Rafael Hiciano
Enterprise Cloud & AI Sales Executive | GTM & Sales Management | GSI / ISV Alliances | AWS GTM Leader | Former Microsoft Data + AI Director | $350M+ Partnerships
Amazon Web Services (AWS)Eex-ElderAII lead enterprise sales, GTM, and partner-led growth engines at the intersection of Cloud, Data, AI, and digital transformation.
More
Over 20+ years across AWS and Microsoft, I’ve built and scaled sales motions, executive customer relationships, global partnerships, and cross-functional teams that turn emerging technologies into repeatable revenue, cloud consumption, and enterprise customer My experience spans enterprise sales leadership, sales management, strategic business development, GTM strategy, partner sales, GSI/ISV alliances, AI platform GTM, database modernization, workload migration, cloud consumption growth, technical value proposition leadership, and executive engagement with customers and partners. I have led teams and programs that align field sales, partner organizations, solution architects, customer success, product, and technical specialists around measurable revenue and adoption I am focused on senior leadership roles across Enterprise Sales, Sales Management, Partner Sales, Strategic Alliances, GSI/ISV Partnerships, Cloud & AI Infrastructure GTM, AI Platform Ecosystem Development, Strategic Business Development, Partner Success, and Enterprise Sales Core areas: Enterprise Sales Leadership | Sales Management | Cloud & AI GTM | Partner Sales | Strategic Alliances | GSI Partnerships | ISV Partnerships | Data & AI Modernization | Cloud Migration | Database Modernization | Cloud Consumption Growth | Executive Customer Engagement | Revenue Growth
GTM Index
- AMAZON WEB SERVICES (AWS)JOB
- Global GTM Lead - Relation…1Y 9M
Global GTM Lead - Relational Database Services
Amazon Web Services (AWS)
* Lead enterprise GTM strategy for Amazon RDS for SQL Server, helping sales teams, partners, and customers accelerate commercial database modernization, workload migration, optimization, and cloud consumption on AWS. * Drive field sales enablement, partner co-sell motions, and executive-ready value propositions to increase adoption of RDS SQL Server across enterprise migration, VMware exit, and modernization programs. * Partner with sales leadership, specialist teams, partner organizations, and technical stakeholders to build repeatable sales plays that convert customer modernization needs into qualified pipeline and cloud consumption growth. * Translate complex database, infrastructure, an…
- ELDERAIJOB
- Co-Founder and Chief Custo…10M
Co-Founder and Chief Customer Officer
ElderAI
* Co-founded ElderAI, an AI-enabled digital caregiver assistant focused on family care management, customer experience, and care-team coordination. * Led customer discovery, early GTM strategy, product requirements, and service model design for a care-focused AI assistant supporting seniors, families, and caregivers. * Developed user workflows, personalized recommendation concepts, and customer engagement models to improve care coordination, family visibility, and adoption.
- MICROSOFTJOB
- Lead of GSI and Advisory P…1Y 4M
Lead of GSI and Advisory Partners - Global Customer Success
Microsoft
Led a global sales-aligned technical organization supporting strategic GSI and advisory partners in delivering cloud and AI transformation programs for enterprise customers. * Owned consumption growth strategies across four partner portfolios, aligning partner execution with Microsoft field sales, customer success, and technical teams to drive revenue expansion and cloud utilization. * Managed managers responsible for partner portfolios, technical enablement, implementation readiness, blocker resolution, and enterprise customer transformation outcomes. * Partnered with sales leadership and executive stakeholders to expand new sales opportunities, accelerate customer adoption, and improve pa…
- Dir, Partner Technology1Y 8M
Director, Partner Technology
Microsoft
Led a global Solution Architect organization enabling Microsoft’s alliance with Accenture to build, sell, and deliver Microsoft Cloud-based industry solutions. * Drove sales enablement, solution development, and co-sell execution across Digital Apps, Data Modernization, Artificial Intelligence, Infrastructure, and Security. * Aligned partner leadership, field sales, technical teams, and enterprise customer stakeholders around repeatable sales plays and digital transformation services.
