Yukti Punjabi

About Yukti Punjabi

Technology Sales leader with 26+ years of experience, driving business growth across India, South Asia, and the Middle East. Possesses 360-degree experience and perspective across the value chain - leading direct sales teams across large territories, managing complex client portfolios, owning P&L, overseeing operations and now architecting ecosystem-wide strategies & partnerships. Proven track record of executing bold go-to-market strategies for a high value portfolio, building transformative partnerships (ISVs, GSIs, Distributors, Consultancies, VARs, Strategic partners), and building high performance teams.Expertise in bridging enterprise strategy with technology platforms, including Data & AI, Automation, and Hybrid Cloud, to deliver mission-critical outcomes across Government, Telco, and Enterprise sectors for Manufacturing & Utilities verticals. A passionate leader, committed to ownership, collaboration and fostering inclusive teams. Recognized with the Best of IBM award and also for achieving the highest employee engagement scores in the organization.CORE COMPETENCIES- Strategic & GTM Execution: Architecting direct sales and partner-led strategies for high-growth technology platforms (Data/AI/Automation/Hybrid Cloud).- Direct Sales & Client Management: 26+ years leading large territories, forging C-level relationships, managing complex portfolios for sustainable revenue growth.- Ecosystem & Channel Leadership: Building go-to-market programs and high-value business with ISVs, Global System Integrators, Consultancies, Distributors, VARs and key partners like Airtel and AWS to fuel hypergrowth.- P&L & Operations Ownership: Driving multimillion annual revenue by integrating cross-functional teams (Finance, Ops, Marketing, Technical) for scalable, critical outcomes.- Team Building & Culture: Scaled high-performance teams, instilling extreme ownership, collaboration, and inclusive, mission-driven mindset.

Experience

1. Director, Technology Sales and Partnerships - IBM Technology, India & South Asia

   IBM

   Jan 2024 — Present · Delhi, India

2. Managing Director - Integrated Accounts

   IBM

   Aug 2021 — Present · New Delhi Area, India

   Leading the integrated cross-brand business globally at our largest telco client in the country, managing a team covering Sales, Finance & Operations, Marketing and Technical Support.

3. Chief of Staff to CEO and MD, IBM India & South Asia

   IBM

   Jun 2019 — Jul 2021 · New Delhi Area, India

   Selected for a special 2-year assignment as Chief of Staff to the IBM country head, executing projects for the Senior Leadership Team covering Strategy, Cross-brand business, Finance & Operations, Executive Communications, Marketing, HR & Legal

4. GSI Alliance Leader - Data Analytics & Hybrid Cloud

   IBM

   May 2016 — May 2019 · New Delhi Area, India

   Incubated & Led a set of key global IBM partners for their India GTM and driving the sell-through & sell-with business within the country for IBM's Data & AI portfolio.

5. Brand Sales Leader, India & S.Asia – Connected Enterprise, IOT

   IBM

   Nov 2012 — May 2016 · New Delhi Area, India

   Responsible for building and growing the Smarter Infrastructure solutions business in the country working with IBM’s seller ecosystem and specialized business partners to achieve sales quotas.

6. Sales Manager- Southern Gulf

   eSolutionsMEA

   May 2005 — Nov 2011 · Dubai, United Arab Emirates

   Led & scaled up the IBM Maximo Software portfolio business in the Southern Gulf (UAE & Oman) working with clients and partners in the Enterprise Asset Management ecosystem.

7. Manager - Business Development

   NETINFINITY LIMITED

   Aug 2002 — Jul 2004 · Dubai, United Arab Emirates

   Developed and managed a sales team and to directly handle major accounts in the UAE for the IT Solutions portfolio. The role reported into the Vice President -Sales and carried the quota for the Large Private Enterprise vertical.

8. Manager - Business Development and Support

   Setu Technologies

   Jun 2001 — May 2002 · Pune

   Reporting into the CEO and was responsible for spearheading the Enterprise Asset Management business unit's foray into Western region. It involved setting up the local operations in Maharashtra and engaging with clients, partners and vendors to establish Datastream (now Infor) in India.

9. Account Manager

   Gartner

   May 2000 — Jun 2001 · Pune Area, India

   Reporting to VP Sales, interacted with CxO’s for selling high-value Gartner strategic advisory research and consulting services.

10. Account Executive

    Openview Technologies Pvt Ltd

    May 1999 — Apr 2000 · Pune

    Reporting to the Director Sales, was responsible for selling Hardware, Software and Networking solution to large corporate accounts across Pune district.

Education

• Aptech Computer Education

  Advanced Diploma in Software Engineering · Software Development

  1995 — 1999

• University of Pune

  Bachelor of Science (BSc)

  1995 — 1998

• The University of British Columbia

  Bachelor of Technology (B.Tech.) · Computer Systems

  1997 — 2000

Skills

• Account Management
• Team Leadership
• Cross-functional Team Leadership
• Sales Management
• New Business Development
• Alliance Management
• Asset Managment
• Strategic Partnerships
• Large Account Management
• Consultative Selling Style
• P&L Management
• Direct Sales