Carlton Mascarenhas

Questioner
DISC Type : c

Sales Engineer at Arete

Mumbai, Maharashtra, India

Overview

A dynamic cybersecurity professional with over 14 years of experience, specializing as a Cyber Security Consultant and Sales Engineer. He focuses on addressing customer challenges through technical solutions and holds a Bachelor of Engineering from Don Bosco Institute of Technology.

He recently obtained new certifications, including the Paladin Membership from SentinelOne and Forcepoint DSPM - Tech Sales Associate, showcasing a commitment to continuous learning in data security.

Personality Overview

Value Seeker

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Presales Consulting
His experience at Aujas and SEQURETEK involved handling the global market, providing product demonstrations, and creating technical solution proposals to address customer pain points.
Managed Detection & Response (MDR)
He was a presales consultant for the Managed Detection and Response (MDR) practice, handling the global market in a previous role.
Data Security
Recently obtained certifications in Forcepoint Data Security Posture Management (DSPM) and as a Certified Forcepoint Data Loss Prevention (DLP) Administrator.

Media Appearances

Carlton has no verified media appearances

Work History

8-2021
Sales Engineer at Arete
8-2019 - 8-2021
Senior Presales Consultant at Aujas
12-2017 - 8-2019
Presales Consultant at SEQURETEK
5-2015 - 12-2017
Product Specialist at McAfee
3-2010 - 5-2015
Network and Security Engineer at Multiple Companies

Education

BE from Don Bosco Institute of Technology (D.B.I.T)

More Information

Social Presence :

Prographics :

Exp : 16 Location : Mumbai, Maharashtra, India Job Level : Mid-senior Designation : Sales Engineer at Arete
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Insights For Selling To Carlton

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Carlton is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Carlton

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Carlton move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Carlton take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Carlton

Personality Compatibility


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