HUGO CARMONA ARANA

Critic
DISC Type : C

Sr. Manager Customer Education at ProcessMaker

Colombia

Overview

Hugo Carmona Arana is a seasoned sales professional with over 15 years of experience in finance technology. He holds a Global MBA from Thunderbird and founded Alkes Transformación Comercial to train commercial teams. Colleagues describe him as dynamic and enthusiastic, with a talent for solving complex challenges.

Beyond his professional focus on sales, Hugo is a proponent of continuous learning. He has pursued certifications in OKR goal setting and Python programming, and actively takes courses on platforms like Coursera, demonstrating a commitment to personal and professional development.

After a successful 15-year sales career, he pivoted to higher education and corporate training, applying academic approaches to sales.

Personality Overview

ROI Driven

Critic

Precise

They like to do things independently and don’t look for support from others.  They choose to analyze logically and value facts to emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Sales-Driven Culture
His professional headline focuses on empowering leaders to cultivate a sales-driven culture within their organizations.
B2B Sales Process
He describes a personal "obsession" with standardizing B2B commercial visits to enhance efficiency, consistency, and quality in every interaction.
Corporate Education
He founded Alkes, a company dedicated to training and motivating commercial teams, and has held roles like Sr. Manager of Customer Education.

Media Appearances

HUGO has no verified media appearances

Work History

2-2022 - 6-2023
Sr. Manager Customer Education at ProcessMaker
9-2021 - 2-2022
Training Manager at ProcessMaker
7-2021
Founder and CEO at Alkes Transformación Comercial
5-2020 - 6-2021
Associate Director University Partnerships, Brazil at Coursera
1-2019 - 5-2020
Head Of Business Development at Precia PPV S.A

Education

2007 - 2009
Global MBA from Thunderbird School of Global Management
1994 - 1999
Finanzas y Relaciones Internacionales from Universidad Externado de Colombia

More Information

Social Presence :

Prographics :

Exp : 19 Location : Colombia Job Level : Leadership Designation : Sr. Manager Customer Education at ProcessMaker
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Insights For Selling To HUGO

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with HUGO is

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

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

Insights For Deal Planning

    How fast (or slow) will HUGO move?

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

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

You And HUGO

Personality Compatibility


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