Computer Technical Sales Manager

Also known as:

Technical Sales Manager, Computers
IT Sales Manager

Introduction

Computer technical sales managers sell computer hardware and software to commercial customers. They give advice about appropriate equipment and systems. They may negotiate contracts and manage a team of sales staff. They also provide an after-sales service.

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Work Activities

Computer technical sales managers sell computer hardware and software to other organisations. They try to persuade customers that they will benefit from buying new computer systems or adding to the systems they already have.

To do this, technical sales managers must understand the customer's organisation. They work out what the customer needs to make their business run smoothly, and then help the customer choose a computer system to achieve this.

Technical sales managers give a lot of information to the customer. They describe how a new system could improve their organisation. They prepare reports and presentations to persuade managers to buy their products. They give quotes for prices, negotiate terms and, if successful, agree a final contract.

When they have made a sale, technical sales managers keep in contact with the customer after the system is installed, providing technical advice and support in case problems develop. This also enables them to find out if the customer needs any other new computer equipment.

Technical sales managers may lead a team of technical sales staff, organising training for them and encouraging them to meet sales targets.

They might need to travel locally or nationally.

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Personal Qualities and Skills

As a computer technical sales manager, you will need excellent communication skills including a good telephone manner. You must be able to describe and explain technical ideas in everyday language.

You must be able to solve problems and plan and prioritise your work. The ability to persuade and negotiate is very important, as are patience and persistence because some negotiations can last several months.

You must be confident and able to work under pressure to meet sales targets. You must be able to motivate and lead a team. You need to understand how businesses and organisations work.

You should be aware that the work is very competitive - you are up against other computer sales companies.

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Pay and Opportunities

Salaries for computer technical sales managers vary widely depending on the size and type of company they work for.

The pay rates given below are approximate.

Sales managers earn in the range of £25,000 - £35,000 a year, rising to £45,000 - £60,000. Higher earners can make around £83,000 a year.

Salaries may include performance-related pay, profit sharing or company bonuses.

Technical sales managers usually work office hours, Monday to Friday. However, you might sometimes have early starts and late finishes, and occasional nights away from home.

There are jobs throughout the UK, with manufacturers of computers and/or related equipment, dealers, software houses or consultancies.

Technical sales managers might specialise in a particular market, such as health care.

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Adult Opportunities

It is illegal for any organisation to set age limits for entry to employment, education or training, unless they can show there is a real need to have these limits.

Entry is possible for those without academic qualifications, for example, if they have relevant skills. These could be in technical support, help desk work, computer sales or consultancy.

Experience as a team leader is an advantage for entry into management-level posts.

Other skills in, for example, customer services or marketing, can also be useful.

For senior posts, taking the MBA (Master of Business Administration) can be an advantage.

If you don't have the qualifications needed to enter your chosen degree or HND course, a college or university Access course, eg, Access to IT/Computing, could be the way in. These courses are designed for people who have not followed the usual routes into higher education. No formal qualifications are usually needed, but you should check this with individual colleges.

• 7% of people in occupations such as computer technical sales manager have flexible hours.

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