ICT presales engineertoICT account manager
A ICT presales engineer already meets 21% of what the ICT account manager role asks for. The move turns on 16 required skills not yet in the profile.
21%
77.8/ 100
1 Share of the ICT account manager role’s weighted skill requirement already met by the ICT presales engineer profile. Required skills count in full, supplementary skills at 0.35. Directional: the figure for the reverse move differs. 2 Combines what is missing with how specialised it is, so a gap of general skills scores easier than the same number of narrow ones.
Why this move works
A ICT account manager role treats 4 of its required skills as things a ICT presales engineer already does. These are the ones it depends on most.
- develop account strategy
- implement marketing strategies
- produce sales reports
- product comprehension
What stands in the way is 16 required skills the profile does not yet cover. Table 3 groups them; Table 4 says which to take first.
Table 2 · What you already bring
Of the 8 skills that carry over, these are the ones fewest other occupations ask for. A ICT account manager role needs them, and most people applying for one will not have them already. This is the part of a ICT presales engineer background worth leading with.
- already held develop account strategy management skills
- already held coordinate technological activities management skills
- already held deliver a sales pitch communication, collaboration and creativity
- already held set sales goals management skills
- already held produce sales reports information skills
- already held implement marketing strategies communication, collaboration and creativity
All 8 carried skills, including the 4 the ICT account manager role treats as required.
Table 3 · What you would need to learn
The 29 missing skills fall into 7 areas of the ESCO skill hierarchy, numbered below in the order worth working in: the areas carrying the most required skills come first, and inside each one the required skills sit above the supplementary ones.
- required, not held implement customer follow-up required
- required, not held implement sales strategies required
- required, not held maintain relationship with customers required
- required, not held manage contracts required
- required, not held maximise sales revenues required
- required, not held perform customers’ needs analysis required
- optional, not held achieve sales targets optional
- optional, not held build business relationships optional
- optional, not held implement strategic planning optional
- required, not held sales argumentation required
- required, not held sales strategies required
- required, not held accounting techniques required
- required, not held channel marketing required
- required, not held guarantee customer satisfaction required
- required, not held apply company policies required
- optional, not held adhere to organisational guidelines optional
- optional, not held ensure compliance with legal requirements optional
- required, not held perform data analysis required
- required, not held use customer relationship management software required
- optional, not held perform data mining optional
- required, not held keep records on sales required
- optional, not held identify ICT user needs optional
- optional, not held forecast account metrics optional
- optional, not held maintain customer records optional
- optional, not held study sales levels of products optional
- required, not held identify new business opportunities required
1 further area in the appendix
Table 4 · Where to start
The 3 entries a ICT account manager role is least likely to hire without. The ordering is computed from the skill data, not from what pays.
- 01 guarantee customer satisfaction skill · sector specific
- 02 implement customer follow-up skill · sector specific
- 03 implement sales strategies skill · sector specific
Each entry opens a course search for that skill. Career Overlap earns nothing from these links.
Appendix · The rest of the record
All 8 skills that carry over
- already held develop account strategy skill
- already held implement marketing strategies skill
- already held produce sales reports skill
- already held product comprehension knowledge
- already held coordinate technological activities skill
- already held deliver a sales pitch skill
- already held perform market research skill
- already held set sales goals skill
The 1 learning area not shown above
- optional, not held Open source model optional
- optional, not held Outsourcing model optional
- optional, not held hybrid model optional
13 supplementary skills, helpful but not required
- optional, not held Open source model optional
- optional, not held Outsourcing model optional
- optional, not held hybrid model optional
- optional, not held identify ICT user needs optional
- optional, not held perform data mining optional
- optional, not held achieve sales targets optional
- optional, not held adhere to organisational guidelines optional
- optional, not held build business relationships optional
- optional, not held ensure compliance with legal requirements optional
- optional, not held forecast account metrics optional
- optional, not held implement strategic planning optional
- optional, not held maintain customer records optional
- optional, not held study sales levels of products optional
27 held skills the ICT account manager role does not ask for
- not needed by the target role ICT market knowledge
- not needed by the target role ICT sales methodologies knowledge
- not needed by the target role ICT system user requirements knowledge
- not needed by the target role SAS language knowledge
- not needed by the target role apply conflict management skill
- not needed by the target role apply statistical analysis techniques skill
- not needed by the target role business intelligence knowledge
- not needed by the target role comply with legal regulations skill
- not needed by the target role customer segmentation knowledge
- not needed by the target role define technical requirements skill
- not needed by the target role define technology strategy skill
- not needed by the target role develop revenue generation strategies skill
- not needed by the target role digital marketing techniques knowledge
- not needed by the target role emergent technologies knowledge
- not needed by the target role hardware components knowledge
- not needed by the target role hardware components suppliers knowledge
- not needed by the target role identify customer's needs skill
- not needed by the target role identify training needs skill
- not needed by the target role keep up to date on product knowledge skill
- not needed by the target role market pricing knowledge
- not needed by the target role perform project management skill
- not needed by the target role prepare scientific reports skill
- not needed by the target role software components libraries knowledge
- not needed by the target role software components suppliers knowledge
- not needed by the target role statistical analysis system software knowledge
- not needed by the target role supervise sales activities skill
- not needed by the target role use different communication channels skill
7 gaps that are knowledge rather than practice
Knowledge gaps usually close through study. Practical skill gaps usually need something you can point at.
- required, not held sales argumentation required
- required, not held sales strategies required
- required, not held accounting techniques required
- required, not held channel marketing required
- optional, not held Open source model optional
- optional, not held Outsourcing model optional
- optional, not held hybrid model optional
How this record was compiled
Both occupations are taken from ESCO, which lists the skills and knowledge each occupation is expected to have and marks every one required or optional. Nothing here is a prediction about hiring, and nothing here knows that a particular employer wants a particular certificate. Treat Table 3 as a starting point for your own research rather than a syllabus. The full method states what these figures can and cannot tell you.