- Dir, Vision AI BD1Y 2M
Director, Vision AI Business Development
Microsoft
* Led business development and ecosystem strategy to drive enterprise adoption of AI-powered computer vision solutions. * Built strategic partnerships, new business models, and customer ecosystems to establish emerging AI revenue opportunities. * Partnered across sales, product, engineering, and partner organizations to incubate new market opportunities and convert technical innovation into enterprise demand.
- Dir, Data and Artificial I…6Y 1M
Director, Data and Artificial Intelligence Partner Development
Microsoft
* Drove Microsoft’s Artificial Intelligence and Big Data business growth through global system integrators, enterprise sales motions, and partner-led GTM execution. * Promoted Microsoft’s AI platform to a community of 200,000 practitioners, enabling partners to build and co-sell IP solutions to large enterprise customers. * Formulated technology incubation, sales plays, partner development, and go-to-market strategies across AI, Big Data, analytics, and cloud transformation. * Led global cross-functional teams spanning sales, technical, partner, and marketing organizations to execute enterprise GTM campaigns.
- BDM Microsoft Azure Partne…3Y 7M
BDM Microsoft Azure Partner Strategy
Microsoft
* Grew Microsoft’s database modernization-to-cloud business through enterprise sales motions, Global Alliance Partners, and strategic ISV relationships. * Contributed to the strategy and commercial model for selling Azure through GSIs and partner-led cloud transformation programs. * Created partner-to-partner GTMs with strategic ISVs, including Oracle on Azure, to accelerate joint selling, cloud migration, and managed services adoption. * Developed sales engines to support cloud transformation, database modernization, and enterprise workload migration programs.
- Enterprise Group Sales Mgr1Y 3M
Enterprise Group Sales Manager
Microsoft
Lead for the Enterprise and Partners Group in Puerto Rico. The multi-disciplinary team manages the relationship with the largest accounts and strategic partners across industries, including, Government, Financial Services, Healthcare and Telecommunications. Formulation of growth plan, adoption of sales excellence best practices, healthcare industry focus and incubation of strategic partners.
- Solutions Group Sales Mgr2Y
Solutions Group Sales Manager
Microsoft
Led the pre-sales organization supporting enterprise customers and partners in the Caribbean and Central America region. Managed 14 direct reports across 8 countries. Develop multi-year growth and execution plans in partnership with marketing and product teams. Core solution areas include application platform, unified communications and collaboration, business intelligence, business process management and core infrastructure. Executive sponsorship of key accounts, channel partners and high visibility projects.
- Solution Specialist Sales…1Y 11M
Solution Specialist Sales Manager
Microsoft
Led a regional Solutions Specialist Team, focused in driving Application Platform Solutions for financial services and government accounts. Supervision of 7 Solution Specialists distributed across 5 remote offices; each resource is accountable for opportunity ownership, driving a pipeline of opportunities and supporting multiple account teams and partners across the region.
- Solutions Specialist - Fin…2Y 11M
Solutions Specialist - Financial Services
Microsoft
Engaged in direct sales targeting the top financial services customers in the Caribbean. Manage a pipeline of solution opportunities; Develop trust relationships with c-level executives from customers and partners engaging them in high visibility projects; Manage a portfolio of solution offerings; and implemented recruiting program to develop the partner ecosystem; formulate business value and ROI justifications.
- E-Commerce Mgr1Y
E-Commerce Manager
Microsoft
Product Manager for e-commerce platform SKUs and Business Development Manger implementing breadth programs targeting system integrators and web developers. Drive adoption of technology to perform online commerce in the Caribbean. Depth management of strategic partners. Implemented a service provider’s incubation program in partnership with banking, TELCOs and governments.
- TRICOM, S.A.JOB
- Dir E-Commerce1Y 9M
Director E-Commerce
TRICOM, S.A.
TRICOM is the 2nd largest TELCO in the Dominican Republic with a regional presence in Central America. Business development for the e-Commerce Service Provider division. Championed a shift from a ‘DOTCOM’ into a processor of electronic payments; Innovated business models by leveraging internet platform to acquire physical, online and telephone transactions.
