Sales Customer Service
Resume:
Robert Ransom
*** *. ********** ****. ******, Colorado 80209
********@*****.*** h 303-***-**** c 303-***-****
TECHNICAL SALES CONSULTANT / SALES ENGINEER
Dynamic, results driven technical sales consultant with a 10 year record of driving and coordinating technical sales of enterprise
software and hardware solutions and services. Success in both leading and teaming with sales to secure new clients (hunter) and
dramatically increasing revenue within an existing customer base (farmer). Tenacious in leading value based demonstrations,
presentations, and deep dive architecture and integration discussions with groups ranging from a prospect’s development/IT staff
to C-suite personnel. Strong knowledge across entire Product-Sales-Implementation-Support lifecycle.
Key Strengths and Competencies:
High-impact Sales Presentations Implementation Strategies & Solutions
Value & Solution Based Selling Needs Assessment & Product Education
Productivity / Process Improvement CRM / Salesforce.com
Strategic Sales Planning Team Leadership, Coaching, Mentoring
Software / Infrastructure / Services Relationship Building
Key Accomplishments:
Demo-to-Close ratio 75%
Average 3-5 demos per week
167 closes generating 15 mil revenue (FY08)
Managed large, complex multi-location sales, incorporating
dozens of employees, as well as C-level personnel
Managed high volume, turnkey, single location deals
PROFESSIONAL EXPERIENCE
Activant Solutions, Inc., Denver, CO
Technical Sales Consultant / Sales Engineer – April 2003 – April 2009
Technical Sales Consultant responsible for selling Enterprise Resource Planning (ERP) and Business Management software
solutions to hard goods retailers and wholesale distributors with complex distribution systems primarily in the Building
Supply, General Store (Grocery), Retail, Lawn & Garden, Farm Ag, & Pharmacy industries.
Produce effective presentations regarding the integration to existing systems, vendors, and external customers. Software
applications include Enterprise Resource Planning (ERP), Content Management (CMS), Document Management, Customer
Relationship Management (CRM), Business Intelligence (BI), Transportation Logistics, Financial Management, Purchasing
and Receiving, Inventory Optimization, Manufacturing and Production Scheduling, EDI, e-commerce, Distribution Planning,
Warehouse Management, Professional Estimating, and GPS Solutions.
Services sold include Business Process Design/Redesign, Implementation Services, Project Management, Data Conversions,
Network Design and Implementation, Network Security.
Coordinate and deliver field sales value based selling demonstrations to support business objectives in a target account selling
model.
Utilize transactional, consultative, solution-based and strategic account selling strategies.
Conduct and prepare extensive Business Analyses to identify key business drivers and deliver comprehensive business case for
each account including ROI analysis, implementation timelines, and business transformation strategy as a solution to those
business drivers.
Effective in becoming the “trusted advisor” during a sales cycle through extensive knowledge and understanding of the
products & capabilities to address and uncover a prospects business goals, needs, and pains.
Assist in RFI / RFP responses, develop and drive proof of concepts, as well as performing gap analyses to identify potential
solution integration points and implementation methodologies and processes.
…continued…
Robert Ransom
********@*****.***
Liaison between Sales, Implementation, and Product Management/Development providing input to sales driven
product/feature enhancements and associated product roadmaps.
Proven or demonstrably outstanding presentations skills
Proven or demonstrably outstanding speaking and writing skills
Ability to translate technical advantages into business benefits
Polished and professional in both appearance, personal interaction, and all communications.
Activant Solutions, Inc., Denver, CO
Direct Sales – April 2001 – October 2003
Successfully sold enterprise hardware, software, & services to an installed customer base of 150 retail/wholesale business
owners. Developed and maintained high-level relationships with organizational decision makers.
Consulted with Executive IT personnel to analyze information systems, prescribe and sell software add-ons, services, and
hardware upgrades.
Ranked 4th out of 31 sales specialists. Attained 101% of annual quota in FY2002 selling over 750,000 in Gross Profit, and
98% of annual quota in FY2001.
Sales Specialist of the quarter in FY2002
Activant Solutions, Inc., Denver, CO
Implementation Specialist – April 1999 – April 2001
Analyzed business processes and procedures and integrated Enterprise Resource Planning (ERP) systems in businesses for
new and existing customers. My assessments reduced implementation timelines by 1.5 months on average and improved my
customers’ ROI by a minimum 1% annually through new pricing strategies and product ranking in inventory management,
improving cash flow immediately.
Supervised and managed education and implementation of the ERP system from inception to completion, increasing customer
satisfaction levels by upwards of 40% through utilization of new technology
Wrote and supplied supporting documentation to effectively install and implement best business practices for our end users
implementing our technology solutions, reducing customer complaints and increasing overall service by 25%.
Tested new product requirements and software code internally before deploying the new releases to our existing customer
base, and through identifying bugs and possible improvement changes, estimated to be worth thousands to the end users.
EDUCATION AND CREDENTIALS
Bachelor’s of Science, Management (BS) Indiana University – Bloomington, IN
Professional Development:
“Valued Based Selling” 2008
“Solution Selling” 2007
“Getting Inside Your Customer’s Head” Presented by Author 2002
“Exceptional Customer Service” CCITRIAD 2002
“Practical Inside Sales” IMPAX Training 2001
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