How to Become a Tech Sales Rep

Technology companies continue to grow. The Bureau of Labor Statistics (BLS) reported computer systems design and related services added 154,000 new jobs in February.

And while tech companies continue to look for new talent in coding and development, more than half the jobs available require no specific technical skills. These roles include marketing, operations, and technical sales. Sales staff work directly with clients and consumers, explaining the benefits of software or services.

The computer systems design and related services industry employed almost 140,000 people in sales roles, with a average salary of $95,420 in May 2020. This guide covers essential skills and qualities tech companies look for in a tech sales rep.

A tech sales rep often takes on the role of consultant, working with clients and customers to evaluate their needs and recommend products and services. They build relationships with clients, negotiate contracts, and ensure customer satisfaction by working with other company teams, such as customer support or development. Tech sales reps excel in persuasion, active listening, and understanding others’ reactions.

While many tech sales jobs do not require formal education, employers seek sales reps to build relationships with customers and other teams. Often, tech sales reps bring practical experience in different types of sales, such as retail sales. Some sales reps may have a degree in business or a related field.

Tech sales reps do need to understand the products they promote. Communication between the sales team, development team, and marketing groups can help ensure the sales staff understands the key features of technical products. Tech sales reps must also pay attention to details and keep a well-organized office and schedule.

Some companies also require tech sales reps to hold a valid driver’s license and be able to travel to meet with customers in person.

You can begin your tech sales career with a high school diploma. Working in retail or another type of sales can prepare you to work with people and build the communication skills necessary for a successful sales career. However, the technical nature of tech sales may require some understanding of coding, software, and business. Many companies also offer training programs specific to their product.

Educational options include:

Tech sales reps may also hold specialized career certifications in healthcare or technology. Certification as a pharmacy technician, emergency medical technician, or nurse can benefit you in a sales profession. You can also find sales-focused training through the Manufacturers’ Representatives Educational Research Foundation (MRERF) or the Association of Technology, Management, and Applied Engineering (ATMAE).

MRERF offers professional credentials for certified professional sales consultants and certified professional manufacturers’ representatives, as well as in manufacturers’ best practices. ATMAE offers a certified technical professional credential.

Becoming a tech sales rep can take a few months or several years, depending on the educational path you choose. Options include several weeks for a coding bootcamp program to four or more years for an undergraduate degree.

Coding bootcamps, which do not require prior coding experience, require 12-40 weeks, with full-time and part-time options. A certificate in computer programming or IT support from a vocational college often requires about 12 months of study.

An associate degree in business or computer science typically requires 60 credits and takes at least two years to complete. A bachelor’s degree in these fields can require four years or more.

You may need several years of sales experience outside of tech before seeking a tech sales job. You can gain this experience while you pursue your education. Be sure to track key metrics related to sales volume to showcase your expertise to potential employers.

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