Marcelo Díaz

Activist
DISC Type : Cd

Lead Partner at Deloitte

Chile

Overview

Marcelo Díaz is a Lead Partner at Deloitte focused on cybersecurity, with over 20 years of experience developing projects for the financial, retail, and telecom sectors in Chile. He has a proven track record of introducing new security technologies to the market and was formerly the CEO of MAKROS, a specialized cybersecurity firm.

Passionate about fostering growth, Marcelo actively mentors entrepreneurs with "Red Mentores por Chile" and is dedicated to discovering new business opportunities. He is also a member of the International Association of Financial Crime Investigators, reflecting a deep interest in protecting business processes from complex threats.

He operates under the KIS (Keep it Simple) principle, ensuring solutions are both effective and streamlined.

Personality Overview

Perfectionist

Value Conscious

Observative

They care equally about the product and its potential impact.  They respond well to confident salespeople. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Cybersecurity Strategy
Designs strategies to drive cybersecurity growth by connecting technology with market and client needs, focusing on integrated platforms, Next-Gen SOC, and data privacy.
Go-to-Market Strategy
Has extensive experience successfully introducing new and disruptive cybersecurity products and solutions into the complex Chilean market.
AI in Business
Believes AI is not just a tool for efficiency but a central enabler that requires redesigning business operating models from their core.

Media Appearances

Marcelo has no verified media appearances

Work History

12-2022
Lead Partner at Deloitte
1-2021
Mentor at Red Mentores por Chile
12-2018
Miembro del Capitulo Latinoamericano de IAFCI at IAFCI
9-2005 - 11-2010
Partner at Netpia
11-2003
CEO at MAKROS

Education

2013 - 2015
Magister en Tecnologías de Informacion from Universidad Tecnica Federico Santa Maria
2007 - 2007
ABCP from Disaster Recovery Institute

More Information

Social Presence :

Prographics :

Exp : 15 Location : Chile Job Level : Mid-senior Designation : Lead Partner at Deloitte
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Refer to testimonials from others in similar positions
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcelo is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Marcelo

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Marcelo move?

  • Their decision making speed is somewhere in the middle.
  • Can Marcelo take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Marcelo

Personality Compatibility


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