Tell us a bit about yourself and what you're up to now
Ross has had a selling career spanning over 25 years and has specialised in IT cyber security channel sales for the last 15 years.
Over the last 15 years Ross has helped many System Integrators, Value Added Resellers, MSPs, MSSPs and consultants to greater financial rewards from reselling cyber security products and services.
Ross has worked as a Channel Director for small boutique security vendors as well as global Managed Security Services Providers looking after UK national critical infrastructure.
Outside of work Ross likes to spend time with his partner, Helen, his three step daughters and their two dogs. He's a keen road cyclist, enjoys all racquet sports, loves to cook and is a keen but terrible golfer! He has a real passion for skiing and the mountains. In another life, he probably would have liked to have been a GB Olympic downhill skier!
What was your journey into a career in Tech Sales
Before Ross started a career in sales he was an apprentice engineer and draughtsman working for detailed engineering design company in the process plant petrochemical industry. After a successful apprenticeship, Ross secured a place at the University of Sheffield and attained a BEng Hons degree in Control Engineering. It was while at university that he discovered his love of sales and combined this natural ability with his engineering technical background to secure a job in engineering sales.
What would you say are the best things about working in Tech Sales
The tech industry is an incredibly exciting and rewarding place to build a career, especially in sales. Tech sales offers some of the most competitive compensation packages out there.
You have to be driven by financial reward. If you are not then don't go into sales. Beyond a strong base salary, you have significant opportunities for commission and bonuses. Top performers can reach impressive figures, and with experience, six-figure incomes are very achievable, even early in your career.
The more successful you are at closing deals and exceeding targets, the more you'll earn.
Always be willing to learn and adapt. You need a natural ability but you also need to learn from others, read books, listen to podcasts, take sales courses and look for mentors.
In summary, tech sales is a launching pad. It equips you with a powerful toolkit of skills, opens doors to diverse opportunities, and offers a path to significant financial reward. If you're driven, curious, and love interacting with people, it's an incredible career to explore.
What advice would you give to someone who is just about to start their career in sales
Make sure you embrace continuous learning about the product or service you are selling, the industry as a whole and sales methodologies like MEDPICC or Challenger. Master essential tools like your CRM and reporting as early as you can. Focus on understanding the customer's needs rather than just selling, qualify hard on new opportunities and develop a very thick skin to handle rejection. Excellent time management and internal/external networking are crucial. Finally, be open to learn and be coached, seek continual feedback and celebrate your small wins to stay motivated.
Why did you decide to join Tangent as a Mentor and why should others join as Mentors too
Mentoring actually helps to refine your own skills and knowledge, develops crucial leadership abilities, provides fresh perspectives from new talent and offers a strong sense of personal fulfilment.
It also helps expand your professional network and contributes to a stronger, more collaborative sales team and a possible robust talent pipeline for your organisation.
Tangent is a great platform that makes it easier for young talent to connect with mentors. Mentors can easily control the amount of young people that can contact them so that you are not overwhelmed by requests for help.
In summary, mentoring is a win-win that strengthens the entire sales profession by cultivating skilled, confident, raw but ambitious talent that will be the sales leaders of the future.
Ready to make a difference?
A few hours a month, a lifetime of impact. Tangent connects you with aspiring Business Development Reps from socially diverse backgrounds for short-term mentoring and an employee referral.
Sign up to be a Tangent Mentor today 👇
