Carla Goncalves

Evaluator
DISC Type : DSC

Sales Manager, VAR Channels SMB & Public Sector at HP

Greater São Paulo Area, Brazil

Overview

Carla Goncalves is a sales leader at HP with over 18 years of experience in the technology industry, specializing in P&L management, business turnarounds, and go-to-market strategy. A graduate of FIA with an M. B. A. , colleagues describe her as a business-oriented and strong leader with solid knowledge in supply chain processes.

Beyond her professional roles, Carla is passionate about people and fostering a diversity of ideas. She is driven by leading and collaborating with cross-functional, multi-cultural teams to achieve shared goals and drive growth.

She has a uniquely broad expertise within HP, having managed everything from supply chain operations to leading entire commercial and consumer PC business units across Latin America.

Personality Overview

Quality Focused

Fast But Analytical

Hard To Convince

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They are not very likely to become strong advocates of your product or service They focus on the results, but can still be quite procedural and analytical about how to get there

Topics They Care About

AI Business Solutions
Recently highlighted HP's potential to transform businesses through AI at the Amplify Elevate event, indicating a focus on new technologies for partners and customers.
Sustainable Technology
Showcased HP's sustainable products at the IT Fórum, showing an interest in environmentally conscious technology solutions.
Channel Partnerships
Her current role focuses on VAR channels, and she actively engages with partners at events to drive new business opportunities together.

Media Appearances

Carla has no verified media appearances

Work History

3-2023
Sales Manager, VAR Channels SMB & Public Sector at HP
1-2022 - 3-2023
Business Strategy, Intelligence, Planning & Execution - Consumer PCs LATAM at HP
4-2020 - 1-2022
Head of Business Unit - Commercial PCs Brazil at HP

Education

2015 - 2016
Master of Business Administration (M.B.A.) from FIA - Fundação Instituto de Administração
2004 - 2007
Bachelor's Degree from Universidade São Judas Tadeu

More Information

Social Presence :

Prographics :

Exp : 5 Location : Greater São Paulo Area, Brazil Job Level : Middle Designation : Sales Manager, VAR Channels SMB & Public Sector at HP
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Insights For Selling To Carla

During A Call Or A Meeting

DO's

  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Be prepared for comments or questions that are critical of your product or your claims
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Don’t nudge them to do something by using the logic that others have done the same
  • Avoid inviting them for any social interactions until you have built some rapport with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carla is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Carla

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Carla move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Carla take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Carla

Personality Compatibility


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