Marcelo Salles

Critic
DISC Type : C

VP of Sales at DocuSign

São Paulo, São Paulo, Brazil

Overview

Marcelo Salles is the VP of Sales for DocuSign in Brazil, leveraging over 18 years of B2B technology sales experience from roles at ServiceNow, Oracle, and SAP. He focuses on driving growth with large corporations and has an MBA from Ibmec.

Under his sales leadership, DocuSigns Brazil operation has become one of the fastest-growing in the world, increasing its number of employees by 20% in the last year.

Personality Overview

Negotiator

Objective Thinker

Precise

They don’t appreciate bells and whistles unless backed by data.  They like to do things independently and don’t look for support from others. They choose to analyze logically and value facts to emotions.

Topics They Care About

Intelligent Agreements
He is leading the shift in DocuSign's narrative from simple e-signatures to a comprehensive Intelligent Agreement Management (IAM) platform powered by AI.
Brazil Market Growth
He is responsible for DocuSign's expansion in Brazil, a key strategic market for the company's international growth and one of its top-performing regions.
AI-Powered Automation
Actively promotes the use of AI to automate and add intelligence to the entire contract lifecycle, a core feature of DocuSign's latest offerings.

Media Appearances

Marcelo has no verified media appearances

Work History

8-2023
VP of Sales at DocuSign
1-2020 - 7-2023
Sales for Retail and Consumer Products at ServiceNow
7-2017 - 12-2019
VP Sales at LEVEE
6-2015 - 6-2017
Oracle Retail Sales Executive at Oracle
1-2011 - 5-2015
Sales Executive at SAP

Education

2006 - 2008
MBA from Ibmec
1996 - 2001
Bachelor's degree for Business Administration from Universidade Presbiteriana Mackenzie

More Information

Social Presence :

Prographics :

Exp : 15 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : VP of Sales at DocuSign
URL has been copied!

Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be ready for penetrating questions and critical examination of your pitch

DONT's

  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them
  • Don’t rush them till they have clearly gotten all the necessary information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Marcelo is

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

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

Insights For Deal Planning

    How fast (or slow) will Marcelo move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Marcelo take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Marcelo

Personality Compatibility


Other DocuSign Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.