A N A PARRAGUEZ
Gerente Cuentas Estrategicas - Partnerships
Santiago,Santiago Metropolitan
Summary
With over 20 years of experience in IT, she has been driving business growth and development across SMB, Corporate, and Enterprise markets. A results-driven B2B sales strategist, she excels in channel management, digital transformation, and the commercialization of Cloud solutions (IaaS, PaaS, SaaS) and On-Premise technologies. Specialized in building high-value strategic relationships with key leaders, partners, and integrators, she enhances their performance and accelerates technology adoption.
Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Results-oriented achiever with proven ability to exceed targets and drive success in fast-paced environments. Combines strategic thinking with hands-on experience to deliver impactful solutions and enhance organizational performance.
Overview
19
19
years of professional experience
4
4
years of post-secondary education
6
6
Certifications
3
3
Languages
Work History
Sales Acceleration & High-Performance Team Development
Independent Consultant
Santiago
11.2023 - Current
- Strategic Sales Management Consultant & Executive Coach for Commercial Leadership
- She optimizes every stage of the sales funnel, from prospecting and qualification to closing and customer retention, applying consultative methodologies to maximize conversion and drive sustainable growth
Sales Manager
YEL Solutions
Santiago
10.2022 - 10.2023
- Led the IT commercial strategy in Chile, driving customer acquisition and retention with tailored solutions in IT consulting, outsourcing, and management of local and cloud infrastructure
- Applied consultative approaches to understand customer needs and ensure the implementation of efficient solutions
- Achieved outstanding results by optimizing internal processes, contributing to the growth and consolidation of the company in the local market
International Business Development Manager - Southern Cone
Panamá SPA
Santiago
01.2021 - 09.2022
- Leader of the development and implementation of the commercial strategy for new markets
- Led a venture in the textile sector, managing the commercialization of products in Chile and international markets, with an optimized supply chain that included raw materials imported from Turkey
- Developed sales and expansion strategies, established key commercial alliances, negotiated with global suppliers, and optimized business operations
- This experience enhanced her expertise in channel management, market development, and commercial strategies, applicable to the technology industry
Sales Territory Manager Enterprise Account
Oracle Chile
Santiago
06.2018 - 08.2020
- Strategic Accounts Executive for industries such as Health, Banking, Insurance, and Retail
- Developed the Commercial Plan and crafted the Digital Transformation Strategy, primarily focusing on Cloud, achieving business results that enabled her to fulfill her sales quota
- Worked with an assigned territory during their transition to Cloud, helping clients develop and execute a business plan to increase market share and acquire the necessary competencies to establish themselves as trusted advisors
- Team Builder and Human Capital Manager: Collaborated with Oracle's Strategic Accounts and coordinated with Business Partners to form highly effective and motivated teams, increasing brand presence for clients in her portfolio
- Optimized sales pipeline management through diligent follow-ups on leads, resulting in higher conversion rates across the territory.
Sales Channel Manager LAD South
Oracle Chile
Santiago
06.2017 - 05.2018
- In charge of driving sales through Oracle's Channel and partner ecosystem in South America (Argentina, Paraguay, Uruguay, Bolivia, and Chile)
- Managed Oracle Ecosystem partners, providing guidance and support to clients of Oracle's technological stack solutions, opening new business opportunities, and driving maturation and closure, always in collaboration with the channel
- Led various strategies to recruit new Cloud-focused channels, expanding Oracle's coverage and increasing new logos
- Created and maintained a strong balance between Services Channels, Resellers, and ISVs
- Achieved the 'Best on Channel Sales Revenue for Cloud' award in her position
Channel Sales Representative - Technology
Oracle Chile
06.2016 - 05.2017
- In charge of driving sales through Oracle's Channel and partner ecosystem in Chile, responsible for recruiting and managing new and strategic partners to engage in the Digital Ecosystem program, including ISVs, Brokers, System Integrators, and Implementers
- Incentive Management & Loyalty Programs: Implemented volume-based discounts, bonuses, and reward strategies to maximize sales performance and partner loyalty
- Delivered informative presentations at industry events to increase brand visibility and attract potential partners.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
BDC Representative - CLOSER
Oracle Chile
Santiago
11.2015 - 05.2016
- Responsible for managing the final stages of the sales process through channels, converting unresolved opportunities from the previous fiscal year into clients through effective negotiation, objection handling, and deal closing
- Developed strong business relationships to provide service and value beyond customer expectations.
- Identified and executed appropriate strategies for business success.
- Built relationships with customers to promote long term business growth.
- Negotiated prices, terms of sales and service agreements.
