An information technology (IT) sales manager supervises the sales operations of an IT company, including hiring sales staff, developing sales strategies, and working directly with customers who have questions and concerns. This type of work requires good people skills, as IT sales managers need to be comfortable supervising employees, as well as interacting with members of the public. Companies also expect their sales staff to be knowledgeable about the products they sell, requiring a thorough understanding of information technology and the products offered by the parent company, as well as competitors.
Job responsibilities for an IT sales manager can vary, depending on the size of the company and the types of products it sells. One important part of the job involves the direction of sales personnel. The sales manager makes hiring and firing decisions, trains personnel in sales techniques, and assigns sales tasks including sales routes. The IT sales manager works to match salespeople with the best tasks, to increase overall sales for the company by connecting prospective customers with salespeople they will like.
This work can include developing sales materials and strategies so salespeople know how to accomplish sales goals in a variety of environments. People may use brochures, demonstrations, and other tools to educate customers. While sales and support departments are often separate, the IT sales manager needs to know the support department well, to work most effectively with customers who need assistance with installation, problems, and other issues.
A typical IT sales manager spends time in the office as well as the field. When customers have problems, they may escalate complaints to the sales manager, and this staff member often deals with angry or upset customers, working to resolve the issues that lead to complaints and keeping customers as happy as possible. The IT sales manager can also oversee company outreach through social networking, advertisements, and other methods, to make sure the company projects a positive image of itself.
Some people working in IT sales have degrees in sales, marketing, or information technology. Others apply experience in the industry to the job and may work their way up in the ranks of a given company to reach a sales position. The ability to work with people in diverse settings is very important, as IT companies may sell products everywhere from academic libraries to major companies, and need flexible staff who are familiar with the wide range of applications for their products and services.