What does the job of an IT sales manager or sales director in the information technology sector involve?
An IT sales manager or sales director in the IT sector is a strategic and leadership role responsible for driving the company’s revenue growth through the sale of IT solutions, products and services.
What are their key responsibilities?
- Define and execute the commercial strategy in line with the company’s objectives.
- Develop and manage key accounts, identifying new business opportunities and retaining existing customers.
- Lead and coordinate the sales process for IT solutions and services, from identifying needs to closing deals.
- Collaborate closely with the pre-sales, marketing and finance departments to ensure competitive and viable proposals.
- Monitor sales targets, pipeline and KPIs, ensuring that results are met.
- Analyse the market and technological developments to anticipate trends and adapt the commercial offering.
- Represent the company to strategic customers, acting as a trusted technology partner and advisor.
What professional profile should someone dedicated to these tasks have?
The professional profile of someone dedicated to these tasks must combine solid commercial experience with a good knowledge of the technological environment.
This is a professional with a track record in sales of IT solutions or services, accustomed to managing strategic accounts and complex sales cycles, interacting with different levels of decision-making within the client.
They must have the ability to understand business needs, translate them into valuable technological solutions and coordinate internal multidisciplinary teams, acting as a reference point and main point of contact.
It is also important that they have a strategic mindset, be results-oriented, have leadership skills and a proactive attitude towards innovation and continuous change, which characterises the technology sector.
What skills are required?
At the commercial level, results orientation, negotiation skills, strategic account management, and the development of long-term customer relationships are key.
From a technological point of view, a good understanding of IT solutions and market trends is needed to translate business needs into concrete value propositions, working together with technical and pre-sales teams.
Leadership, effective communication, teamwork and cross-functional management skills are also essential, as the role involves interaction with multiple internal areas.
Finally, adaptability to change, strategic thinking and the ability to make decisions in dynamic environments are essential in a context of constant technological evolution.
How should they interact with other areas of the company?
Interaction with other areas of the company must be constant, collaborative and aligned with the strategic objectives of the business.
In a position like mine, you have to act as a link between the commercial area and internal teams such as Marketing, Pre-Sales, Operations, Finance and After-Sales, ensuring fluid and transparent communication.
This collaboration allows for a better understanding of customer needs, the development of comprehensive value propositions, the guarantee of the technical and economic viability of solutions, and the assurance of proper execution and customer satisfaction.
Likewise, proactive interaction with other areas facilitates the identification of opportunities for improvement, innovation, and growth, strengthening the company’s internal efficiency and commercial results.
How does the evolution of new technologies influence this work?
The evolution of new technologies has a direct and constant influence on the role of the IT Sales Manager, as it impacts both customer needs and the solutions that the company can offer, and this role leads this evolution within their own team.
It is essential to stay up to date on trends such as cloud, cybersecurity, artificial intelligence, automation, data analytics and the workplace in order to anticipate market demands, identify commercial opportunities and propose innovative, high-value solutions.
In addition, rapid technological evolution requires close collaboration with technical and pre-sales areas, ensuring that proposals are competitive, viable and aligned with the company’s technology strategy.
In this way, the entire team becomes a strategic consultant to the customer, helping them understand how technology can drive efficiency, digital transformation, and business growth.
