Diego Durán de la Fuente

Researcher
DISC Type : Cs

Head Oracle Sales Latam at IBM

Miguel Hidalgo, Mexico City, Mexico

Overview

Diego leads Oracle Sales for Latin America at IBM, specializing in digital transformation and IT consulting. An MBA graduate from EGADE Business School, his expertise covers a wide range of Oracles enterprise solutions. He holds a Kirkpatrick Four Levels Bronze Level certification, highlighting his focus on measurable business results.

He shows a keen interest in high-performance events that blend technology and teamwork, such as Formula 1 racing. Diego recently attended the Mexican Grand Prix, describing it as an exceptional experience that showcases innovation and the impact of artificial intelligence in action.

His team, IBM Accelalpha, was recently named the Winner for the ERP Breakthrough Award 2025 in Latin America.

Personality Overview

Cost Conscious

Perfectionist

ROI Seeker

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Digital Transformation
He leads digital transformation projects for IBM's Oracle clients and recently hosted an executive event on this topic titled, "Datos que Deciden" (Data that Decides).
Oracle Ecosystem
His entire career revolves around the Oracle stack, from sales management at Oracle to his current role leading IBM's Oracle sales practice for Latin America.
Latin American Markets
His roles at both IBM and Accelalpha have been focused on the Latin American region, recently celebrating a major ERP partner award for the territory.

Media Appearances

Diego has no verified media appearances

Work History

10-2025
Head Oracle Sales Latam at IBM
11-2022 - 10-2025
Head of Sales Latam at Accelalpha
4-2021 - 10-2022
Consultant AMPS at Amazon
11-2018 - 3-2021
Strategic Territory Sales Manager at Oracle
5-2010 - 10-2018
Socio consultor at Formación y Desarrollo Clave

Education

2018 - 2020
MBA from EGADE Business School del Tecnológico de Monterrey
2009 - 2013
Bachelor's degree from Universidad Iberoamericana, Ciudad de México

More Information

Social Presence :

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Insights For Selling To Diego

During A Call Or A Meeting

DO's

  • Use a presentation with information before getting into a live product walkthrough
  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • When following up with them, expect slowness; use questions to engage them, preferably over email.

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Diego is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Diego

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Diego move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Diego take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Diego

Personality Compatibility


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