ICT Sales Professionals manage client accounts and represent companies in selling a range of computer hardware, software and other ICT goods and services to industrial, business, professional and other organisations.

A Bachelor Degree or higher, or at least 5 years of relevant experience, is usually needed to work in this job. Many workers have not had any formal training after finished high school. Relevant vendor certification may also be useful.

Tasks

  • compiling lists of prospective client businesses using trade directories and other sources
  • acquiring and updating knowledge of employer's and competitors' goods and services, and market conditions
  • visiting regular and prospective client businesses to establish and act on selling opportunities
  • assessing customers' needs and explaining the goods and services which meet their needs
  • promoting employers' ICT goods and services to existing and prospective clients
  • quoting and negotiating prices and credit terms, and completing contracts and recording orders
  • arranging delivery of goods, installation of equipment and the provision of services
  • reporting to sales management on sales made and the marketability of ICT goods and services
  • following up with clients to ensure satisfaction with ICT goods and services purchased, arranging modifications and resolving any problems arising
  • preparing sales reports, and maintaining and submitting records of business expenses incurred

Job Titles

  • ICT Account Manager
  • ICT Business Development Manager
  • ICT Sales Representative
  • ICT Account Manager

    Manages sale of computer hardware, software and services to existing account clients and identifies further sales opportunities within these accounts, builds new account clients, manages customer satisfaction and retention, and coordinates the preparation and presentation of ICT sales proposals and tenders.

  • ICT Business Development Manager

    Identifies and generates new ICT business opportunities to further improve market share and awareness by gaining an understanding of customers' ICT needs and promoting goods and services to these customers. May manage some key customer accounts.

  • ICT Sales Representative

    Develops and converts sales opportunities into sales of computer hardware, software and ICT services.

Fast Facts

  • Avg. Weekly Pay

    $1,948 Before Tax
  • Future Growth

    strong
  • Skill Level

    Bachelor Degree or higher
  • Employment Size

    16,100
  • Unemployment

    average
  • Male Share

    74.5%
  • Female Share

    25.5%
  • Full-Time Share

    92.6%

Find Vacancies

This is a medium sized occupation employing 16,100 workers. Over the past 5 years the number of jobs has stayed about the same.
Strong growth is expected in the future. New jobs and turnover from workers leaving may create between 10,001 and 25,000 job openings over the 5 years to 2020.

  • While there are jobs in many parts of Australia, New South Wales has a large share of ICT Sales Professionals.
  • They mainly work in: Professional, Scientific and Technical Services; Information Media and Telecommunications; and Wholesale Trade.
  • Almost all work full-time. Full-time workers, on average, work 39.9 hours per week (compared to the all jobs average of 40 hours).
  • Average earnings for full-time workers are around $1,948 per week (very high compared to the all jobs average of $1,230). Earnings tend to be lower when starting out and higher as experience grows.
  • The average age is 38 years (compared to the all jobs average of 40 years).
  • Around 7 in 10 workers are male.
  • In 2016, the unemployment rate was similar to the average.

Employment Outlook

Number of Workers

Source: ABS Labour Force Survey, Department of Employment trend data to November 2015 and Department of Employment projections to 2020.
YearNumber of Workers
20058200
200610600
200713500
200814900
200913800
201016200
201113800
201214400
201314400
201414200
201516100
202018300

Weekly Earnings

Full-time Earnings

All Jobs Average

Weekly Earnings (before tax)

Source: Based on ABS Characteristics of Employment survey, August 2015, Cat. No. 6333.0, Customised Report. Median earnings are before tax and do not include superannuation. Earnings can vary greatly depending on the skills and experience of the worker and the demands of the role. These figures should be used as a guide only, not to determine a wage rate.
EarningsICT Sales ProfessionalsAll Jobs Average
Full-Time Earnings19481230

Hours

Weekly Hours Worked

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Hours actually worked by people who usually work full-time, and share of employment by full-time and part-time status, for this job compared to the all jobs average.
CategoryICT Sales ProfessionalsAll Jobs Average
Full-time92.668.4
Part-time7.431.6
Average Weekly Hours (full-time)39.940.0

