Pablo M.

Observer
DISC Type : ci

Seguridad de la Información at Telefónica España

Madrid, Community of Madrid, Spain

Overview

Pablo M. is an IT professional with over 20 years of experience in cybersecurity, cloud, and network initiatives, currently in an Information Security role at Telefónica España. A graduate of the University of Madrid with CISA and CRISC certifications, he has held CISO and Head of IT Risk roles. Colleagues describe him as visionary, strategic, and results-oriented.

He is guided by the philosophy of Richard Feynman: "For a successful technology, reality must take precedence over public relations, for Nature cannot be fooled. "

Personality Overview

Assertive

Example Seeker

Curious

They are likely to ask many questions and look heavily for supporting information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Cloud Security Strategy
He has led multiple "move-to-cloud" programs and managed the transition of organizational systems to cloud platforms while ensuring regulatory compliance in previous roles.
IT Risk Management
Previously established an independent IT Risk function (2nd line of defense) and holds a CRISC (Certified in Risk and Information Systems Control) certification.
Proactive Cybersecurity
In past interviews, he has emphasized the need to be proactive and prepared for security threats, stating that simply reacting is too late.

Media Appearances

Pablo has no verified media appearances

Work History

3-2025
Seguridad de la Información at Telefónica España
7-2024 - 2-2025
Head of Global Infrastructure Security at Straumann Group
7-2018 - 6-2024
CISO at Sociedad Textil Lonia (STL)
7-2017 - 6-2018
Head of IT Risk at ABANCA
2-2016 - 6-2017
IT Internal Audit Manager at Belmond

Education

2004 - 2006
Master’s Degree from University of Madrid
2000 - 2004
Bachelor’s Degree from University of A Coruña

More Information

Social Presence :

Prographics :

Exp : 21 Location : Madrid, Community of Madrid, Spain Job Level : N/A Designation : Seguridad de la Información at Telefónica España
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Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Help them understand the risk aspect fully while inspiring confidence
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t brush off any concerns, take all questions seriously
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Pablo

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Pablo move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Pablo take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Pablo

Personality Compatibility


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