Paolo Lignarolo

Critic
DISC Type : C

Sales Director for Public Sector Central America at Oracle

San Jose, Costa Rica

Overview

Paolo Lignarolo is the Sales Director for Public Sector in Central America at Oracle, leveraging his background as an Industrial Engineer from Pontificia Universidad Javeriana. He specializes in IT sales within the Latin American market, focusing on driving innovation and transformation for government entities.

Based in Colombia, Paolo is a father to his son, Salvatore, and his daughter, Siena. He believes being a father means being ever-present and sharing moments as a family, valuing the ability to build lasting memories with them, especially as his work requires frequent travel.

Unique fact: Paolo took extended paternity leave to dedicate a month to his newborn daughters development and to support his wife, an experience he describes as unique and valuable.

Personality Overview

ROI Driven

Negotiator

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

AI in Public Sector
His recent focus is on how Oracle Cloud Infrastructure (OCI) and AI can securely and effectively transform public services and government operations.
Family Engagement
He emphasizes the importance of being present for his family and took advantage of Oracle's extended paternity leave to bond with his newborn daughter.
Cloud Infrastructure
He is certified in Oracle Cloud Infrastructure (OCI) and actively promotes it as a leading platform for security, compliance, and multi-cloud services.

Media Appearances

Paolo has no verified media appearances

Work History

6-2024
Sales Director for Public Sector Central America at Oracle
10-2017 - 6-2024
Lead Account Manager - Cloud Sales at Oracle
4-2016 - 10-2017
Business Development Executive at Tech Data
10-2014 - 4-2016
Account Development Manager at Avnet Technology Solutions
4-2014 - 10-2014
IBM Product Manager at Inacorp S.A. del Ecuador

Education

2005 - 2012
Ingeniero Industrial from Pontificia Universidad Javeriana
2004 - 2011
Ingenieria Industrial from Pontificia Universidad Javeriana

More Information

Social Presence :

Prographics :

Exp : 13 Location : San Jose, Costa Rica Job Level : Mid-senior Designation : Sales Director for Public Sector Central America at Oracle
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Insights For Selling To Paolo

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Tell them what ROI they can expect

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paolo is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Paolo

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Paolo move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Paolo take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Paolo

Personality Compatibility


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