Norbert Henry Carvalho Otten

Sharpshooter
DISC Type : DC

Sr. Director Solution Consultants at Docusign

São Paulo, São Paulo, Brazil

Overview

Norbert is a global executive with over 20 years of experience driving digital transformation and SaaS expansion across Latin America. At DocuSign, he scaled LATAM revenue by 500% in three years. He holds an International Executive MBA from FIA Business School and is described by colleagues as versatile, competent, and a key contributor.

He has a proven track record of expanding operations, having successfully launched DocuSigns business into five new countries in Latin America.

Personality Overview

Fast But Analytical

Thorough Evaluator

Rigorous & Demanding

More than the product, they care about the impact of the product.  They like to move fast and expect the same from others. They take a lot of pride in personal achievements.

Topics They Care About

SaaS Growth
His career is defined by scaling SaaS solutions in Latin America, achieving 500% revenue growth and managing a $30M+ regional business for DocuSign.
Digital Transformation
He has led large-scale digital transformation projects across diverse sectors including financial services, healthcare, and manufacturing, as highlighted in his professional summary.
Contract Management
He actively promotes the value of Contract Lifecycle Management (CLM), sharing content that highlights its importance for business governance and efficiency.

Media Appearances

Norbert has no verified media appearances

Work History

2-2025
Sr. Director Solution Consultants at Docusign
11-2020 - 2-2025
Director, LATAM Solution Sales Engineer at Docusign
3-2020 - 11-2020
Sales Enablement Manager and Sales Engineer at Docusign
4-2018 - 3-2020
4P's commercial manager at Lenovo
11-2017 - 3-2018
Regional Business Manager - Label and Sign at Epson do Brasil

Education

1-2023 - 4-2025
International Executive MBA from FIA Business School
2015 - 2017
Master of Business Administration (MBA) from USP - Universidade de São Paulo

More Information

Social Presence :

Prographics :

Exp : 13 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : Sr. Director Solution Consultants at Docusign
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Insights For Selling To Norbert Henry

During A Call Or A Meeting

DO's

  • When negotiating terms, help them build an impression that they are the ones calling the shots
  • Get to the point quickly instead of spending time doing small talk
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Avoid being a storyteller and don’t try to oversell
  • Don’t take too much time in sending them information if they ask for any

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norbert Henry is

  • Conviction around the impact matters the most to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Norbert Henry

  • If they are not convinced, they will say no without any hesitation.

Insights For Deal Planning

    How fast (or slow) will Norbert Henry move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Norbert Henry take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Norbert Henry

Personality Compatibility


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