Carlos Escobar Unda

Sharpshooter
DISC Type : DC

Senior Sales Director & Head of Business at OctUPus

Mexico City Metropolitan Area

Overview

Carlos is a senior sales director with over 20 years of international experience driving growth in AI, process automation, and digital transformation. Colleagues describe him as innovative, professional, and highly committed to results. He holds an MBA from HEC Montréal and excels at leading cross-functional teams to exceed multi-million-dollar sales targets.

He has a strong interest in human-centered approaches to technology and business, recently earning certifications in Design Thinking. This focus on user-centric principles complements his professional goal of building trustworthy, long-term relationships by developing solutions that effectively solve customer problems.

His commercial expertise was cited by a colleague as being essential to the successful launch of a major telecom mobile startup in Colombia.

Personality Overview

ROI Driven

Rigorous & Demanding

Fast But Analytical

They like to act fast and expect others to do the same.  They respond well to strong and respectful communication. They like to be in a position where they can control the conversation and terms.

Topics They Care About

AI Business Growth
His current role at OctUPus is focused on positioning AI and data-driven solutions to expand the customer base and achieve strategic sales targets.
Digital Transformation
He has a long track record of leading digital transformation projects for key industries, from IoT and digitalization to modern IP-based network solutions.
Value-Based Selling
Emphasizes a value-based, story-selling approach to build long-term customer relationships and effectively communicate with C-level executives.

Media Appearances

Carlos has no verified media appearances

Work History

4-2024 - 12-2025
Senior Sales Director & Head of Business at OctUPus
1-2019 - 12-2023
Head of Business Development, Norther Lat at Nokia
2010 - 2019
Regional Sales/Head of Sales for Telecom & Solutions & Global Account Manager AMX at Giesecke & Devrient
2007 - 2010
Director- Business Development, & Global Partner Program Global Crossing at Level 3 Communications
2005 - 2007
Sales/Marketing Director, Midmarket Enterprise at Sun Microsystems

Education

1995 - 1997
Master of Business Administration (MBA) from HEC Montréal
1990 - 1994
Bachelor's degree from Instituto Tecnológico Autónomo de México

More Information

Social Presence :

Prographics :

Exp : 27 Location : Mexico City Metropolitan Area Job Level : N/A Designation : Senior Sales Director & Head of Business at OctUPus
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Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.
  • Objectively showcase the impact that your product creates
  • Be respectful but crisp

DONT's

  • Do not back off when challenged, respond with a confident, objective answer instead
  • Avoid being too verbose
  • Do not hesitate from asking counter questions, just avoid challenging their authority

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Carlos

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Carlos move?

  • They can take decisions very fast if you manage to convince them.
  • Can Carlos take some risk or not?

  • The risks don’t matter much to them.

You And Carlos

Personality Compatibility


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