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Become A Software Sales Representative

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Working As A Software Sales Representative

  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • Organizing, Planning, and Prioritizing Work
  • Communicating with Persons Outside Organization
  • Make Decisions

  • $76,190

    Average Salary

What Does A Software Sales Representative Do At IBM

* Develop, own and maintain the Executive client relationship, acting as an advocate and trusted resource, proactively mobilizing IBM resources (Services, Support, Sales, Product Mgmt. etc.. ) on behalf of the client; and creating a streamlined IBM client experience
* Effectively and independently deliver the IBM vision & value proposition for the given solution, demonstrating a keen understanding of market conditions, competitive landscape and clients’ business goals and pressures
* Demonstrate products, features and functions as a means to developing and progressing opportunities
* Drive focused education and activity for IBM SaaS offerings in competitive accounts with a focus on ‘winbacks’ or FIE wins.
* Handle the commercial aspects of the relationship such as contract negotiations with clients, working closely with the sales management, finance, and pricing where necessary
* Ensure clients have access to the right success Activities; onboarding programs, training, CSMs, services, support etc
* Anticipate factors that could impede customer satisfaction and work to remove roadblocks to client success
* Demonstrate effective use of heat maps, sales plays and unique offerings as a way to increase pipeline and drive new logo sales
* Maintain sales hygiene with accurate and timely forecasting for your book of business, leverage IBM Exec sponsors etc

What Does A Software Sales Representative Do At Ams Retail Solutions

Developing an understanding of the small business retail industry through research, reading and continued training Contact prospects via telephone and face-to-face to obtain critical information about business needs and challenges Ability to identify problems and opportunities within each prospect account to win business opportunities Conveying the benefits and value of retail POS technology to prospects Proven ability to develop relationships with prospects Strong prospecting, qualifying and closing skills Ability to learn business software applications Demonstrating retail POS software technology via the internet and face-to-face Sales proposal presentations Effectively manage a prospect pipeline from opportunity identification to closure Experience with software, services and solutions Meeting and exceeding sales goals measured by sales contacts per day and sales revenue generated Strong organizational skills Working knowledge of Microsoft Outlook, Word, Excel, PowerPoint and CRM software Occasional overnight travel Trade Show participation, booth set-up and take-down Dependable late model transportation and valid driver's license Strong verbal and written communication skills Strong attention to detail High energy, enthusiasm and demonstrated passion for business growth

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How To Become A Software Sales Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.


A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.


Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.


Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Software Sales Representative jobs

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Software Sales Representative Career Paths

Software Sales Representative
Project Manager Senior Manager Director Of Sales
Area Sales Director
11 Yearsyrs
Business Development Manager Director Of Sales
Director Of Enterprise Sales
12 Yearsyrs
Business Developer Business Development Manager Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Senior Account Manager Manufacturer's Representative National Account Manager
Enterprise Account Manager
9 Yearsyrs
Sales Manager Operations Manager
General Manager
7 Yearsyrs
Territory Manager Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Manager General Manager Account Manager
National Account Manager
8 Yearsyrs
Senior Account Executive Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Inside Sales Representative Account Executive Regional Sales Manager
Northeast Regional Sales Manager
11 Yearsyrs
Inside Sales Representative Sales Consultant District Sales Manager
Regional Business Manager
10 Yearsyrs
Business Developer Business Manager Regional Sales Manager
Regional Sales Director
10 Yearsyrs
Sales Manager General Manager Account Executive
Regional Sales Manager
9 Yearsyrs
Business Development Manager Operations Director Territory Manager
Regional Territory Manager
9 Yearsyrs
Sales Specialist Sales Manager District Manager
Senior District Manager
8 Yearsyrs
Project Manager Product Manager Director Of Sales
Senior Sales Director
9 Yearsyrs
Regional Sales Manager National Account Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Sales Specialist Account Manager Sales Manager
Senior Sales Manager
7 Yearsyrs
Senior Account Manager Account Executive Territory Sales Manager
Southeast Regional Sales Manager
10 Yearsyrs
Territory Manager Sales Specialist Account Manager
Territory Account Manager
8 Yearsyrs
Senior Account Executive Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Software Sales Representative Demographics


  • Male

  • Female

  • Unknown



  • White

  • Hispanic or Latino

  • Asian

  • Unknown

  • Black or African American

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Languages Spoken

  • Spanish

  • French

  • Portuguese

  • Italian

  • Swedish

  • German

  • Japanese

  • Dutch

  • Afrikaans

  • Vietnamese

  • Czech

  • Polish

  • Arabic

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Software Sales Representative

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Software Sales Representative Education

Software Sales Representative

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Top Skills for A Software Sales Representative


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Top Software Sales Representative Skills

  1. Software Products
  2. Monthly Quota
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • Communicated features and benefits about software products and consulting services.
  • Negotiated terms on new and renewal contracts and met or exceeded monthly quota.
  • Organized and trained a system of distributors to better penetrate/maintain sales territory.
  • Analyzed the potential software sales growth in multiple regions and provinces.
  • Established a baseline customer service level for data conversions.

Top Software Sales Representative Employers

Software Sales Representative Videos

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