Christiano Lucena

Observer
DISC Type : ic

GVP & General Manager Latin America at DocuSign

São Paulo, São Paulo, Brazil

Overview

Christiano is a seasoned IT executive with over 30 years of experience leading sales and services in Latin America for DocuSign, Dell, and EMC. He focuses on customer digital transformation and operational excellence, holding an MBA from Fundação Getulio Vargas.

He is spearheading the launch of DocuSigns AI features, such as intelligent data extraction, localized into Portuguese and Spanish for the Latin American market.

Personality Overview

Value Driven

Example Seeker

Curious

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They are likely to ask many questions and look heavily for supporting information. They are generally good communicators and can be hard to convince.

Topics They Care About

Intelligent Agreements
Actively promotes DocuSign's Intelligent Agreement Management (IAM) platform, highlighting its impact on business efficiency for customers in Latin America.
AI in Latin America
Champions the rollout of AI-powered features localized into Portuguese and Spanish, aiming to make advanced technology more accessible across the region.
Regional Market Growth
Focused on expanding DocuSign's investment and hiring top local talent in Latin America, demonstrating a strong commitment to the region's development.

Media Appearances

Christiano has no verified media appearances

Work History

9-2023
GVP & General Manager Latin America at DocuSign
10-2017 - 9-2023
Vice President Data Center Solutions Sales, Latin America at Dell Technologies
1-2017 - 9-2017
Vice President Solutions and Consulting Sales, Latin America at Dell Technologies
1-2016 - 1-2017
Vice President Global Services, Latin America & Canada at EMC
4-2013 - 1-2016
Vice President, Global Services Latin America at EMC

Education

MBA from FGV - Fundação Getulio Vargas
Post-Graduation from ESPM Escola Superior de Propaganda e Marketing

More Information

Social Presence :

Prographics :

Exp : 15 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : GVP & General Manager Latin America at DocuSign
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Insights For Selling To Christiano

During A Call Or A Meeting

DO's

  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Ask them questions to understand their needs better while staying affable
  • 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
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Christiano is

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

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Christiano move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Christiano take some risk or not?

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

You And Christiano

Personality Compatibility


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