Information technology has grown from being a support industry to a full-fledged service industry that requires huge teams of sales executives to sell its services. It is experiencing a never before rise in the demand for sales executives who can better understand customer requirements and take lead in the brainstorming session within the organization. The main responsibility of the IT sales profession is in delivering the customized technical solutions as per the specifications outlined by the client. Candidates with strong technical background with a flair for sales or MBA marketing with good command over technology make ideal choices for software sales jobs.
The sales team in a software development and deployment company plays a pivotal role. They are the people who first approach the customer and start the initial discussion. From opening the channel of communication till closing the deal, the sales executive plays a key role.
Defining the role of a sales executive in IT
By definition, the sales executive will be responsible for selling the product and services of his organization. But with the growing importance of IT in industrial sector, the role of a sales executive has also undergone vast changes. The role of an IT salesperson today may fall under one or all of the categories of – pre-sales, sales and post-sales support.
The first phase of pre-sales includes acquiring and persuading leads. The most important task in this phase is to establish new point of contacts to keep the client base of the company growing. Once the initial contact is established the salesperson will make the customer aware of the different products offered by them, their features and how those can be implemented to help the client in achieving his business goals. This also involves taking client’s inputs and understanding his requirements in designing the best technical solution for him. Live product demonstration is an important pre-sales activity and therefore, the salesperson must have strong understanding on his products and services.
The actual sales involves negotiate pricing with the client, raising invoice and concluding the deal. The post-sales phase is essentially offering extended customer support to forge long-term relationship with the client, understanding his ongoing technical requirements and identifying scopes for up-selling and cross-selling.
As an IT salesperson, you would be responsible for exceeding personal and team sales targets. Your working hours may vary and stretch beyond normal hours. So, be prepared to face steep target and prolonged working hours. Some of the most essential skills required for software sales jobs are as follows:
- Ambition and determination to meet up scaling targets on a regular basis.
- Good technical know-how and understanding of products.
- Good interpersonal abilities and problem solving capabilities.
- After sales support and performing other support jobs for improving client relationships.
- Team playing abilities.