Richard Ramsey

Examiner
DISC Type : cs

Senior Sales Engineer at Calix

Semora, North Carolina, United States

Overview

Richard is a Senior Sales Engineer with over 20 years of experience in the telecom, broadband, and defense industries. At Calix, he spearheads pre-sales strategy for key products, leveraging his expertise to align network architecture with business objectives. He holds an AAS from DCC and studied Computer/Information Technology Administration at Central Carolina Community College.

His career is rooted in service, beginning with operational leadership roles supporting satellite and network systems for the U. S. Army and various defense contractors. This background provides him with a unique, field-tested perspective on technology and systems management. His professional interests include the US Army and Nokia.

He has transitioned from hands-on military and defense network operations to a strategic, customer-facing role in commercial broadband technology.

Personality Overview

Overcautious

Process Oriented

Tough To Convince

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

AI in Telecom
He holds a certification in Generative AI and actively shares content about Calix's next-generation agentic AI-enabled broadband platform built on Google Cloud.
Broadband & SmartHome
His current role at Calix is focused on leading pre-sales for Revenue Edge and SmartHome products, and he frequently posts about innovations in this space.
Service Convergence
He recently shared that service convergence is a critical transformation for unlocking new growth, especially when planning for next-generation 50G-PON infrastructure.

Media Appearances

Richard has no verified media appearances

Work History

5-2022
Senior Sales Engineer at Calix
4-2016 - 5-2022
Technical Pre-sales Engineer at Mitel
11-2015 - 4-2016
Program Analysts II / Operations Manager at IAP Worldwide Services
4-2013 - 11-2015
Program Analysts II / Operations Manager at DRS Technologies, Inc.
3-2012 - 4-2013
Project Manager FWD CSS VSAT / JTMN Helpdesk at DRS Technologies, Inc.

Education

2011 - 2012
AAS from DCC
9-2004 - 1-2006
Computer/Information Technology Administration and Management from Central Carolina Community College

More Information

Social Presence :

Prographics :

Exp : 18 Location : Semora, North Carolina, United States Job Level : Mid-senior Designation : Senior Sales Engineer at Calix
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Richard

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Richard take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Richard

Personality Compatibility


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