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Tech & IT sales agents: what makes them special?

blog
published on 01/09/2025 - 14:20

With the acceleration of digital transformation, the tech and IT (information technology) sector is experiencing spectacular growth. To keep pace with this growth, players in the sector are looking for experienced sales agents capable of navigating a complex and competitive environment. But what does it mean to be a sales agent in such an innovative sector? What are the particularities, and what are the key skills in demand in the tech and IT sectors?

What does a sales agent do?

A sales agent is an intermediary between a company and its customers. As an independent professional, their role is to promote the products or services of their principal (the company they represent), identify opportunities, negotiate with customers and do everything possible to guarantee their satisfaction and foster long-term business relationships. 

Its main tasks involve: 

  • Market analysis: actively monitoring the market to anticipate changes and adjust strategy accordingly;
  • Prospecting: identifying potential new customers, understanding their needs and responding to them as effectively as possible;
  • Negotiating: negotiating and closing deals while looking after the company's interests;
  • Building customer loyalty: establishing a quality relationship with existing and newly acquired customers.

In the tech and IT sector, these tasks are accompanied by specific challenges directly linked to the complexity of technological solutions, a long sales cycle and rapid innovation. 

What does the Tech & IT sector encompass?

The Tech & IT sector covers a large number of sub-areas. Here are the most important ones:

  • Software and applications: such as SaaS (Software as a Service) solutions and the large number of business management tools (ERP, CRM, etc.);
  • IT equipment: all the company's IT hardware: PCs, tablets, smartphones, etc.
  • Cloud infrastructures: all the cloud platforms dedicated to data storage and management;
  • Cybersecurity: digital solutions designed to protect IT systems against intrusions and malicious acts;
  • Big data and AI: data analysis and artificial intelligence solutions for better decision-making, among other things.
  • IoT (Internet of Things): intelligent connected objects that transform industrial or domestic processes.
  • IT consulting: strategic expertise to support the digital transformation of businesses and organisations.

 

Please note: Each sub-area requires dedicated expertise because of the complexity and rapid evolution of technologies, and the specific needs of customers and their environments. 
 

Major market trends 

One of the distinctive features of the Tech & IT market is that it is constantly evolving. A number of major trends have emerged in recent years:

  • The growing adoption of the cloud: with businesses migrating en masse to cloud-based solutions;
  • The explosion of AI: in many sectors, artificial intelligence and machine learning are reinventing business processes;
  • Digital transformation: whatever their size or sector of activity, companies are adopting digital tools to stay competitive;
  • Cybersecurity: faced with an increasing number of cyber-attacks, companies are equipping themselves with enhanced protection solutions.

These major underlying trends are creating new needs and directly influencing companies' commercial strategies.
 

The 7 key features of the Tech & IT market

1. Complex products and services

Tech & IT solutions are often complex, requiring advanced technical knowledge and understanding. Sales agents working in this sector are experts: they must be able to translate these solutions into concrete benefits for the customer.

For example, ERP software cannot be marketed as a simple application. The sales agent must be able to explain how it optimises resource management, reduces costs and improves productivity.
 

2. Target markets

In the Tech & IT sector, potential customers can be very varied:

  • Large international groups looking for robust, scalable solutions;
  • SMEs in the digital transition phase, with specific needs and often limited budgets;
  • Technology start-ups looking for flexible solutions that can be implemented quickly;
  • Public authorities have stringent compliance and security requirements.

A wide variety of targets, requiring a tailored approach to meet their specific needs.

3. Long, complex sales cycles

Unlike simple or standardised products, IT solutions require compliance with specific specifications, needs analysis, technical demonstration phases and trial periods. The marketing of IT solutions often involves invitations to tender. The sales cycle can last several months, even a year or more, and involves many stakeholders.

The sales agent must therefore be patient, organised and persistent.
 

4. High budgets

Renewing a company's entire IT equipment or implementing the solutions needed for its digital transformation requires substantial budgets, often running into millions of euros. Sales agents, who are remunerated on a commission basis (percentage of sales or margin generated), benefit from particularly attractive remuneration packages.
 

5. Constant innovation

The tech and IT market is evolving at breakneck speed. What was new a year ago is probably already out of date. Companies have to constantly adapt their offering, and their sales agents have to be able to keep up with a sustained pace of innovation if they are to remain successful.

Constant technological innovation means that sales agents have to keep abreast of the latest developments. A rigorous technology watch is essential to ensure the relevance of their product and service offering.
 

6. Internationalisation 

Many tech and IT companies operate on a global scale... just like their customers! As a result, their sales agents need to have a good understanding of the cultural and legal specificities of the different international markets in which they operate.

7. High degree of customisation

Customers' needs are often highly specific, and the solutions proposed must be tailor-made. To meet their expectations as closely as possible, sales agents need to work closely with technical teams (developers, project managers) to develop offers that are perfectly tailored to the brief.
 

What are the key skills needed to succeed in this sector?

As well as mastering the specifics of tech and IT, successful sales agents in this sector have a number of essential key skills:

  • A good knowledge of the market: in-depth knowledge of the IT sector, its players, the issues at stake and the major underlying trends enables sales agents to position themselves as true experts in their customers' eyes.
  • Technical skills: although they may not have trained as engineers, Tech & IT sales agents need to have a thorough understanding of the technical fundamentals of the solutions they sell, so that they can answer their customers' questions and establish their credibility.
  • A wealth of experience: a few years' experience in the IT sector or in selling complex solutions is a major advantage. This enables you to better anticipate customer expectations and master the various stages of long sales cycles.
  • Customer relations: sales agents in the tech and IT sector must be able to establish lasting relationships of trust with their customers. In a highly competitive market, the quality of this relationship can make all the difference between winning and losing a contract.
  • Ongoing training: in a sector where technologies are constantly evolving, sales agents must regularly update their skills through training modules, conferences led by experts or certifications.
     

Conclusion

Working as a sales agent in the tech and IT sector offers stimulating career opportunities in a constantly changing environment. Marketing innovative solutions and participating in the digital transformation of businesses can be very rewarding, both intellectually and economically. However, it requires advanced technical skills, a great ability to adapt and a taste for taking on complex challenges. 

If you're a salesperson with a passion for the digital world, motivated by the sector's attractive remuneration packages, this is the job for you!
 

Are you a successful salesperson in the IT equipment and services or leasing sectors? Would you like to be more autonomous in your business and earn a flat-rate income? Then becoming a sales agent could be for you.

Econocom, the European leader in digital business transformation, is recruiting 100 sales agents across Europe. 

To find ou more, click here!
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