By Gina Hartoog

When Terry Bailey started out as a customer engineer at a well-known computer firm in 1981, he didn’t realise just how wise his career choice was. Today, almost every business on the planet uses computers. Information technology (IT) is one of the fastest-growing international industries. Businesses are looking at more streamlined ways to improve their operations, of which IT plays a vital role. This has created a niche for confident and articulate sales people.

Now a senior IT sales executive at Technology Corporate Management (Pty) Ltd in Midrand, Terry is responsible for ensuring that his client’s IT needs are met, and that accounts in his care are properly managed. Procuring new work is also a part of his sales executive portfolio. “Executives manage their accounts by servicing all aspects of the client’s IT needs, providing IT solutions for clients and facilitating sales of hardware and software,” explains Terry.

It’s a tough job with big responsibilities, stress, deadlines and many challenges which require motivation and discipline to negotiate. Type-A personalities often flourish in this career as the level of competition in the industry is extremely high. Deals often involve millions of rands and personal integrity and honesty with clients are essential for building good business relationships.

“Interpersonal communication skills are essential as one must be able to communicate at all levels, from the average computer user to senior CEO level,” says Terry. He adds that in modern society business has become too impersonal, but communicating face-to-face with clients is the key to successful negotiations.

Working hours follow regular office hours with occasional overtime and extensive local and international travel to liaise with clients and secure new business. Working conditions are comfortable, taking place within an office or boardroom environment. On an average work day, the executive must follow up on current deals; finalise tenders; proposals and quotations;

A high level of commitment both to the growth of the company and to one’s clients is needed to build sustainable relationships within a competitive global IT market. Having started out in the industry as a technician, Terry has extensive technical insight which he uses when negotiating new deals. “As a technician, I always looked out for ways to engage the sales department and encouraged customers to make use of the latest technologies,” he recalls. “It was through this that management identified me as a sales person.”

In order to achieve the level of professionalism required, Terry believes that a degree in Computer Science plus additional courses in business and human resources are needed.

It hasn’t all been smooth sailing and Terry has had his share of hair-raising moments. A paperwork glitch at a border post in Swaziland almost saw him jailed for ‘smuggling’ computer equipment - and he almost lost a lucrative deal when an unsuspecting Chief Information Officer sat down on his plate of cream scones!

When challenges are great, success is sweet. “I draw great satisfaction from closing a deal with a customer who was initially difficult,” Terry says. “To come through and embark on a formal, contractual business arrangement is most rewarding.”

If there’s one thing he doesn’t enjoy, it’s losing to a competitor. “Especially when I’ve been outmanoeuvred,” he laughs.

Terry advises anyone on the threshold of a new career to study in a field that best suits you as an individual. “Having a passion for the field you are entering is probably more important than the money aspect, because it’s something you are going to spend most of your day doing for a long time,” Terry states.

He thinks for a moment and then finally adds (with a sly smile): “I think I’d rather be an artist in some remote village along the Western Cape coast!”