CertiPro Solutions, LLC

At CertiPro Solutions, a Sage Authorized Partner and Magento Technology Partner, I specialize in driving adoption of ERP solutions tailored for Enterprise and Medium size businesses. Our expertise in integrating Magento with Sage ERP, powered by our E-Link connector, positions us as leaders in streamlining eCommerce and ERP systems for enhanced operational efficiency. I enable clients to leverage these integrations, transforming their digital and operational landscapes to achieve strategic goals.

Responsibilities:

•	Strategic Engagement: Leading targeted sales strategies to convert high-value prospects into long-term clients.
•	C-Level Solutions: Conducting discovery sessions with executives to build ROI-focused business cases, enhancing client acquisition.
•	Collaborative Customization: Partnering with cross-functional teams to tailor software solutions that align with client business needs, fostering strong relationships and ensuring satisfaction.
•	Market Adaptability: Analyzing trends to adapt sales tactics, maintaining a competitive edge in software solution offerings.

Account Executive

MANN+HUMMEL Group

At MANN+HUMMEL Group, renowned for its leadership in innovative filtration solutions, I effectively balanced the sales of our traditional filtration products with our cutting-edge, intelligent AI-based air quality tools. 

Responsibilities:

•	Diverse Product Sales: Spearheaded the growth of a dynamic sales pipeline, driving revenue by selling a wide range of products from conventional filtration solutions to advanced AI-based air quality tools.
•	Technical Expertise & Presentation: Delivered compelling technical presentations that highlighted the unique benefits of both traditional and AI-driven solutions, tailoring these discussions to precisely fit client needs.
•	Industry Leadership: Organized industry-leading events that underscored MANN+HUMMEL's dominance in the filtration market, showcasing our breadth of products from standard filters to innovative, intelligent systems.
•	Product Knowledge: Ensured in-depth understanding and expertise in our comprehensive product line, enabling accurate, informed, and persuasive client interactions across the board.

Technical Sales Representative

Nemalux

At Nemalux, an innovative leader in industrial LED lighting solutions, we specialize in engineering and manufacturing  robust, energy-efficient lighting for hazardous locations and demanding environments. In this role, I leveraged my technical understanding of electrical systems and lighting technology to drive business growth, communicate complex product benefits, and develop strategic relationships across the industry.

Responsibilities:

•	Technical Acumen & Market Expansion: Drove the exploration of new markets by leveraging my technical knowledge of electrical and lighting systems, working closely with the engineering team to tailor our solutions to meet the specific needs of hazardous locations.
•	Comprehensive Stakeholder Engagement: Engaged directly with a diverse set of stakeholders, including end users, engineering firms, distributors, other manufacturers, and contractors. This involved not just understanding their needs but also conveying the technical benefits and applications of our products effectively.
•	Strategic Partnerships & Technical Sales: Acted as a manufacturer's representative, employing my technical expertise to forge and enhance partnerships, expand distribution channels, and facilitate technical sales discussions, significantly broadening Nemalux’s reach.
•	Brand & Technical Marketing Collaboration: Worked with the marketing team to position our brand and products strategically in niche markets, ensuring our messaging communicated the technical superiority and specific applications of our solutions.
•	Technical Client Onboarding & Support: Ensured a seamless onboarding process for clients, providing high-level technical support and fostering loyalty through attentive service, which included translating complex electrical concepts into understandable benefits.

Business Development 

Just Energy

Led high-performance, commission-only door-to-door sales efforts in the deregulated energy market. Specializing in direct customer acquisition, contract negotiation, and territory development, I consistently exceeded sales targets in a fast-paced, performance-driven environment. Played a key role in training and mentoring new reps, optimizing outreach strategies, and driving adoption of natural gas, electricity, and green energy contracts.

Key Responsibilities & Achievements:

Full-Cycle Direct Sales: Closed high volumes of residential and small business energy contracts through face-to-face prospecting, needs assessment, and value-driven presentations.

100% Commission Performance: Thrived in a fully commission-based structure, consistently ranking among the top producers across the region.

Territory & Pipeline Management: Owned and managed assigned territories, strategically planning routes and building a robust sales pipeline through daily field activity.

