Carlos Castro

Critic
DISC Type : C

Sales Director at PACE Aerospace & IT

Berlin, Berlin, Germany

Overview

As Sales Director at PACE Aerospace & IT, Carlos Castro drives global sales for aerospace software, focusing on digital transformation and sustainability for stakeholders like OEMs and airlines. His background is in technical consultancy and business development, and he is a certified Project Management Professional (PMP).

Carlos is passionate about fostering global connections within the aerospace community, serving as the coordinator for the DGLRs Virtual International Group. He recently visited Chile for the first time, an experience he linked to reconnecting with his cultural roots while exploring new professional opportunities.

Unique fact: In addition to his engineering degrees, Carlos holds a Polish Language Certificate.

Personality Overview

Precise

Information Seeker

Negotiator

It is very likely that they will negotiate pricing or other important terms.  They choose to analyze logically and value facts to emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Global Aerospace Collaboration
Coordinates the DGLR's Virtual International Group and frequently attends international expos in Türkiye, Saudi Arabia, and Chile to connect with industry leaders.
Aviation Sustainability
His role involves helping airlines optimize fuel and block time, directly supporting efficiency and sustainability goals in expanding markets.
Digital Transformation
Supports aviation stakeholders in adopting digital solutions for aircraft design, avionics, HMI development, and overall operational efficiency.

Media Appearances

Deutsche Aircraft appoints two new Sales Directors. Featured in LARA

See Now

Work History

6-2025
Sales Director at PACE Aerospace & IT
11-2024 - 5-2025
Sales Director at Deutsche Aircraft
8-2022 - 10-2024
Business Development Manager at ESTECO s.p.a
6-2021 - 7-2022
Director Customer Services at PACE Aerospace & IT
5-2016 - 7-2022
Project Manager, PMP at PACE Aerospace & IT

Education

2009 - 2012
M.Sc. from Technische Universität Berlin
2004 - 2009
B.Eng. from HSB Hochschule Bremen – City University of Applied Sciences

More Information

Social Presence :

Prographics :

Exp : 16 Location : Berlin, Berlin, Germany Job Level : Mid-senior Designation : Sales Director at PACE Aerospace & IT
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Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Carlos

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Carlos move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Carlos take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Carlos

Personality Compatibility


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