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Career Story: Director Of Sales For A Computer Firmware Developer

Director Of Sales For A Computer Firmware Developer

Job Title: Director Of Sales

Type of Company: My company develops firmware for use in servers and mobile computers.

Education: MBA, Boston College

Previous Experience: I worked as a sales manager and account manager at a few other high tech companies, selling software to medium and large accounts.

Job Tasks: I am responsible for finding new customers and selling them our products and services. Normally, I find these new accounts through our distribution partners, technology partners or people who approach us directly. I pitch our services and coordinate other resources to close the sale, though the process is often drawn out, taking 6 to 12 months from first contact to purchase order. After closing the sale, I make sure the customer gets good, ongoing technical support and is generally happy.

In order to do this I have to be able to communicate well both in writing and over the phone, manage my time well, maintain a positive attitude, like working with people and be willing to coordinate the activities of others.

Always ask "What is the next action?" until you reach your objective.

Best and Worst Parts of the Job: The best part of the job is that it's rarely boring, always busy, and the money can be good.

The worst part? Dealing with customers' constant demands and the pressure, inside the company, to meet quarterly sales goals. The travel that's required can be the best or the worst part, depending on your outlook.

Job Tips:
1. Find a company with hot technology and ride their wave of success.

2. Be assertive and persistent, not rude.

3.Learn to listen and communicate.

4. School background doesn't matter much, but it's useful to have taken some business courses and to understand computers. Instead, take a sales course or read Jeffrey Gitomer's "Little Red Book of Selling."

Additional Thoughts: Sales can be very rewarding, but is generally a high pressure job. That is why it pays well. You must be able to communicate well, be energetic, accept defeat (you cannot win them all) and be persistent to achieve your objectives. You must have a sense of urgency in sales. It is very black and white: you make your objective or you do not, but you can be well rewarded for making your objective.

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