Customer Engagement: Established immediate rapport and trust with diverse customer segments, translating complex energy plans into easy-to-understand value propositions.

Team Support & Leadership: Trained and onboarded new reps, sharing best practices in objection handling, compliance, and consultative selling to improve team performance.

Contract Negotiation & Compliance: Handled end-to-end contract execution, ensuring alignment with company policies and regulatory standards in the energy sector.

Assistant Sales Manager

Staples Canada

During my tenure as an Electronics Sales Associate at Staples Canada, I immersed myself in the technology sector, providing expert advice and solutions to a wide range of customers. In this role, I was pivotal in driving sales in the electronics department, leveraging my product knowledge and customer service skills to enhance the shopping experience.

Responsibilities:

•	Customer Service Excellence: Delivered outstanding customer service by understanding and addressing customers’ needs, ensuring they left with the right products and a positive impression of Staples.
•	Sales & Product Knowledge: Drove sales through in-depth knowledge of electronics products, from computers and printers to software and accessories, guiding customers through their purchasing decisions.
•	Team Collaboration & Support: Worked collaboratively with the team to achieve and exceed sales targets, sharing knowledge and contributing to a supportive and effective work environment.
•	Learning & Adaptation: Stayed abreast of the latest technology trends and products, attending training sessions and conducting personal research to remain knowledgeable and provide accurate information to customers.

Electronics Sales Associate

I specialize in driving complex, high-value sales for Fortune 100 and 500 enterprises, government agencies, defense departments, and public sector bids—delivering tailored solutions in demanding environments like hazardous infrastructure, aerospace research, and national procurement processes. With over 7 years of B2B expertise and a decade in sales, I excel at aligning with CFOs, CIOs, and cross-functional leaders to navigate compliance-heavy deals and secure measurable outcomes.

Equally, I thrive in mid-market manufacturing and distribution, owning full-cycle sales for ERP, SaaS, and industrial applications. My career spans every sales motion—from gritty door-to-door and retail wins to multi-year enterprise transformations—equipping me with unmatched versatility and a proven ability to deliver results across industries and deal sizes.

Passionate about solving mission-critical challenges through strategic partnerships, I bring precision, adaptability, and a track record of success to every engagement.

Ever notice how “complex sales” is often code for “dizzying layers of chaos”? 

I’ve spent years untangling enterprise and public sector deals where the stakes are high, the compliance requirements endless, and decision-makers each speak their own dialect. What’s repeatedly proven true: success never comes from brute-forcing a pitch or relying on surface-level relationships. The secret isn’t just knowing your offering—it’s learning every twist in your customer’s labyrinth, from IT concerns to procurement anxieties and political landmines.

If you find yourself lost in these environments, ask: When was the last time you actually sat at the table with a CFO who *doesn’t* want what you’re selling? Are you mapping connections between risk appetite and operational headaches—or simply reciting feature lists? Winning hearts (and budgets) means finding value others missed and tailoring it so tightly to pain points that resistance starts to melt away.

So—what tactics have helped you break through red tape or navigate procurement mazes? Have you found any subtle cues that signal when a deal is about to tip in your favor? Drop your insights below; let’s crack more of these tough codes together.

Rafael Avetisyan

Account Executive | B2B Sales Strategy | Helping Companies Grow Revenue & Teams

Ever notice how B2B solution selling is becoming more of a chess game than a sprint?

With every new compliance mandate, technological advancement, and shifting customer expectation, enterprise sales landscapes are evolving—fast. Especially when you’re selling into government or regulated industries, it’s no longer about who gets there first; it’s about who orchestrates the most strategic moves. Deeply understanding procurement cycles, mapping stakeholders with precision, and championing operational efficiency at every stage are now table stakes.

Here’s my take: The future belongs to those who can blend industry expertise with consultative selling. If your sales playbook still relies on tried-and-true tactics alone, you risk getting left behind. How are you reimagining your approach to complex B2B deals? Let’s compare notes—what’s working (or not) in today’s high-stakes sales landscape?

Can we talk about the elephant in the room when it comes to enterprise sales? Most deals aren’t lost on price—they crumble because trust breaks down before value is established.