Account Manager, Technological Solutions for Oracle, IBM and Microsoft
Factory IT Ltda.
Santiago
05.2014 - 10.2015
- Commercialized various brands represented by the company in software and hardware, providing services for operational continuity, Information Security, and BI
- Consultative sales methods and professional negotiation expertise
- Developed commercial proposals, generated demand, and built a successful pipeline to achieve quota fulfillment
- Generated, negotiated, and closed new business opportunities, including license regularization for customers
Oracle Account Manager
In Motion Servicios S.A.
Santiago
01.2013 - 12.2013
- Developed and commercialized business solutions in Oracle Technologies for large and medium-sized companies
- Collaborated with field sellers and remotely/side by side with Oracle Direct Executives, driving significant corporate-level business in Chile, including the commercialization of the first Regional Exadata, resulting in a $1 million sale and a 500% increase in client billing
- Engaged in complex and successful deal closures, involving the Oracle Direct Team, indirect sales, strategic accounts, and/or LMS
- Controlled pre and post-sales processes, fostering strategic loyalty with cross-industry business partners in both the private and public sectors
Demand Generation - Oracle Technological Stack
Oratech SPA
Santiago
01.2011 - 01.2012
- Opened new markets for technological and application products, generating demand through design, execution, and campaign follow-up
- Developed strategic sales, focusing on cross-selling and up-selling opportunities
- Organized and detail-oriented with a strong work ethic.
- Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
Demand Generation
Snoop Consulting SPA
Santiago
01.2006 - 01.2011
- Company Overview: Multinational company providing software development and technology consulting services
- Led initiatives to position the company in the local market and later became responsible for the demand generation department for Chile and Argentina
- Multinational company providing software development and technology consulting services
- Collaborated with sales teams, ensuring seamless alignment of goals and initiatives for successful demand generation.
- Worked with lead generation team to plan and execute demand generation programs, events, webinars and campaigns.
Education
Business Administration Engineer - Marketing
U Las Americas
Santiago - Chile 01.2008 - 01.2010
Public Relations, Marketing And Communication Admin -
U Las Americas
Santiago - Chile 01.2005 - 01.2007
Skills
- Enterprise Sales
- Business Development
- Alliances Strategy
- Digital Transformation
- Cloud Adoption
- Partner Enablement
Friendly, positive attitude
Teamwork and collaboration
Problem-solving
Team management
Multitasking Abilities
Impact And Achievements
- Channel Enablement Excellence Award & Highest Revenue in Cloud Award LATAM during her tenure at Oracle Corp.
- Responsible for the commercialization of Cloud & BI solutions, achieving 120% of the sales target.
- Managed and developed strategic partners in Chile, Argentina, Uruguay, Paraguay, and Bolivia, enhancing their enablement and growth within the channel ecosystem.
- Recruited and optimized ISVs, integrators, and distributors.
Certification
Strategic Partnership [Projet Management Institute]
Timeline
Strategic Partnership [Projet Management Institute]
03-2025
Cybersecurity Fundamentals , [Microsoft]
03-2025
Business Leader in AI Solutions, [Microsoft]
03-2025
Generative AI Fundamentals, [Microsoft]
03-2025
Sales Acceleration & High-Performance Team Development
Independent Consultant
11.2023 - Current
Sales Manager
YEL Solutions
10.2022 - 10.2023
International Business Development Manager - Southern Cone
Panamá SPA
01.2021 - 09.2022
Oracle Cloud Sales Professional, [ Oracle]
06-2019
Oracle Infrastructure as a Service (IaaS) (Paas) ( Saas) Sales Specialist, [ Oracle ]
06-2018
Sales Territory Manager Enterprise Account
Oracle Chile
06.2018 - 08.2020
Sales Channel Manager LAD South
Oracle Chile
06.2017 - 05.2018
Channel Sales Representative - Technology
Oracle Chile
06.2016 - 05.2017
BDC Representative - CLOSER
Oracle Chile
11.2015 - 05.2016
Account Manager, Technological Solutions for Oracle, IBM and Microsoft
Factory IT Ltda.
05.2014 - 10.2015
Oracle Account Manager
In Motion Servicios S.A.
01.2013 - 12.2013
Demand Generation - Oracle Technological Stack
Oratech SPA
01.2011 - 01.2012
Business Administration Engineer - Marketing
U Las Americas
01.2008 - 01.2010
Demand Generation
Snoop Consulting SPA
01.2006 - 01.2011
Public Relations, Marketing And Communication Admin -
U Las Americas
01.2005 - 01.2007
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