IT

In an industry that impacts on the working lives of over 22 million people every day in the UK and whose products and services are provided by over 100,000 specialist software houses in this country alone, it comes as no surprise to learn that the IT sector is a highly-competitive business worth literally billions of pounds to the UK economy every year.

Indeed, the UK has more software start-ups than any other European country and is home to a number of leading global players who – along with the Government’s investment and commitment to the ‘Digital Britain’ agenda – between them are ensuring the future prospects for IT sales people remain positive.

The role of an IT salesperson falls into one of three main areas: pre-sales, sales and post-sales support of hardware and software products and services.

The first area involves supporting pre-sales activities by giving detailed information on technical specifications and the ways in which they could meet a customer's needs, often demonstrating those features before a sale.

The actual sale involves negotiating a commercial agreement which will serve to benefit both customer and supplier (ie, your company). Post-sale will invariably mean managing the account, identifying your client’s ongoing requirements and selling add-on products, such as training and software, hosting and maintenance. Fundamentally your role will be to achieve and exceed individual and team sales targets by selling solutions across a portfolio of products and services to businesses. As Bill Gates once said: “I believe that if you show people the problems, and you show them the solutions, they will be moved to act.”

Hours and environment

Most people will work within a team for a computer manufacturer, e-commerce or software house. Others may be employed by a major computer retailer, where you will offer advice to individual and corporate customers, helping them to choose the products and services that meet their particular needs, plus providing a help desk or after-sales service.

The majority of IT sales roles are performed during normal working hours. However, if you work in a client-facing role you may find that the return journey home extends beyond your normal working hours. And you may be expected to work longer hours to ensure that you and your team hit target.

Skills and interests

As with all sales positions across all sectors, employers will look for a number of key skills in their ideal candidates, including:

Ambition and determination
Ability to sell solutions
Account management skills
Good technical understanding
Strong presentation skills and comfortable performing demonstrations
Problem solving ability
Ability to cope well under pressure and meet tight deadlines
Proficient user of various MS packages
Team player
Decisive and intuitive

Industry

In 1975, a little-known new product called the Altair 8800 was launched in the US and described as the ‘World’s First Microcomputer Kit to Rival Commercial Models’. Dismissed at the time by many as little more than a nonsense idea that would never catch on, this early home computer prototype caught the imagination of a small group of techies, including one Bill Gates, who believed that with a little tweaking here and there the Altair’s potential could be limitless. How right they were.

The early vision of Gates et al was the catalyst for the growth of an industry that has developed and expanded like no other and one that is constantly expanding. Just 50 years ago there were only 263 computers and as recently as 1990 the internet was known only to a small band of computer scientists.

Today the Information and Communication Technology (ICT) sector has become arguably the single most significant driver for the modern economy – generating around half of the UK's total Gross Value Added (GVA) and responsible for around 1 in 20 of all jobs in the UK, or 1.5 million employees.

Despite feeling the pinch of the recession both in terms of job losses and a slump in client sales, it has emerged in a healthier position than many sectors – such is the integral nature of technology to most (if not all) businesses. All of which is good news for anyone considering a career within this industry.

As one of the fastest growing and most in-demand industries in the UK with more than 150,000 new entrants needed each year to satisfy demand, the ICT industry needs a constant supply of fresh blood. So do you fit the bill?

Entry

Although not essential, a degree or IT-related qualification will enhance your application for a position in IT sales. Given the competitive nature of the industry employers are increasingly looking to recruit graduates who have a strong technical background and understanding of the products and services they will be expected to sell.

However, the lack of a degree is not a barrier to entry and once established in your career there are a number of courses accredited by the professional associations listed below that can be studied around your existing work commitments.

Most employers will expect a minimum of four of five GCSE’s including English and Maths. And if you already have a proven track record of sales within another industry, you will stand a good a chance of securing the position you want as someone with a technical degree.

Training, other qualifications and advancement

When you start your new career in IT sales, you will typically undergo an initial training course that will arm you with a basic understanding of the product or service you will be selling and a general overview of the market(s) in which your company operates. Thereafter, you be allocated a territory to develop and manage before eventually taking on greater responsibility and larger accounts.

Opportunities for career progression are limited to those people who can demonstrate their ability to go beyond what is expected in your current role. For example, don’t just aim to hit your target; aim to over-achieve it by 20% or even 30%. Simply hitting your targets won’t win you many accolades, because all you are doing is what you are paid to do.

Lead by example by positioning yourself as the person your boss can turn to when new starters join the company. Act as a mentor who will help them to find their feet, accompany them on sales calls, and be the person they can turn to without them having to go to the boss.

Take on additional responsibilities by offering to take on extra duties. This will position you as a valued member of the team and demonstrate both your commitment and willingness to learn new skills.

And although an IT-specific qualification is not a pre-requisite, having one will enhance your professional profile, increase your technical understanding of the products and services your are selling and demonstrate your commitment to the industry. All of which will boost your career prospects.

As you make your way through the ranks from sales executive to senior sales before eventually moving into management and – if you are as good as you say you are – director, the skills and responsibilities you have will increase with each move you make. And it is your job to acquire as many of these as you can at every stage of your career journey to boost your chances of promotion.

Top employers

The UK ICT industry is awash with a plethora of organisations that offer you the opportunity to kick-start your IT sales career. The largest employers are: