Financial ServicesISCO 2434

ICT account manager

An ICT account manager is a person who builds business relationships with clients in order to sell computer hardware, software, telecommunications services or other ICT services. The role is a sales role with a technical subject: the client is buying systems that have to work together, so the conversation runs on what the product does as much as on what it costs.

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Rate 5 of the 20 essential skills of this occupation (European ESCO data). No account needed.

guarantee customer satisfaction

apply company policies

implement marketing strategies

maintain relationship with customers

perform data analysis

About ICT account manager

Product knowledge is the foundation. The account manager has to understand what is being sold well enough to say what it will and will not do for a particular client. On that basis the manager identifies new business opportunities and spots which existing clients have a need they have not yet named.

Running the account is the daily work. The account manager develops a strategy for each account, implements sales strategies and sales techniques, maintains the client relationship, and carries out client follow-up after a delivery rather than moving straight to the next sale.

The numbers close the circle. The account manager meets sales targets, maximises sales revenue, and manages the procurement and delivery of products to the client while keeping the account profitable. Discounts and scope are therefore negotiated with the margin in view.

European Skills Framework

Skills and knowledge areas required for this occupation based on European classification.

Essential (20)

sales argumentationsales argumentationTechniques and sales methods used in order to present a product or service to customers in a persuasive manner and to meet their expectations and needs.accounting techniquesaccounting techniquesThe techniques of recording and summarising business and financial transactions and analysing, verifying, and reporting the results.channel marketingchannel marketingThe strategies and practices, including channel sales, that involve distributing products directly and indirectly through partners in order to bring the products to the end consumer.product comprehensionproduct comprehensionThe offered products, their functionalities, properties and legal and regulatory requirements.sales strategiessales strategiesThe principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.guarantee customer satisfactionguarantee customer satisfactionHandle customer expectations in a professional manner, anticipating and addressing their needs and desires. Provide flexible customer service to ensure customer satisfaction and loyalty.apply company policiesapply company policiesApply the principles and rules that govern the activities and processes of an organisation.implement marketing strategiesimplement marketing strategiesImplement strategies which aim to promote a specific product or service, using the developed marketing strategies.maintain relationship with customersmaintain relationship with customersBuild a lasting and meaningful relationship with customers in order to ensure satisfaction and fidelity by providing accurate and friendly advice and support, by delivering quality products and servic...perform data analysisperform data analysisCollect data and statistics to test and evaluate in order to generate assertions and pattern predictions, with the aim of discovering useful information in a decision-making process.perform customers’ needs analysisperform customers’ needs analysisAnalyse the habits and needs of customers and target groups in order to devise and apply new marketing strategies and to sell more goods in a more effective way.implement customer follow-upimplement customer follow-upImplement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.manage contractsmanage contractsNegotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, ...use customer relationship management softwareuse customer relationship management softwareUse specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase t...maximise sales revenuesmaximise sales revenuesIncrease possible sales volumes and avoid losses through cross-selling, upselling or promotion of additional services.produce sales reportsproduce sales reportsMaintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.develop account strategydevelop account strategyCreate the strategic goals and actions for future interaction with an account for the organisation.implement sales strategiesimplement sales strategiesCarry out the plan to gain competitive advantage on the market by positioning the company's brand or product and by targeting the right audience to sell this brand or product to.identify new business opportunitiesidentify new business opportunitiesPursue potential customers or products in order to generate additional sales and ensure growth.keep records on saleskeep records on salesKeep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the s...

Optional (17) — show

Outsourcing modelOutsourcing modelThe outsourcing model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business syste...hybrid modelhybrid modelThe hybrid model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems wi...Open source modelOpen source modelThe open source model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business syste...study sales levels of productsstudy sales levels of productsCollect and analyse sales levels of products and services in order to use this information for determining the quantities to be produced in the following batches, customer feedback, price trends, and ...ensure compliance with legal requirementsensure compliance with legal requirementsGuarantee compliance with established and applicable standards and legal requirements such as specifications, policies, standards or law for the goal that organisations aspire to achieve in their effo...deliver a sales pitchdeliver a sales pitchPrepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.perform data miningperform data miningExplore large datasets to reveal patterns using statistics, database systems or artificial intelligence and present the information in a comprehensible way.forecast account metricsforecast account metricsMake predictions on the movement of account measurements and data which give insight into an organisation's financial state in order to aid analyses and evaluate potential risks.adhere to organisational guidelinesadhere to organisational guidelinesAdhere to organisational or department specific standards and guidelines. Understand the motives of the organisation and the common agreements and act accordingly.coordinate technological activitiescoordinate technological activitiesGive instructions to colleagues and other cooperating parties in order to reach the desired outcome of a technological project or achieve set goals within an organisation dealing with technology.achieve sales targetsachieve sales targetsReach set sales goals, measured in revenue or sold units. Reach the target within a specific timeframe, prioritise sold products and services accordingly and plan in advance.maintain customer recordsmaintain customer recordsKeep and store structured data and records about customers in accordance with customer data protection and privacy regulations.set sales goalsset sales goalsSet sales goals and objectives to be reached by a sales team within a period of time such as the target amount of sales made and new customers found.build business relationshipsbuild business relationshipsEstablish a positive, long-term relationship between organisations and interested third parties such as suppliers, distributors, shareholders and other stakeholders in order to inform them of the orga...identify ICT user needsidentify ICT user needsDetermine the needs and requirements of ICT users of a specific system by applying analytical methods, such as target group analysis.implement strategic planningimplement strategic planningTake action on the goals and procedures defined at a strategic level in order to mobilise resources and pursue the established strategies.perform market researchperform market researchGather, assess and represent data about target market and customers in order to facilitate strategic development and feasibility studies. Identify market trends.

Related Occupations

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Frequently asked questions

What does an ICT account manager do?

ICT account managers build business relationships with customers to facilitate the sale of hardware, software, telecommunications or ICT services. They also identify opportunities and manage sourcing and delivery of products to customers. They achieve sales targets and maintain profitability.

What skills does an ICT account manager need?

An ICT account manager needs 20 essential skills, including sales argumentation, accounting techniques, channel marketing, product comprehension, sales strategies.

Will AI replace ICT account manager jobs?

The AI disruption score for ICT account manager is 72/100 (high risk). Skills most exposed to automation: keep records on sales, accounting techniques, produce sales reports. Most resilient: perform customers’ needs analysis, build business relationships, maintain relationship with customers.

AI Replacement Risk

72/ 100

High Risk

Low riskHigh risk

Skills most at risk from AI

keep records on sales accounting techniques produce sales reports

Skills resilient to automation

perform customers’ needs analysis build business relationships maintain relationship with customers

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Quick Facts

SectorFinancial Services

ISCO GroupBusiness and administration professionals

Essential Skills20

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