Carlos Madrid

Captain
DISC Type : DS

Vice President, Global Professional Services at SuccessKPI

Washington DC-Baltimore Area, United States

Overview

Carlos Madrid is a global pre-sales and professional services executive with over 15 years of experience in enterprise software. He is known for building high-performing teams, exceeding sales quotas, and driving global expansion. He holds an MBA from the University of Maryland.

Based on recommendations, Carlos is described as an inspiring and smart leader with a great sense of humor. People who work with him praise his technical knowledge, problem-solving skills, and genuine care for his teams personal and professional growth.

As a founding executive at SuccessKPI, he architected and scaled the entire post-sales organization from zero.

Personality Overview

Long-Term Thinker

Consummate Professional

Dynamic But Sincere

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Scaling SaaS Teams
At SuccessKPI, he built the Customer Success, Technical Support, Education, and Professional Services functions from the ground up as a founding executive.
Global Expansion
His career includes leading worldwide OEM presales, managing sales engineering for the Americas, and serving as the acting General Manager for Latin America.
Cloud Computing
He holds multiple AWS certifications, has completed advanced cloud architecture courses, and has experience migrating enterprise software companies to a cloud-centric model.

Media Appearances

Carlos has no verified media appearances

Work History

8-2024
Vice President, Global Professional Services at SuccessKPI
12-2020 - 8-2024
Vice President, Global Customer Success at SuccessKPI
4-2016 - 12-2020
Vice President, Sales Engineering - Americas at MicroStrategy
5-2015 - 4-2016
Senior Director, Worldwide Corporate Presales at MicroStrategy
4-2013 - 5-2015
Director, Worldwide OEM Presales at MicroStrategy

Education

Master of Business Administration (M.B.A.) from University of Maryland
Bachelor of Science (B.S.) from Tecnológico de Monterrey

More Information

Social Presence :

Prographics :

Exp : 26 Location : Washington DC-Baltimore Area, United States Job Level : Senior Designation : Vice President, Global Professional Services at SuccessKPI
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Insights For Selling To Carlos

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Stick to your standard pitch and qualifying script, don't try to wing it

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlos is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Carlos

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Carlos move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Carlos take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Carlos

Personality Compatibility


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