Adriana Rincón Toro
Summary
Electronic Engineer with over 19 years of experience in commercial leadership, business development, and strategic management in global technology companies. Expert in consultative sales, go-to-market strategies, indirect channels, AI, cloud, security, SaaS, IoT, hybrid solutions, B2B business expertise through large-scale integration deals, including WAN, LAN, and Data Center solutions.
Has led regional growth strategies for both public and private sectors across Latin America and the Caribbean, driving technological adoption, market expansion, and business innovation. Recognized for strategic vision, results-oriented approach, multicultural team leadership, and ability to build high-value partnerships with C-Level executives and government entities.
Executive focused on achievement, with a proven track record in capturing new business, partner ecosystem development, and sustaining long-term relationships that generate revenue growth and impact.
Overview
16
16
years of professional experience
Work History
Indirect Territory Sales Director
ORACLE
06.2025 - Current
- Leads sales strategy for Mid-Market and Large Enterprise markets through a partner-based go-to-market model.
- Manages regional sales and alliance teams, promoting a high-performance, collaborative, and accountable culture.
- Implements territory plans, quota management, and commercial execution aligned with market trends.
- Increased annual pipeline growth through co-selling programs, ecosystem enablement, and joint campaigns.
Sales Director Public Sector Caribbean Region
ORACLE
03.2023 - 05.2025
- Responsible for business growth in the Caribbean public sector, driving digital transformation and government modernization projects.
- Developed technology adoption strategies in cloud, AI, security, and digital services for government entities.
- Strengthened high-level relationships with public organizations, ensuring regulatory compliance and customer satisfaction.
- Led regional commercial teams focused on innovation and measurable results.
Public Sector Senior Sales Manager – Oracle Digital Prime
ORACLE
02.2021 - 03.2023
- Led regional commercial strategy for LATAM, Central America, and Caribbean in the public sector.
- Implemented comprehensive plans to increase adoption of Oracle solutions (Cloud, SaaS, AI, Security, Hardware).
- Secured major government digital transformation agreements.
- Recognized in 2023 for outstanding performance and strengthening regional positioning.
Alliances Consultant
ORACLE Colombia
03.2020 - 02.2021
- Designed and executed joint strategies with business partners and GSIs to accelerate technology adoption.
- Developed training programs, demand generation, and commercial campaign execution.
- Expanded regional coverage and revenue contribution through partner programs.
Account Manager
Colombia Telecomunicaciones S.A. ESP
08.2009 - 02.2020
- Managed strategic accounts in government, education, and industry, handling projects in connectivity, cloud, cybersecurity, IoT, and data centers.
- Led the SENA project, achieving technology modernization contracts worth over USD 428M.
- Recognized as CISCO Account Manager of the Year (2015) and awarded multiple times for commercial excellence (2010, 2014, 2015, 2017).
Education
Languages - English
University of Central Florida
Specialist in Strategic Management - undefined
Sabana University
01.2010
Electronic Engineer - undefined
Pontificia Javeriana University
01.2006
Skills
- Commercial strategy and regional sales leadership
- Go-to-Market planning with global carriers, hyperscalers, AI operators, and system integrators
- Digital transformation and technology adoption
- Strategic alliances management (partners and GSIs)
- Innovation in Cloud, AI, Security, and SaaS, DWDM, Ethernet, MPLS, IP networking, and data center ecosystems
- Multicultural team leadership
- Planning, forecasting, and KPI management
- Executive communication and C-Level negotiation and trusted advisor
- Customer relationship development
- Development of sales strategies
- Profit growth initiatives
- Regional account management
- Cross-functional teamwork
Accomplishments
- Delivered 90% of total sales through the Partner Ecosystem with high accuracy and efficiency.
- Successfully secured transformational government deals totaling $10.3M in cloud and On premise solutions.
- Led the SENA project, achieving technology modernization contracts worth over USD 428M.
- Expanded partner participation in Oracle Cloud solutions by engaging top integrators, telecom providers, and system integrators.
Certification
Oracle Cloud Infrastructure 2025 Certified AI Foundations Associate
Oracle Cloud Infrastructure 2025 Certified Foundations Associate
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Indirect Territory Sales Director
ORACLE
06.2025 - Current
Sales Director Public Sector Caribbean Region
ORACLE
03.2023 - 05.2025
Public Sector Senior Sales Manager – Oracle Digital Prime
ORACLE
02.2021 - 03.2023
Alliances Consultant
ORACLE Colombia
03.2020 - 02.2021
Account Manager
Colombia Telecomunicaciones S.A. ESP
08.2009 - 02.2020
Specialist in Strategic Management - undefined
Sabana University
Electronic Engineer - undefined
Pontificia Javeriana University
Languages - English
University of Central Florida