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SALES JOBS, SALES POSITIONS, SALES VACANCIES, SALES CAREERS & GRADUATE JOBS

Information Technology

If you are considering a professional sales career, a graduate, have a trade / technical background or some relevant industry experience & planning on changing careers, then click on the links below. They provide an insight into sales along with helpful career advice from salespeople working in the types of industries / market segments we recruit for:

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Sales Jobs Minimize

Career Advice, Career Counselling, Career Development, Career Education, Career Guide & Career Planning

Michael - Business Development Manager / Globalnet Solutions Australia

What did you do before you started your sales career?

I was studying at University and working in a retail store.

What was your first sales job and how did you land it?

My first sales job (Account Manager) was for a smallish computer reseller. I landed the job because I presented myself as someone who wanted to grow with the company and was happy to take a very low base wage.

Explain what you like about your current sales position.

The autonomy, diversity & strategy associated with closing more consultative-based deals and also being exposed to leading edge technologies that allow me greater penetration into the enterprise market.

Tell us what you don’t like about sales jobs.

Long sales cycles make daily motivation difficult and dent morale if wins do not follow. Pressure is high to perform.

What are some common sales myths in the Information Technology industry?

We can't compete with a Value Added Reselller (VAR) or large-scale solutions provider. Decision makers are always looking for ways to make their lives easier - often they prefer specialist, boutique organisations that allow greater flexibility than the multi-tiered, bureacratic, process driven provider.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

You need to know what it takes to work intelligently through a sale. Everything has a process - whether you're building a house, restoring an old car or persuading someone to buy your product or service. Understand the process and the employer will trust that you can learn the rest through experience.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Create a list of DAILY goals to achieve - calls, appointments etc, and MEET them. Your activities define you as a salesperson.

The results WILL follow.

 


Peter Hannan - Managing Director / Hannan IT

What did you do before you started your sales career?

Service Delivery Management, IT Management, Consulting, Team Leader, Analyst & Programming

What was your first sales job and how did you land it?

I was an Account Management for Advantra – headhunted from Fujitsu…

Explain what you like about your current sales position.

I’m now a business owner and I like being in charge rather than suffering the leadership of others.

Tell us what you don’t like about sales jobs.

I haven’t quite had the confidence to delegate roles in corporate, sales and delivery – so I end up involved in lots of ‘transactional’ matters.

What are some common sales myths in the Information Technology industry?

That everyone in IT is an expert about computers.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Start off in an Account Management sales role. Getting into Account Management generally requires some technical skill OR seniority OR success in a product sell that moves into a service / solution sell.

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career?

Do some sales training courses, be conscientious, goal-focussed and learn to ignore internal company blockers that can distract you from your goal.

 


Caron - Business Development Manager / ComputerCorp

What did you do before you started your sales career?

I started as a shop assistant in a sports store in Chadstone Shopping Centre. This was my first job after deferring from college. I never intended for this to be my career. To my parent’s horror, I never returned to college and I ended up managing the store after six months and stayed for about two and a half years before travelling overseas. . 

What was your first sales job and how did you land it?

When I decided to return to work (when my daughter started school) I started an office job which I hated! I found a small ad in the paper advertising for a telephone sales executive selling paper and consumables.

This was my first real break working for Fuji Xerox.  

Explain what you like about your current sales position.

My current job allows me to effectively run my own business. I’m selling leading edge technology with a business model hard to refuse. The challenge here is immense and I’m’ loving it!  

Tell us what you don’t like about sales jobs.

Nothing!

What are some common sales myths in the Information Technology industry?

Cisco is expensive – not with us

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Do your research, get good career advice and get as much sales training as you can. It takes a good 7 years of sales experience in the field before you can handle every situation and even then, you never stop learning.

There is ALWAYS someone better than YOU!

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career? 

Be persistent and don’t give up.The most important thing to remember to do is LISTEN to your customer – Sell … Don’t tell!

I also wish I had had the opportunity to be better prepared when I started. Having the opportunity to attend profesional sales training workshops or seminars is important because most people without any selling experience have no idea.

 


David – Business Development Manager / Visits

What did you do before you started your sales career?

Production Manager in Textiles Industry. I also studied Textiles at RMIT and found myself not enjoying what I did and could see that the industry had a bad future ahead.

What was your first sales job and how did you land it?

Sales representative at Fone Zone. I met the State managers at their Christmas party and impressed them enough to hire me the following week.

Explain what you like about your current sales position.

Achieving goals, and the freedom and the ability to achieve more money if I work harder. I am also a sports lover and enjoy the thrill of the hunt! So achieving targets and numbers is as good as a goal in Soccer!

Tell us what you don’t like about sales jobs.

Being perceived as a TYPICAL sales person! I also find that there are a lot of lazy sales people and people will judge you before they know you.

What are some common sales myths in the Information Technology industry?

That selling IT related products takes a thorough knowledge of IT and that highly technical people can only sell it! This myth is the furthest from the truth! Most customers don’t have a great understanding of technology and don’t want an explanation that is too complicated. They want an honest recommendation from someone who understands their needs and requirements.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Always Persevere!! Persistence beats resistance!  Where one door closes, another door opens is a saying that always motivated me, but this saying is only true for those that search for the door! My final bit of advice is that ‘People Buy People’ they ‘Don’t Buy Product!’ Once you get in front of the company you are applying for, or the company you are selling to, sell yourself first, and the product will sell itself!

 


Hannah – Business Development Manager / Friday Media

What did you do before you started your sales career?

I studied a Bachelor of Communications (Public Relations) at University. Then went on to work for the British Consulate-General helping Australian companies set up a branch or subsidiary in the UK.

What was your first sales job and how did you land it?

My first sales job is my current BDM role with Friday Media. I was put forward for the job by an recruitment organisation and the MD and I hit it off right away.

Explain what you like about your current sales position.

I love the freedom of Business Development because virtually everything I do is proactive rather than reactive. I am not tethered to a desk doing the nine to five, and my success in sales completely depends on my own smarts and willingness to put in the effort every day.

Tell us what you don’t like about sales jobs.

Losing a deal. You can’t win them all, but that should not stop you trying!

What are some common sales myths in the Information Technology industry?

I’m still working them out.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Make sure you are looking for a challenge and have the personal motivation to push yourself every day. Then network and complete a good sales course. If you have the potential, confidence and motivation, opportunities will arise. 

 


Simon – Managing Director / Fresh Dynamics

What did you do before you started your sales career?

Working as an IT Administrator in a clothing manufacturer

What was your first sales job and how did you land it?

My first sales job actually resulted in me taking a technical “Network Engineer” role at a consulting firm only for the firm to lose the contract the day before I started!  The firm apologised and said I can either not bother starting (for some financial compensation) or I could take the job, but I’ll need to bring enough clients on within three months to cover my salary.  I jumped in the deep end and took on the 3 month challenge.  Prior to this I had NO sales experience whatsoever – I was a 19 year old self taught IT administrator with 6 months experience.

Explain what you like about your current sales position.

Current sales position is enjoyable as I meet with different people every day and need to develop customised solutions to meet their needs.  Literally something different everyday!

Tell us what you don’t like about sales jobs.

Motivation can be difficult at times.  I believe you need to be quite strong to keep pushing yourself to get out there – especially in hard economic times when no one is prepared to invest in IT unless it’s a necessity.

What are some common sales myths in the Information Technology Services industry?

Providing you can demonstrate value add to your clients, you can take anyone on.  It’s a complete myth that you cannot win a client of 1,000 seats if your business only has 5 people.  If you have a solid service offering, you can sell to any prospect.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Working in sales in my industry is not an easy job. (... however the rewards are great!) There are 100’s of competitors all claiming they can do what you do better/cheaper. You need to be able to demonstrate the value add benefits from your first point of contact.  Due to the highly competitive IT Services industry, I believe you need to focus on the intangible benefits.  If you can convey these benefits from the first point of contact onwards, you’ll find the position much easier and rewarding to fill.

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career?

Persistence is the key.  Results don’t happen overnight and rarely is someone a pure ‘natural’.  A well devised sales plan and strategy will get you results – it’s only a matter of time.

One of the best things you can do is get some professional sales training.

 


Amos - BDM / Hannan IT

What did you do before you started your sales career?

I have been in the IT industry for over 15 years.  Most of those have been in ‘Delivery’ type roles but throughout this time I have been getting involved in business development,  pre sales and sales activities as I find those generate much more excitement than your average delivery (business analysis, project manager etc..) type roles

What was your first sales job and how did you land it?

About 6 years ago, while looking for a job I decided to try my luck at business development and started promoting a software solution that is developed overseas.  I found this to be immensely enjoyable but at the same time frustrating.  I gave up eventually and got a job because I could not grow the business to sustain me.  I knew the potential existed but I was not able to realize it.  I also knew it was related to the way I was carrying out the role, not necessarily to me in person.  Hence I continued promoting the software and trying different strategies to change the results.  Some of those changes did yield good results

Explain what you like about your current sales position.

Unlike Delivery type roles which require a lot of paperwork that you often think to yourself ‘what is the value-add of all this?’  with sales it is much easier to carry out only value-add activities because you should know what your objectives are, all along the way and should be monitoring if you are getting closer to achieving them and if what you are doing is moving you in that direction.

A sales role is much more of a ‘roller coaster’ ride.  Get the buzz of an impending sale and the excitement of getting the order as well as the frustration and total disappointment that comes as part of losing.  You get more ‘highs’ and you get more ‘lows’ but it’s better than the flat monotonous feel of many other roles.  Essentially, you feel more alive 

Tell us what you don’t like about sales jobs.

With a Sales role, you cannot hide!  If you do not perform, it is obvious as the targets are clearly visible.  This can put a lot of pressure when things are not going your way and it can be difficult to motivate yourself and perform at peak, but essentially, that’s the key because low points will be there during some of the time

What are some common sales myths in the Information Technology industry?

If you sell ‘cheap’ more people will buy! – wrong wrong wrong

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

You need to make sure you view the sales profession in a favourable way.  The sales person job is to solve problems, ease pain and make people feel good.  It is not to get the order, push goods, get the money and move on.  Once you realize that, you need to understand that just like any profession, sales requires certain skills, some of which you may have, some of which you need to develop.  Use the knowledge of others, no need to re-invent the wheel but essentially create a method that works for you

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career?

Sales does involve activities which may put you outside of your comfort zone.  When that happens it’s all too easy to go back to those activities we feel comfortable with.  If you are clear about what needs to be done to attain the results, DO THOSE THINGS.  If it’s not clear what needs to be done, you should stop everything and work out those things first.

 

 


 

Graham - Business Development Manager / Enspire Australia

What did you do before you started your sales career?

I was an Office Manager and PA to a Vice-President of a US owned Tier 1 ISP in London

What was your first sales job and how did you land it?

My first sales job (Infrastructure Solutions) was with Business Systems Group (BSG), a $20m+ turn over IT reseller in London.  I was brought into Sales on the recommendation of a contact that worked at BSG, my main focus was working alongside this person winning deals from my previous Company (the ISP), mainly working in the dot com boom of the late 90’s.

Explain what you like about your current sales position.

The challenge of selling new technology platforms to SME clients in Australia.  I now focus more on selling hosting (desktop as a service) to Companies that generally haven’t considered this area before.  The challenge and diversity of working with different sectors, companies and an endless supply of contacts to speak with makes each day enjoyable and far from mundane! 

Tell us what you don’t like about sales jobs.

Long sales cycles for certain products or services can be challenging, and of course you do have to sell to keep your job (but if you follow the right steps you will always be able to sell).  The main thing I don’t like about sales jobs is losing deals, unfortunately you can’t win them all!

What are some common sales myths in the Information Technolgy industry?

I think still a typical client myth regarding IT resellers within smaller clients is that the IT reseller must be ‘on the take’ when recommending certain hardware vendors (if only clients realized how little margin there is in box shifting these days J).  The myth is clearly not the case, but I still come up against it at times.

What career advice would you give a graduate or person thinking of a career change so they could find sales vacancies in your industry?

Be confident in yourself, enjoy speaking with people, enjoy hard work and perseverance, and most of all don’t worry about knock backs (be it from potential clients or employers, if you want a sales job and you have an interest in what you are selling you will get a job, and you will be successful).

Is there any other career advice you would give to someone thinking about sales jobs and starting a sales career?

Remain disciplined in your actions, so in sales make sure you are constantly growing your pipeline and speaking to more people, never dismiss contacts you make as you progress through you’re career as you never know who they know or when you’ll meet them again professionally.

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