Having spent years navigating compliance-heavy contracts across Fortune 100s, government agencies, and high-stakes public sector bids, I’ve seen this firsthand. Big logos, multi-year RFPs, complex procurement—none of that matters if credibility cracks at any point in the process. Procurement wants certainty. CFOs want transparency. CIOs want clarity on how risk is managed. And frontline users? They want a real partner who listens, not just another “solution provider.” The challenge: most sellers get so enamored with features and big promises that they forget genuine trust-building requires candor about limitations and a relentless focus on customer outcomes from day one.

If you’re competing for transformational deals, ask yourself: How are you calibrating expectations up front? What signals do you send before pen even hits paper? In my experience, bold honesty—not bravado—wins more often than not. Would love to hear how others keep trust as their north star through every twist and turn of the sales cycle.

Complex enterprise sales are less about product features and more about navigating the web of risk.

In high-stakes environments—whether it’s hazardous infrastructure, public sector procurement, or national defense—the finish line is rarely determined by what your solution does. It’s all about how well you mitigate risk for every stakeholder in the room, from CFOs fretting over compliance to division heads juggling mission-critical uptime. The best wins come not just from technical brilliance but by understanding and addressing each layer of anxiety that large organizations feel when change looms.

We often chase differentiation in capabilities, but lasting trust comes from mastering communication across silos. Are we investing enough time mapping out the human factors and regulatory hurdles our customers face? Or are we still selling “stuff” rather than true transformation? I challenge every sales pro: next deal cycle, spend 2x the energy on risk-mapping as you do on demos—you’ll be surprised what doors open. What’s your go-to move when internal inertia threatens a critical deal? Let’s share strategies that actually work in these battlefield conditions.

The “bad old days” of generic B2B pitches are behind us. In the world of compliance-heavy sales, especially within ERP and SaaS solutions, one-size-fits-all selling is a fast track to irrelevance.

Today, our prospects expect us to bring more than just features—they expect real business insight. What’s driving their procurement decisions? How do changing regulations or internal mandates shift priorities mid-deal? As enterprise sales professionals, we need to become adept at translating complex compliance requirements into operational opportunities for our clients. It’s no longer about product specs; it’s about enabling transformation under strict parameters.

If you’re in the thick of high-stakes deals: how are you tailoring your approach for each client’s compliance context? I’d love to hear your thoughts on what resonates most with C-level stakeholders tasked with balancing innovation and risk. Let’s keep pushing our industry forward by putting client realities front and center.

What’s the true value of continually sharpening your sales toolkit in a landscape that’s always evolving?

This week, I took a deep dive into Shopify’s Selling Fundamentals and earned their Verified Skill Badge. Even after years in B2B sales—navigating enterprise contracts and government RFPs—I’m reminded that learning never stops. Each new platform or methodology is another lens to refine solution selling, especially as clients expect seamless SaaS and ERP integrations for operational efficiency. Understanding these nuances isn’t just about adding credentials—it’s about elevating the counsel I offer stakeholders wrestling with compliance-heavy requirements and complex tech stacks.

How do you ensure your knowledge stays ahead of what the market—and your clients—expect? Would love to hear what certifications or learning paths have really moved the needle for you lately. Let’s keep raising the bar together!

Have you ever wondered if technical certifications still move the needle in B2B sales? 

After more than a decade working complex deals, I’ve seen firsthand how technology evolves—and so do buyer expectations. Recently, I dove into Shopify’s approach to selling with their “Selling Shopify Fundamentals” program. Even as an experienced Account Executive, I found real value in learning new frameworks for discovery and positioning, especially as ecommerce continues to disrupt traditional sales cycles.

Continuous learning isn’t just a box to check—it’s mission-critical in modern sales. Whether it’s SaaS, ERP, or industrial platforms, sharpening our understanding means we can better serve our clients and confidently navigate the changing landscape. What certifications or skills have helped you unlock new opportunities lately?

If you think mastering sales is just about understanding your product, think again.