- BANCO BHD LEÓNJOB
- Internet Unit Product Deve…2Y 11M
Internet Unit Product Development Manager
Banco BHD León
BANCREDITO (now Banco BHD Leon) Responsibilities included the creation of the Internet Development Unit within IT. Project management, development of internet banking, customer service intranet and the first multi-country electronic payment gateway service in Latin America. Consolidated web development units, expanding scope to support the entire holding.
- Job: ElderAI — Co-Founder and Chief Customer Officer · 2023-12 – 2024-10 — * Co-founded ElderAI, an AI-enabled digital caregiver assistant focused on family care management, customer experience, and care-team coordination. * Led customer discovery, early GTM strategy, product requirements, and service model design for a care-focused AI assistant supporting seniors, families, and caregivers. * Developed user workflows, personalized recommendation concepts, and customer engagement models to improve care coordination, family visibility, and adoption.
- Job: Microsoft — Solutions Specialist - Financial Services · 2001 – 2003 — Engaged in direct sales targeting the top financial services customers in the Caribbean. Manage a pipeline of solution opportunities; Develop trust relationships with c-level executives from customers and partners engaging them in high visibility projects; Manage a portfolio of solution offerings; and implemented recruiting program to develop the partner ecosystem; formulate business value and ROI justifications.
- Job: Microsoft — Enterprise Group Sales Manager · 2007-09 – 2008-12 — Lead for the Enterprise and Partners Group in Puerto Rico. The multi-disciplinary team manages the relationship with the largest accounts and strategic partners across industries, including, Government, Financial Services, Healthcare and Telecommunications. Formulation of growth plan, adoption of sales excellence best practices, healthcare industry focus and incubation of strategic partners.
- Job: Amazon Web Services (AWS) — Global GTM Lead - Relational Database Services · 2024-11 – present — * Lead enterprise GTM strategy for Amazon RDS for SQL Server, helping sales teams, partners, and customers accelerate commercial database modernization, workload migration, optimization, and cloud consumption on AWS. * Drive field sales enablement, partner co-sell motions, and executive-ready value propositions to increase adoption of RDS SQL Server across enterprise migration, VMware exit, and modernization programs. * Partner with sales leadership, specialist teams, partner organizations, and technical stakeholders to build repeatable sales plays that convert customer modernization needs into qualified pipeline and cloud consumption growth. * Translate complex database, infrastructure, an…
- Job: Microsoft — Lead of GSI and Advisory Partners - Global Customer Success · 2022-07 – 2023-11 — Led a global sales-aligned technical organization supporting strategic GSI and advisory partners in delivering cloud and AI transformation programs for enterprise customers. * Owned consumption growth strategies across four partner portfolios, aligning partner execution with Microsoft field sales, customer success, and technical teams to drive revenue expansion and cloud utilization. * Managed managers responsible for partner portfolios, technical enablement, implementation readiness, blocker resolution, and enterprise customer transformation outcomes. * Partnered with sales leadership and executive stakeholders to expand new sales opportunities, accelerate customer adoption, and improve pa…
- Job: Banco BHD León — Internet Unit Product Development Manager · 1996 – 1998 — BANCREDITO (now Banco BHD Leon) Responsibilities included the creation of the Internet Development Unit within IT. Project management, development of internet banking, customer service intranet and the first multi-country electronic payment gateway service in Latin America. Consolidated web development units, expanding scope to support the entire holding.
- Job: Microsoft — BDM Microsoft Azure Partner Strategy · 2009-11 – 2013-06 — * Grew Microsoft’s database modernization-to-cloud business through enterprise sales motions, Global Alliance Partners, and strategic ISV relationships. * Contributed to the strategy and commercial model for selling Azure through GSIs and partner-led cloud transformation programs. * Created partner-to-partner GTMs with strategic ISVs, including Oracle on Azure, to accelerate joint selling, cloud migration, and managed services adoption. * Developed sales engines to support cloud transformation, database modernization, and enterprise workload migration programs.
