IT sales professional: Job description

An IT sales professional's work falls into the three main areas of pre-sales, sales, and post-sales support of hardware and software.

• The first area involves supporting pre-sales activities by giving detailed information about technical specifications and the ways in which they could meet a customer's needs. This often includes demonstrating those features before a sale. In some cases it also involves responding to a PQQ (pre-qualification questionnaire) and then, if short listed, replying to a more detailed ITT (information to tender) document.
• The actual sale involves negotiating a commercial agreement to the benefit of both customer and supplier.
• Technical support, which follows the sale, may include solving faults and problems, or maximising the use of software features, as well as advising on appropriate user training.

Typical work activities

The role requires significant interaction with clients, which may be face-to-face or over the telephone.

Typical activities include:

• understanding customers' diverse, specific business needs and applying product knowledge to meet those needs;
• ensuring 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;
• identifying and developing new business through networking and courtesy and follow-up calls;
• cold-calling in order to create interest in products and services and generate new business leads and arrange meetings;
• identifying opportunities for further sales and new areas for development through detailed research of the specific industry or market;
• preparing and delivering customer presentations and demonstrations of the software, articulately and confidently;
• marketing and promoting a portfolio of products by writing and designing sales literature and through attending industry events;
• maintaining awareness and keeping abreast of constantly changing software, hardware systems and peripherals;
• developing effective sales plans utilising sales methodology;
• providing technical advice to customers on all aspects of the installation and use of computer systems and networks, both before and after the sale;
• advising on software features and how they can be applied to assist in a variety of contexts, such as accounting, manufacturing or other specialist areas;
• meeting sales targets set by managers and contributing to team targets;
• networking with existing customers in order to maintain links and promote additional products and upgrades;
• providing support to customers, often on a helpline, offering clear advice and solutions wherever possible;
• handling hardware or software problems and faults and referring on to specialist technical colleagues;
• responding to tender documents, writing proposals, reports and supporting literature;
• managing your own diary in order to organise and prioritise daily and weekly goals;
• contributing to team or progress meetings to update and inform colleagues.