In today’s world of complex B2B deals—especially in compliance-heavy and mission-critical environments—it’s your ability to navigate the intricate maze of procurement that sets you apart. For those working with ERP or SaaS solutions, landing a deal often means decoding not just pain points, but also layers of regulation and internal politics few outside our space ever see. Success hinges on mapping influence within client organizations and becoming an advisor who speaks both business process AND risk management fluently.

Have you found creative ways to break through bureaucracy or align C-level priorities on lengthy enterprise sales? I’d love to hear your best practices or war stories—what's worked (or totally backfired) in your experience? Let’s crowdsource some fresh strategies for turning complexity into opportunity.

Is earning new certifications enough to move the needle in complex B2B sales?

I’ve always believed that continuous learning is non-negotiable in our field—especially as enterprise, government, and industrial buying cycles get longer and more technical. Recently, I added the Selling Shopify Fundamentals: Verified Skill Badge to my toolkit. While this credential shows commitment, what truly accelerates impact is translating training into actionable sales strategies for compliance-heavy and mission-critical environments.

Curious—how do you ensure your professional development actually drives real-world results for your clients (and not just your resume)? I’d love to hear how others are bridging the gap between certification and measurable business outcomes.

Let’s talk certifications.

Certifications are everywhere in B2B sales, but do they really move the needle? After earning my latest badge in Selling Shopify Fundamentals, I found myself reflecting on what’s truly valuable for sales professionals—especially those navigating complex, compliance-heavy environments like ERP, SaaS, and industrial tech.

In my experience, the real differentiator isn’t just having another line on your LinkedIn profile. It’s about how you leverage new expertise to enable meaningful business conversations with enterprise and public sector clients. For example, understanding platform fundamentals helps demystify integration roadblocks and brings clarity when discussing operational efficiency with stakeholders at every level.

How are you making certifications actionable in your day-to-day approach? Are they opening doors to deeper discussions—or just collecting digital dust? Let’s hear your thoughts: have certifications measurably impacted your client relationships or sales outcomes?

If you think all sales are created equal, think again.

After a decade in the trenches—navigating billion-dollar procurement, wrangling compliance-heavy contracts, and surviving hazardous site walk-throughs—I’ve learned that “complexity” isn’t just about deal size or who signs the PO. It’s about stakes, context, and consequences. Selling a mission-critical ERP to a manufacturing plant has more in common with an aerospace contract than most realize: both require cross-functional buy-in, ironclad compliance, and nerves of steel when things go sideways.

Here’s my take: The best enterprise sellers aren’t just rainmakers—they’re risk managers, business analysts, and trust-builders. When the heat is on and the environment is unforgiving (literally or figuratively), your ability to adapt determines your success more than any playbook ever could. How do you cut through red tape? Build consensus among skeptics? Translate technical jargon for fiscal gatekeepers?

Curious how others navigate these high-stakes scenarios: What’s the wildest variable you’ve faced when closing complex deals—and how did you adapt before it was too late? Let’s share battle stories and compare notes.

Certifications are great, but here’s a question: How often do we stop to measure the true impact of new skills on our sales process?

I recently completed the Selling Shopify Fundamentals course. Beyond the badge, it’s prompted me to rethink how we approach solution selling—especially when it comes to platforms enabling operational efficiency and compliance. In today’s environment, being able to speak both the language of business outcomes and technology integration is critical. A certification alone isn’t enough; it’s about translating that knowledge into deal-winning conversations with C-level execs who need actionable ROI.

What certifications or skill upgrades have made a real-world difference for you? Let’s talk about investing in learning that moves the needle—not just your LinkedIn profile.

Achieving new certifications never gets old—especially when it means leveling up your skill set.

After years spent navigating complex B2B sales environments, I decided to take a deeper dive into the world of digital commerce through Shopify’s Selling Fundamentals. It’s fascinating to see how modern platforms are shaping not just retail, but also impacting how enterprise and government organizations approach scalability, compliance, and customer experience on a global scale. These fundamentals aren’t just about “selling online”—they’re about weaving together process efficiency, analytics-driven decision-making, and robust integrations that support mission-critical needs.

Where do you see the biggest opportunities for leveraging e-commerce tools in traditionally complex or compliance-driven industries? I’m curious to hear from folks innovating at the intersection of tech and operational excellence.

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