Norberto Borba Borges Coelho

Inquirer
DISC Type : dc

Renewal Sales Rep. at Fortinet

São Paulo, São Paulo, Brazil

Overview

Norberto is a security sales specialist with a focus on DevSecOps and cloud platforms like Microsoft and AWS. Holding a degree in Computer Networks, his career spans technical and commercial roles at Fortinet, Palo Alto Networks, and Microsoft. Colleagues describe him as intelligent, creative, pragmatic, and collaborative.

He has a demonstrated passion for education and accessibility, having created videos on these topics for Microsoft Brazils official YouTube channel. This experience in public speaking and content creation highlights his ability to communicate complex technical subjects to a broad audience.

Unique fact: Norberto was recognized as a top performer at Dedalus Prime, receiving the "Destaque do 4° Semestre 2017" award.

Personality Overview

Hard To Convince

Demanding

Upfront

They don’t always try to control the conversation but neither do they like yielding it fully.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They care equally about the product and its potential impact.

Topics They Care About

Cloud Native Security
His recent roles at Palo Alto Networks and Dfense centered on Cloud Native Application Protection Platforms (CNAPP) like Prisma Cloud, including presenting at events.
DevSecOps Culture
He identifies as a DevSecOps specialist in his headline and has participated in public speaking events about integrating security into the development lifecycle.
Technical Pre-Sales
His career progression focuses on pre-sales and sales engineering, demonstrating expertise in translating technical features into commercial value for clients.

Media Appearances

Norberto has no verified media appearances

Work History

11-2025
Renewal Sales Rep. at Fortinet
1-2025 - 12-2025
Cloud Security Sales Engineer at Dfense
1-2023 - 1-2025
Prisma Cloud Sales Specialist at Palo Alto Networks
2-2022 - 1-2023
Microsoft Cloud Security Pre-Sales Analyst at Logicalis Brasil
11-2021 - 2-2022
Microsoft Cloud Security Engineer at KPMG Brasil

Education

2013 - 2020
Redes de Computadores from Uninove Vila Maria

More Information

Social Presence :

Prographics :

Exp : 4 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : Renewal Sales Rep. at Fortinet
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Insights For Selling To Norberto

During A Call Or A Meeting

DO's

  • Stress on the business value that your product offers
  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Refrain from asking too many questions
  • Don't try too hard to get friendly, let it happen with time
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Norberto is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Norberto

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Norberto move?

  • Their decision making speed is somewhere in the middle.
  • Can Norberto take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Norberto

Personality Compatibility


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