Enterprise sales leader focused on BFSI, with 18+ years in enterprise technology sales, selling into India's banks, insurers, NBFCs and financial conglomerates, across every major technology wave: core domain solutions, enterprise cloud and SaaS, digital workplace, application delivery and end user computing, and now AI. The technology has changed every few years. The complexity of selling into regulated financial institutions has not. Proven track record of leading complex enterprise sales cycles, building strategic C-suite relationships, and delivering multi-year, multi-million-dollar platform deals. Well versed in platform economics: consolidating point products into single platform purchases, capacity-based licensing, and multi-year expansion across entities within a group.
Deep familiarity with how India's financial institutions evaluate and adopt technology, engaging CIOs, CTOs, CFOs, CROs, Chief Compliance Officers, Appointed Actuaries, CISOs, Finance Controllers and Business Heads across banking, insurance and NBFC entities, and helping organizations adopt modern enterprise platforms to accelerate data-driven transformation. Strong background in strategic account development, new logo acquisition, and market creation within regulated financial environments.
Experienced in partner-led enterprise selling involving consulting partners, global SIs, and hyperscalers (AWS, Google Cloud, and Microsoft Azure), across sell-through and co-sell motions.
Earned the ACCA Certificate in International Financial Reporting (Cert IFR), deepening understanding of financial reporting standards and regulatory governance across banking, insurance, and financial services. Working fluency in the regulatory forces shaping technology adoption in Indian BFSI, with RBI, IRDAI and SEBI mandates understood as demand drivers, not compliance obstacles.
Current Location: Mumbai, India
LinkedIn: linkedin.com/in/tanmaydokhale
Mobile: +91 70455 98360
Email: [email protected]
Indian BFSI Domain Expertise | C-Suite, Risk & Finance Office Engagement (CIOs, CTOs, CFOs, CROs, CISOs, Chief Compliance Officers, Appointed Actuaries) | Regulatory-Aligned Enterprise Selling (RBI, IRDAI, SEBI) | Platform Economics & Deal Structuring | Multi-Entity Group Account Strategy | Strategic Account Development | Complex Enterprise Sales Cycles | New Logo Acquisition & Market Creation | MEDDPICC-Driven Sales Execution | Enterprise Platform, Cloud, Data & AI Sales | GSI & Hyperscaler Ecosystem Collaboration (Sell-Through and Co-Sell)
Delivered ~30% ARR growth at Citrix (now Cloud Software Group) across a book of India's largest BFSI, conglomerate and global system integrator accounts, leading multi-million-dollar digital workspace transformation deals with consulting partners and hyperscalers, and earning President's Club three years running (2022, 2023 and 2024).
Won repeated competitive displacements at Citrix, replacing F5 and other incumbents in application delivery at leading Indian banks, and VMware, Azure Virtual Desktop, AWS WorkSpaces and others in digital workspace. Consolidated point products into single platform purchases across India's largest strategic enterprise accounts.
Generated USD 6M+ in net-new business at FIS (formerly SunGard) across India and Sri Lanka, selling actuarial, risk and policy administration solutions to insurers, exceeding cumulative revenue commitments and building a recurring maintenance base that made the region profitable for the insurance segment. Grew Sri Lanka from one customer to fifteen, driven by the risk-based capital mandate, and won Elite Sales Club in 2014 and 2015.
Delivered ~20% ARR growth across the book at Oracle, with new customer wins, by leading competitive displacements of incumbent HR platforms such as SAP SuccessFactors, positioning Oracle HCM Cloud through C-suite engagement across HR, IT and business leadership in strategic BFSI and enterprise accounts.
Established the BFSI market for SAP Ariba in India, generating EUR 3.8M+ in net-new cloud annual contract value (ACV) through engagement with procurement, finance and CFO office leadership.
President's Club / Winner Circle – Citrix (2022, 2023, 2024)
For outstanding enterprise sales performance.
Elite Sales Club – SunGard (now FIS) (2014, 2015)
Highest recognition awarded to top global sales achievers.
Excellence Award for Customer Centricity – Zensar Technologies (2010)
Awarded for excellence in customer centricity and performance.
ACCA – Certificate in International Financial Reporting (Cert IFR)
Issued by the Association of Chartered Certified Accountants (ACCA)
Google Cloud Certified – Generative AI Leader
Google Cloud
Google Cloud Certified – Cloud Digital Leader
Google Cloud
NVIDIA Certified Associate – AI in the Data Center
NVIDIA
AWS Certified Cloud Practitioner
Amazon Web Services
Account Executive | May 2025 – October 2025
Managed the transition of open-source users to paid subscriptions of Elastic's Search AI Platform across search, observability and security use cases, in a developer-led sales motion.
Senior Account Manager | July 2020 – February 2025
Senior Business Manager | July 2018 – July 2020
Senior Solutions Sales Executive | May 2016 – June 2018
Manager - Sales | June 2012 – May 2016
Senior Executive - Sales | April 2011 – June 2012
Senior Business Development Executive | August 2007 – March 2011
Held roles across Demand Generation, Bid Management, Presales and Marketing, supporting IT services sales and business development for large enterprise customers across India. Earned the Excellence Award for Customer Centricity in 2010.
PGDBM Dual – Marketing (Major) and HR (Minor) | 2007
Bachelor of Engineering (B.E.) – Computer Science | 2005