Responsibilities
As an IT sales professional, you'll need to:
- speak to customers, either face to face or over the phone
- gain an understanding of customers' specific business needs and apply product knowledge to meet them
- ensure quality of service by developing a thorough and detailed knowledge of technical specifications and other features of employers' systems and processes, and then documenting them
- carry out cold-calling in order to create interest in products and services, generate new business leads and arrange meetings
- identify and develop new business through networking and follow-up courtesy calls
- prepare and deliver presentations and demonstrations of software to customers
- market and promote a portfolio of products by writing and designing sales literature and attending industry events
- maintain awareness and keep abreast of constantly changing software and hardware systems and peripherals
- develop effective sales plans using sales methodology
- provide technical advice to customers on all aspects of the installation and use of computer systems and networks, both before and after the sale
- advise on software features and how they can be applied to assist in a variety of contexts such as accounting, manufacturing or other specialist areas
- meet sales targets set by managers and contribute to team targets
- network with existing customers in order to maintain links and promote additional products and upgrades
- handle hardware or software problems and faults, referring on to specialist technical colleagues where appropriate
- respond to tender documents, proposals, reports and supporting literature
- manage workload in order to organise and prioritise daily and weekly goals
- contribute to team or progress meetings to update and inform colleagues.
What to expect
- The role is office based, but often involves travelling to clients' premises. Overnight stays away from home may be required on occasion.
- Office locations may change according to the needs of the company, so flexibility and mobility are often prerequisites.
- Self-employment and freelance work are not common, but part-time opportunities do exist.
- Career breaks are difficult because of the rapid developments common in technology.
- Help desk work may be stressful because you have no control over the calls you receive. You might be working to set targets for handling calls or repairing faults within a specific time frame.
Qualifications
This area of work is open to all graduates, but a degree or HND in one of the following subjects may be particularly useful:
- business information systems or technology
- business management
- computer science, software engineering or computer engineering
· While a relevant degree is not always essential, subjects with high technical content, or a business management component, may be favored by employers. Some large employers require at least a 2:1 for entry onto their graduate schemes.
· Having a retail background can help you get into a job selling IT software to the retail industry.
· A pre-entry postgraduate qualification is not essential, but a diploma or Masters in computing may be helpful for those without computing knowledge.
Work experience
Experience of a customer service or sales environment will improve your chances of securing a job. Potential employers will be particularly impressed if you can demonstrate evidence of exceeding sales targets and the ability to build successful customer relationships in previous roles.
Any sales experience may therefore be helpful, including working in a call centre or telemarketing role, where sales skills and the ability to meet targets are illustrated.
