New opportunities in IT sales

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IT is a huge growth area in the sales job market. In the past few years, the US tech scene has expanded beyond the Silicon Valley and San Francisco Bay Areas. New York City now boasts home to a large tech community - including tech giants and start-ups alike. 

We take a look at why this is the case and what these businesses look for when hiring.

 

Growth in last five years

"As both new and large technology businesses have sought aggressive growth, sales and business development professionals have become more and more in demand. While these jobs can be difficult to secure due to the technical expertise required, they represent great opportunities." - Nick Louca, Associate Director (Robert Walters, New York).

Why work in IT?

There are a number of reasons why people want to work in IT sales jobs. Firstly, it’s a hugely topical and relevant sector at the moment and is benefiting from significant investment. It’s also an extremely forward-thinking industry. IT solutions have the ability to greatly impact businesses that purchase new technologies.

How easy is it to get into IT sales without relevant sector experience?

While it’s very hard to generalize, most employers do look for relevant sector experience and favor experience with similar brands. The exception to this is at the entry level, where you’ll be trained and taught all the processes you’ll need to know. For roles requiring more experience, employers are looking for ownership. They want to know what product you’ve sold, who you’ve sold it to and how you exceed targets. Most of all they are looking for achievements, so your CV will need to clearly articulate the successes you have had.

If you’re a consistently high achiever, an IT business may take a chance on you. But you’ll need to demonstrate exactly why you should be considered. While targets are very important, you’ll also need to articulate your interest in the IT sector. You may also need to be prepared to take a sideways or backward step in terms of status and/or salary.

Who are the main stakeholders?

The stakeholders you’ll be dealing with will often be C-level. If you’re in software sales, for example, you need to talk to CIOs because it’s more than likely the solutions you’ll be offering will offer a cost reduction or efficiency.

But at the same time, the products you’ll be selling may well be very technical and the people you’ll be selling to may not be. You’ll therefore need to be able to explain them in a way that people who are not from this background will be able to understand.

New York City now boasts home to a large tech community - including tech giants and start-ups alike.

Overall, these jobs represent a great opportunity to learn about new and interesting product lines and really carve out a niche for yourself.

Find out more about why your should consider a career in sales.

Start your sales job search today.

For more information, please contact:
Nick Louca, Vice President - Commerce (New York)
nick.louca@robertwalters.com
+1 212 704 9900

Simon Bromwell, Managing Director (San Francisco)
simon.bromwell@robertwalters.com
+1 415 549 2000

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