A Visionary in the Sales Landscape in the Middle East: Dr. Shaju P Unni
A results-driven sales professional, Dr. Shaju P. Unni brings over two decades of experience in Enterprise Software Sales across the Middle East and India. Passionate about sales, particularly in the software sector, he has led pivotal roles at several organizations.
The Beginning
Dr. Shaju P Unni, a distinguished sales professional, completed his schooling in Ahmedabad, providing a solid foundation for his academic journey. Following this, he pursued an Engineering degree at VIT Bangalore, where he developed a strong technical background and analytical skills.
With a PhD focused on Sales and Marketing, he deepened his understanding of the field and shaped his career interests.
The Career Trajectory
Software sales have always been a dynamic and challenging field, marked by constant changes in market demand and the need to tailor pitches to evolving customer expectations.
From early on, Dr. Unni was passionate about sales, particularly in the software sector, which later drove him to leadership roles at several Software Groups, including Renowned Large Organisations like NeST Digital and Ospyn Technologies Ltd.
Since moving to the UAE in 2002, Dr. Unni has witnessed the Middle East adopt distinct approaches to software marketing and sales. He believes success in this region has largely depended on the ability to adapt and implement new methods that address these unique market demands.
Unique Selling Proposition of Dr. Shaju P Unni
A strong commitment to the SPENCO approach is central to Dr. Shaju P Unni’s USP. This method emphasizes a thorough and accurate evaluation of each sales opportunity, which is crucial for achieving long-term success. An important part of this strategy is recognizing when to drop prospects or opportunities that are not a good fit, rather than pursuing every lead indiscriminately.
He reflects, “Additionally, I believe that networking and building meaningful connections are fundamental to achieving success in sales. By cultivating a robust professional network, I have been able to open doors, build trust, and drive growth in highly competitive markets.”
An Impact on the Regional Ecosystem
Playing a vital role in advancing the digital ecosystem throughout the region, Dr. Unni’s business consistently offers digital transformation solutions to a wide variety of business houses, helping organizations transition from traditional, paper-based processes to fully digital operations. He mentions, “We help banks go digital by automating the payment spectrum. Through these contributions, we help ensure that businesses in the region are equipped to thrive in an increasingly digital world.”
What Defines Success in the Industry
For Dr. Unni, success is defined mainly by certain approaches. He mentions, “Use probability-based thinking instead of just optimism. Make decisions by assessing risks and opportunities realistically through data.”
Dr. Unni even suggests focusing on pitching solutions rather than just product features, addressing clients’ specific needs to build stronger relationships. Moreover, making a strong presence by actively engaging with clients and the industry ensures building trust and credibility.
Lessons Learnt in the Process
Sharing the pivotal lessons that shaped his journey throughout the years, Dr. Unni mentions, “I’ve learned that humility plays a pivotal role in both personal and professional growth. By approaching each interaction with a genuine willingness to learn—not just from successes, but also from setbacks—I’ve been able to build meaningful connections and discover fresh perspectives that have helped me overcome challenges.
In my experience, it’s often the ability to pause, reflect, and accept constructive feedback that opens the door to new opportunities and fosters long-term success in the software industry.
Staying open-minded and receptive, even when faced with criticism or differing viewpoints, has allowed me to continuously improve and adapt, ultimately contributing to both my own development and the growth of those around me.”
Connect with Dr. Shaju P Unni on LinkedIn to gain industry insights.
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