By: Joshua Finley

Denise Ruffner has devoted her career to spearheading the introduction of cutting-edge technologies into the marketplace. With over two decades of sales and leadership experience across diverse industries, Denise has honed her skills in evangelizing and commercializing nascent innovations. Quantum computing is the latest novel technology to captivate her imagination, prompting Denise to pivot her career and establish herself as an influential voice in this burgeoning field.

Recently, Denise shared insights into her pioneering journey, from her beginnings in scientific instrument sales to emerging as a quantum computing luminary. Her perseverance and business acumen have fueled her rise.

Discovering a Passion for Sales

Denise traces her knack for sales back to the launch of her career. After earning a Master’s degree in Neurobiology, she entered the workforce selling scientific instruments. Denise quickly rose through the ranks, smashing sales records and garnering accolades like Rookie of the Year.

“I set records for the highest volume, was Rookie of the Year, and rep of the year several times. This was my first sales and management job, and I know that it fits my skills,” recalled Denise.

This early success convinced Denise that complex technologies were her forte. “The best sales I do are a combination of science and new technology. I know how to sell to scientists. I can’t sell a car to save my life. But I know how to talk to technical people, what they want, and how to frame things,” she explained.

Denise also discovered that her personal flair was instrumental in connecting with clients. “I want there to be warmth and mutual understanding between us. I see my customers as lifetime clients, not just transactions,” she said.

Rising to Leadership Challenges

As Denise’s career advanced, she increasingly sought leadership positions that would provide more responsibility and refine teaming and people management skills. “With my different jobs and roles, I have seen what companies do right and what they do that could be improved. I’ve learned a lot, which has helped me succeed,” said Denise.

Denise also discovered the importance of seeking out supportive environments. “I’m always looking for a team where you’re discussing things as a group rather than someone who is autocratic and just makes decisions,” she noted. “I find that the different opinions of a diverse group lead to better business decisions.”

Driving Quantum Computing Forward

While at IBM, Denise was tapped to help introduce their nascent quantum computing technology to the marketplace. This opportunity allowed her to synthesize her scientific background with her flair for sales and leadership.

“Quantum computing is more about partnerships and creating a win on both sides. That’s something that is really critical to introducing a new product,” said Denise.

Denise focused on building momentum and a strategic runway to aid the product launch. “I like to work with the company to create a runway so that people know about the product – I always try to develop a small group of partnerships where the customer has tried the product and can endorse it,” she said.

Denise also founded a community called Women in Quantum to support women entering the field and spotlight their contributions. This passion for mentorship stems from her own experiences during her career. “Throughout my life, I’ve been confronted with challenges due to being a woman. I don’t want other women or diverse groups to experience that,” said Denise.

Key Lessons from a Diverse Career

While Denise acknowledges there have been challenges, her wide-ranging career has imparted valuable wisdom.

“My advice is to take jobs when there’s something new to learn and challenge you. My criteria for a job are based on learning and the team I will be working with. Also, I want a challenge, and I love to participate in growing sales from inception to a more mature product,” said Denise.

She embraces this lifelong learning attitude to advance her expertise. “I read a lot and investigate things because I want to understand people’s motivations—be sure that I know how to approach them and can direct my conversation with them to suit their personality and skills,” Denise explained. She also emphasizes ‘doing your homework’ before a sales call.

Denise also stresses the importance of building strong teams. “Surround yourself with the brightest and most enjoyable people. The strength of a company lies in its team,” she advised. Once in leadership roles, Denise makes developing her team a priority. “I invest in my team and want them to grow. I create a positive, collaborative environment and ensure that we always hit our sales quota,” she said.

Shaping the Future of Technology

As Denise looks ahead, she remains committed to ushering emerging technologies out of laboratories and R&D departments into widespread adoption.

“I want to work with different companies and learn about their technology, then help them move along their path – giving them a start to becoming very successful,” said Denise. She also plans to continue imparting her wisdom to help pave the way for future generations in tech. “I want to be able to teach people my magic,” said Denise.

After decades of pushing boundaries in science and technology, Denise is excited by the endless possibilities that innovations like quantum computing represent. She is determined to leverage her formidable expertise and visionary leadership to bridge these advances from imagination to reality. Denise will remain an invaluable strategic partner for tech companies seeking to deliver the next era-defining technology.

To learn more about Denise Ruffner and her approach, check out her LinkedIn profile.

Published by: Nelly Chavez