisitions, which provided deep insights into the organization's vision and strategic direction. This experience sparked my interest in understanding the broader technology landscape. I believe this is just the tip of the iceberg, as technology continues to evolve. Currently, we're looking at advancements in large language models, AI, and more.

How do you maintain work-life balance in the high-pressure environment of sales?

Answer: I have 2 statements to make. 1.⁠ ⁠Preparedness beats pressure. 2.⁠ ⁠You need to distinguish the Role you and the Real you.

What is your top advice for aspiring tech sales professionals?

Answer:  1.⁠ ⁠Putting the customer first is one of the most critical aspects of sales. This approach helps in building longer and more meaningful relationships with customers. 

2.⁠ ⁠Continuous learning and embracing change will help you navigate challenges and achieve success in this competitive field.

Lastly, what book would you recommend to our tech sales community and why?

Answer: This is an area where I need to empower myself. I have read a few books and would suggest reading, such as "Who Moved My Cheese," "The Phoenix Project," and "Sandler Rules," but I would recommend the following: 

a) Thinking Fast & Slow.

b) Secrets of closing the sale

c) The Art of thinking clearly.