Resume

1. RALPH FERGUSON
110 Fernwood Drive ♦ Woodstock, GA 30188
HOME: 770-517-1401 ♦ ferguson.ralph@gmail.com ♦ CELL: 205-563-0306
SENIOR SALES & MARKETING EXECUTIVE
(Enterprise Accounts-IT Solutions)
Accomplished sales executive known for building direct and channel partner sales teams, delivering

critical accountabilities by focusing on the right markets, capturing key accounts, executing key
processes, and motivating and enabling sales teams. Recognized for providing sales leadership, building
strong relationships, and effectively managing people and resources delivering double-digit revenue
increases and market share gains.
Developed all compensation and pay for performance plans for sales executives

Assisted in development of all marketing related materials.

Negotiated contracts on behalf of partner /vendor companies.

Executive level enterprise consultant for several Fortune 1000 companies.

Assisted in development of in-house training programs, and recruiting initiatives.

PROFESSIONAL EXPERIENCE
CISCO SYSTEMS, ATLANTA, GA 2000 - Present
Enterprise Regional Manager
• Sales Account Management for 9 Major Enterprise Accounts including:
(Delta Airlines, Norfolk Southern, Macys, SunTrust-Bank, IHG, AirTran, Coca Cola
Turner Broadcasting, CNN, Equifax and ETrade) $50 to $80M annually.
• Provided leadership to 7 Enterprise Account Managers.
• 100%+ of plan in FY08 with 20% Y/Y growth. # 1 Expense/Booking in the operation.
• Achieved several large wins including $11M competitive replacement of Nortel at Southern
Company / $8.5M LAN refresh at Delta Airlines / $5M Voice picking solution at Coca Cola.
Major Account Manager (2000 – 2006)
• Performed sales and Account Management for 12 Enterprise Accounts including:
(Blue Cross/Blue Shield, Honda, St. Vincent’s Hospital, UAB, City of Birmingham,
Jefferson County Government, SAKS and HealthSouth)-$8-$12M.
• Gained significant competitive replacements at (Baptist, St Vincent’s Children’s Hospital and
HealthSouth).
• Responsible for customer satisfaction and guidance of the System Engineer assigned to me.
• 102% of plan for 2005 and 108% of plan for 2006.
• Top Service Producer within the Region for 2003.
• Sold first DWDM Optical solution in the Southeast BCBS-AL ($1.5M revenue).
• Received Account Manager Culture Award for 2001 (exemplifying vision, execution, strategy).
MID-SOUTH DATA INDUSTRIES, BIRMINGHAM, AL 1984 – 2000
Executive Vice President (1995 – 2000)
• Led all sales, technical and marketing related activities for all five offices of MSDI. ($30M annual
revenue with P&L responsibility).
• Responsible for recruiting and training of sales and technical staff.
• Assisted in research on acquisition strategy for the company in 1997.

2. • Achieved highest net profit before tax in company history in fiscal year 1997.
RALPH FERGUSON Page Two
MID-SOUTH DATA INDUSTRIES (Continued)
Vice President of Sales (1990 – 1995)
• Managed all sales / marketing related activities for corporate and five remote locations. (15
Account Managers).
• Negotiated joint venture agreement with United States Internet for IPS internet agency status.
• Started Nashville and Jackson MS. sales and support offices, including business plan justification.
• Assisted in business case analysis and sale of custom software and network infrastructure for large
Bio Medical Company in Alabama (value to exceed $2.5M over 3 year period). Subsequently
assisted in the sale of custom software (Plasma Management, Intranet, Bar Code, Executive
Information applications and network infrastructure) for the Parent (Baxter Healthcare).
• Achieved 100% of corporate sales goals for the last 3 years.
Sales Manager (1987 – 1989)
• Directly responsible for sales, marketing and personnel in Birmingham, AL.
• Made business case to start the Memphis and Mobile sales and support offices.
• Assisted in sale and project management of large network and custom software sale for 80 site
school system. (Largest gross margin sale in company history )
System Sales Engineer (1984 – 1986)
• Designed and sold data communications systems and network connectivity solutions to new and
existing accounts (e.g. Gulf States Paper, AmSouth Bank and other large accounts in a 3 state area).
EDUCATION
University of Alabama - Birmingham, Alabama
Bachelor of Science, Computer Science/Business Administration (1983)
Cisco Sales Masters 1 & 2, Levels I & II, Dale Carnegie, Miller Heiman Consultative Selling
Received Certificates of Achievement from, Cisco, AT&T, Micom, BellSouth, Adtran, Motorola,
Novell and 3Com Corporation
AWARDS & ACHIEVEMENTS
BellSouth Data Sales Agent Steering Committee - 1995
Birmingham Business Journal TOP 40 UNDER 40 - 1997
Key Member – The Executive Committee (TEC) 1999 - 2000
WHO’S WHO in Executives and Professionals 2005 - 2008