Carlos Montolio is an Internet Technology Territory Sales Manager at Citrix Systems, that focuses on IT, virtualization, mobility and networking.
Carlos, has been in sales for over 12 years, 6 of those with Citrix Systems. Where he has built a successful professional career, in-spite of not having a technical background or IT knowledge when he started. Prior to his career in sales, Carlos was both a musician and a mechanic. He is married with two beautiful children, a blogger, a speaker, and a coach; who is also finding time to starting my own up-coming podcast called the Sales Conversation Podcast.
Getting into sales! Growing up I was that quiet kid, never really been shy but I wasn’t that talkative kid. Everybody has that perception that sales people are the most outgoing, the most extroverted, the most talkative. It took me sometime to perfect my character to be able to get into sales and be successful in it, and move up in position, get promotions.
Choosing Their Profession
Growing up my family was very outgoing and I thought that was really exciting. I was the quiet one in the corner and thought it would be awesome to be outgoing like them, and getting the attention from everybody. My dad was always in sales and I always wanted to follow in his footsteps.
At first I tried to mask who I was rather then embracing my quietness self. What history always tells us is, that if you not going to be yourself then it’s not going to work out that well. So I started just selling in Boston, going door to door selling kitchen knives! Then I got into cars, decided I wanted to be in mobile electronics and become a mechanic, started installing audio and accessories which didn’t last too long. Sales kept calling me back so moved into car sales. After meeting my wife, we decided to move to South Florida where I continued in car sales then transitioned into IT Operations which launched me into my IT Sales career.
I’m in territory sales so I am responsible for IT solutions for a specific territory, most recently parts of Mexico and the Caribbean. I align everyone who’s on my team to all work together, from field sales managers, sales engineer, and resellers in the areas. A big aspect in this business is reselling and partnering with large IT firms to give the customer the best solutions possible.
Right now, top CEOs and CTOs minds is mobility. Being able to provide their workforce the mobile access they need. Virtual offices are becoming more of a trend and allowing those employees to access their data from anywhere securely rather than going into the office and login to their desktop.
Career Success Tip
Don’t get comfortable, don’t get complacent, always keep it moving! If you have to take a step back to later take a step forward, do that. Because when you stay stagnant you’re not going to get any closer to your goals.