- Job: Microsoft — Director, Partner Technology · 2020-10 – 2022-06 — Led a global Solution Architect organization enabling Microsoft’s alliance with Accenture to build, sell, and deliver Microsoft Cloud-based industry solutions. * Drove sales enablement, solution development, and co-sell execution across Digital Apps, Data Modernization, Artificial Intelligence, Infrastructure, and Security. * Aligned partner leadership, field sales, technical teams, and enterprise customer stakeholders around repeatable sales plays and digital transformation services.
- Job: Microsoft — Solution Specialist Sales Manager · 2003-08 – 2005-07 — Led a regional Solutions Specialist Team, focused in driving Application Platform Solutions for financial services and government accounts. Supervision of 7 Solution Specialists distributed across 5 remote offices; each resource is accountable for opportunity ownership, driving a pipeline of opportunities and supporting multiple account teams and partners across the region.
- Job: Microsoft — Director, Data and Artificial Intelligence Partner Development · 2013-07 – 2019-08 — * Drove Microsoft’s Artificial Intelligence and Big Data business growth through global system integrators, enterprise sales motions, and partner-led GTM execution. * Promoted Microsoft’s AI platform to a community of 200,000 practitioners, enabling partners to build and co-sell IP solutions to large enterprise customers. * Formulated technology incubation, sales plays, partner development, and go-to-market strategies across AI, Big Data, analytics, and cloud transformation. * Led global cross-functional teams spanning sales, technical, partner, and marketing organizations to execute enterprise GTM campaigns.
- Job: Microsoft — E-Commerce Manager · 2000-08 – 2001-08 — Product Manager for e-commerce platform SKUs and Business Development Manger implementing breadth programs targeting system integrators and web developers. Drive adoption of technology to perform online commerce in the Caribbean. Depth management of strategic partners. Implemented a service provider’s incubation program in partnership with banking, TELCOs and governments.
- Job: TRICOM, S.A. — Director E-Commerce · 1998-10 – 2000-07 — TRICOM is the 2nd largest TELCO in the Dominican Republic with a regional presence in Central America. Business development for the e-Commerce Service Provider division. Championed a shift from a ‘DOTCOM’ into a processor of electronic payments; Innovated business models by leveraging internet platform to acquire physical, online and telephone transactions.
- Job: Microsoft — Director, Vision AI Business Development · 2019-08 – 2020-10 — * Led business development and ecosystem strategy to drive enterprise adoption of AI-powered computer vision solutions. * Built strategic partnerships, new business models, and customer ecosystems to establish emerging AI revenue opportunities. * Partnered across sales, product, engineering, and partner organizations to incubate new market opportunities and convert technical innovation into enterprise demand.
- Job: Microsoft — Solutions Group Sales Manager · 2005-07 – 2007-07 — Led the pre-sales organization supporting enterprise customers and partners in the Caribbean and Central America region. Managed 14 direct reports across 8 countries. Develop multi-year growth and execution plans in partnership with marketing and product teams. Core solution areas include application platform, unified communications and collaboration, business intelligence, business process management and core infrastructure. Executive sponsorship of key accounts, channel partners and high visibility projects.
- School: Pontificia Universidad Católica Madre y Maestra — Bachelor, Computer Science and Information Systems
Skills
Playbooks
All playbooks →No playbooks indexed for this profile yet.
More GTM Engineers
Browse all →- Caio Ribeiro CesarSr. Manager Go-to-market LATAM at Amazon Web Services (AWS)Amazon Web Services (AWS)
ex-Microsoft
- Taimur RashidManaging Director, Frontier AI Engineering & Services | Engineering AI-Native Organizations | Investor in Frontier Data & AIAmazon Web Services (AWS)
ex-Kindering
- Chen GoldbergGo To Market Data & AI SpecialistAmazon Web Services (AWS)
ex-Valencia CF
- Jie Da (Jayden) GohAPJ GTM Programs & Data Lead | GTM Investments BDM | APJ Investment ProgramsAmazon Web Services (AWS)
ex-OCBC Bank
