Oriana Isabel Swidarowicz Andrade

Manager - Public & Private Sector

Entrust Consultores

Jan 2025 - Current (1 year 6 months)

As Manager - Public & Private Sector, I owned the full sales cycle for enterprise and government accounts, driving pipeline generation through to deal closure. I successfully generated over USD 450K in upsell revenue within just three months, closing multi-year contracts that significantly contributed to our growth. I led the development of complex proposals involving cloud, AI, and enterprise platforms, effectively coordinating with technical and delivery teams to ensure alignment and success. My role included building accurate forecasts, managing pipeline reviews, and delivering comprehensive executive sales reporting. I maintained senior-level relationships across multiple stakeholders within strategic accounts, enhancing collaboration a

Manager - Private Sector

Entrust Consultores

Jan 2023 - Jan 2025 (2 years 1 month)

As Manager - Private Sector, I built and developed new enterprise territories while strengthening the vendor and partner ecosystem, achieving consistent quota performance through consultative selling and account expansion. I drove regional expansion across the Caribbean, delivering measurable commercial results. Additionally, I leveraged my experience with artificial intelligence (AI) solutions, utilizing insights gained from my training at MIT to implement no-code AI tools for customers, enhancing their operational efficiency and decision-making processes. This integration of AI not only supported our sales strategy but also improved customer experience (CX) by providing tailored solutions that met their evolving needs. Furthermore, my exp

Customer Success Specialist / Account Manager

Liferay

Jan 2022 - Jan 2023 (1 year 1 month)

Managed strategic enterprise accounts, driving renewals, expansions, and long-term adoption while consistently achieving over-quota performance in expansion revenue. Collaborated closely with partners and internal teams to maximize customer value and retention, leveraging CRM tools to enhance relationship management and streamline communication. Utilized consultative selling techniques to identify customer needs and deliver tailored technology solutions, ensuring alignment with their business objectives. Additionally, integrated insights from artificial intelligence (AI) into our offerings, as machine learning tools played a crucial role in optimizing our SEO strategies, further enhancing the value provided to clients. This comprehensive ap

Account Manager - Southern Cone

Liferay

Jan 2019 - Jan 2022 (3 years 1 month)

Como Account Manager para la región del Cono Sur, fui responsable de gestionar cuentas empresariales de manera integral, estableciendo relaciones ejecutivas sólidas y identificando oportunidades de crecimiento. Superé consistentemente los objetivos de ventas mediante una planificación estructurada de cuentas y una adecuada posicionamiento de soluciones. Aunque la venta de productos digitales no era el enfoque principal, utilicé mis conocimientos en ventas consultivas de tecnología para integrar soluciones innovadoras, como la inteligencia artificial de Liferay, que mejoraron la optimización de motores de búsqueda (SEO) y aportaron un valor significativo a nuestros clientes. Además, implementé estrategias de ventas efectivas y gestioné herra

Key Account Manager - Government

Adexus

Jan 2019

- Managed high-profile government accounts, including national institutions, by effectively navigating strict regulatory and procurement frameworks to close enterprise-scale technology projects. - Leveraged CRM systems to enhance client relationships and ensure a seamless customer experience (CX) throughout the sales process. - Utilized advanced negotiation skills to drive consultative technology sales, focusing on strategic IT solutions tailored to meet the unique needs of government clients. - Designed and implemented integrated technology solutions, frequently collaborating with Microsoft services, particularly Azure and Power BI, to deliver comprehensive offerings that combined multiple technologies and addressed complex client requi

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Government Account Manager

GTD INTESIS

Jan 2018 - Jan 2019 (1 year 1 month)

Expanded service portfolios within existing government accounts. Positioned integrated enterprise technology solutions in complex environments.

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Sales Specialist - Lenovo Enterprise Solutions

GTD INTESIS

Jan 2017 - Jan 2018 (1 year 1 month)

Drove enterprise hardware and infrastructure sales through coordinated channel strategies, effectively managing channel relationships and resolving conflicts to protect deal integrity and margins. Leveraged strong negotiation skills and consultative selling techniques to enhance customer experience (CX) and drive strategic technology solution sales. Collaborated with external partners to facilitate joint ventures and progress deals, demonstrating a solid understanding of business process outsourcing (BPO) as it relates to optimizing sales strategies and enhancing overall business performance. Utilized CRM tools, including Salesforce, to manage customer relationships and streamline sales processes, ensuring alignment with organizational goal

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Commercial Coordinator

GTD INTESIS

Jan 2016 - Jan 2017 (1 year 1 month)

As a Commercial Coordinator, I implemented standardized sales cycle processes and forecasting models, optimizing pipeline management through SAP BusinessObjects. I collaborated closely with the Marketing department to drive demand generation initiatives. Additionally, I developed strategies to expand our commercial portfolio by proposing new solutions to the sales team. This experience enabled me to strengthen our relationship with Microsoft, building on an existing partnership driven by the continuous purchase of operating systems. We further reinforced this connection by positioning enterprise solutions such as Dynamics, Office 365, and Azure Active Directory, contributing to an improved customer experience and increased strategic IT sol

Business Development Manager

Avnet Technology Solutions

Jan 2016

Como Business Development Manager, desarrollé estrategias para el ecosistema de socios con el fin de aumentar los ingresos de soluciones empresariales de IBM. Lideré campañas de generación de demanda e iniciativas de marketing conjunto, asegurando que se alinearan con los objetivos comerciales. Además, implementé prácticas de Business Process Outsourcing (BPO) al proporcionar a mis canales las herramientas necesarias para ofrecer soluciones efectivas a sus clientes. Esto incluyó la generación de alianzas entre socios con diferentes soluciones, fomentando la colaboración y maximizando el valor para nuestros clientes. Mi enfoque en la gestión de relaciones con el cliente y la venta consultiva de tecnología fue fundamental para impulsar el cre

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Account Manager

ORATECH SALES

Jan 2012 - Jan 2016 (4 years 1 month)

As an Account Manager, I generated greenfield business opportunities and developed new strategic accounts, coordinating demand generation activities with vendors and partners. I leveraged my CRM expertise to manage client relationships effectively, facilitating sales negotiations and enabling a consultative approach to technology sales. Additionally, I implemented technology solutions that enhanced customer experience (CX) and optimized enterprise and strategic IT solution sales. To achieve these objectives, I collaborated with Microsoft Services, specifically working with Dynamics, which allowed me to deliver CRM and Oracle infrastructure solutions more efficiently and in close alignment with client needs. During the deal development pro

Oriana Isabel Swidarowicz Andrade

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