Main Industries

Top Industries

Main Employing Industries (% share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Industries are based on the Australian and New Zealand Standard Industrial Classification (ANZSIC 06).
Main Employing IndustriesIndustry (% share)
Professional, Scientific and Technical Services43.1
Information Media and Telecommunications21.5
Wholesale Trade16.6
Retail Trade11.2
Other Industries7.6

States and Territories

  • NSW

  • VIC

  • QLD

  • SA

  • TAS

  • NT

  • ACT

Employment by State and Territory (% share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Share of workers across Australian States and Territories, in this job compared to the all jobs average.
StateICT Sales ProfessionalsAll Jobs Average
NSW47.631.8
VIC30.325.5
QLD10.119.8
SA2.26.8
WA6.511.2
TAS0.72.0
NT0.31.1
ACT2.31.8

Age Profile

Age Profile (% share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Age profile of workers in this job compared to the all jobs average.
Age BracketICT Sales ProfessionalsAll Jobs AverageAll Jobs Average
15-191.5-5.45.4
20-246.1-9.99.9
25-3427.7-23.423.4
35-4436.5-21.721.7
45-5418.9-21.121.1
55-594.4-8.78.7
60-643.7-5.95.9
65 and Over1.0-3.83.8

Gender

Male Share

Female Share

Gender (% share)

Source: Based on ABS Labour Force Survey, annual average 2016, Cat. No. 6291.0.55.003: Customised Report. Male and female share of employment in this job compared to the all jobs average.
CategoryICT Sales ProfessionalsCategoryAll Jobs Average
Males74.5Males53.6
Females25.5Females46.4

Education Level

Top Education Levels

Highest Level of Education (% share)

No data is available for the selected graph for this Occupation.

A Bachelor Degree or higher, or at least 5 years of relevant experience, is usually needed to work in this job. Many workers have not had any formal training after finished high school. Relevant vendor certification may also be useful.

If you are interested in this style of work, there are a wide range of training options available that could lead to this or a similar job.
The pathway that is right for you will depend on your skills and interests.

It is a good idea to speak to industry bodies, employers, and workers to learn more about the skills and qualifications you will need.

Employers look for ICT Sales Professionals who have strong interpersonal skills and provide good customer service.

Knowledge

The topics, subjects, or knowledge areas workers rate as most important are shown below.

  1. Customer and Personal Service

    88% Important

    Customer and personal services. This includes understanding customer needs, providing good quality service, and measuring customer satisfaction.

  2. Sales and Marketing

    86% Important

    Showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

  3. English Language

    73% Important

    English language including the meaning and spelling of words, rules of composition, and grammar.

  4. Administration and Management

    63% Important

    Planning and coordination of people and resources.

  5. Mathematics

    63% Important

    Arithmetic, algebra, geometry, calculus, or statistics.

Occupational Information Network Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products Opens in a new window
O*NET is a trademark of the U.S. Department of Labor, Employment and Training Administration. The information on this site is derived from the US Department of Labor O*NET Database Version 21.2

Learn about the daily activities, and physical and social demands faced by workers. Explore the values and work styles that workers rate as most important.

Activities

The work activities workers rate as most important are shown below.

  1. Building Good Relationships

    88% Important

    Building and keeping constructive and cooperative working relationships with others.

  2. Getting Information

    73% Important

    Looking for, getting and understanding different kinds of information.

  3. Communicating with Supervisors, Peers, or Staff

    70% Important

    Giving information to supervisors, co-workers, and staff by telephone, in written form, e-mail, or in person.

  4. Organizing, Planning, and Prioritizing Work

    70% Important

    Deciding on goals and putting together a detailed plan to get the work done.

  5. Communicating with Persons Outside Organization

    69% Important

    Communicating with customers, the public, government, and others in person, in writing, or by telephone or e-mail.

Occupational Information Network Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products Opens in a new window
O*NET is a trademark of the U.S. Department of Labor, Employment and Training Administration. The information on this site is derived from the US Department of Labor O*NET Database Version 21.2

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