ICT Sales Representative

An ICT Sales Representative identifies and pursues sales opportunities for information and communications technology products and services in the Australian market. They engage with prospective clients to understand their technology needs, demonstrate solutions, prepare quotations, and negotiate contracts to close sales. They maintain client relationships, track sales pipelines, and meet revenue targets whilst staying current with emerging ICT trends and competitor offerings.

Identify and qualify potential customers through market research, networking, and lead generation activities. Conduct needs analysis meetings with clients to understand their ICT requirements, infrastructure, and business objectives. Demonstrate ICT products and services using vendor platforms, demonstration environments, and case studies relevant to client sectors. Prepare detailed quotations and proposals that specify technical specifications, pricing, licensing terms, and implementation timelines. Negotiate contract terms, pricing, service level agreements, and support arrangements with decision makers and procurement teams. Manage customer relationships throughout the sales cycle using CRM systems to record interactions, track opportunities, and forecast revenue. Collaborate with technical specialists and solution architects to address complex client requirements and develop tailored proposals. Present sales pitches and product demonstrations to purchasing committees and C-level executives using presentation software and sales collateral.

The standard entry pathway requires a bachelor degree or higher (ABS Skill Level 1). Specific qualification requirements vary by employer and state. Some employers may accept equivalent experience. Check yourcareer.gov.au for available courses and dewr.gov.au/skills-reform/free-tafe for subsidised training options.

Your income is heavily commission-based, so bad quarters hit your wallet hard. You'll chase leads that go nowhere, spend weeks on deals that fall through, and face constant pressure to hit targets. The role also demands you stay on top of complex technical products you may not fully understand, and you're competing against experienced reps who already have client networks.

Realistically, you'll find work in major metro areas where there's a density of corporate clients and IT vendors. Remote work exists but is less common than you'd think, since client meetings and networking are core to the job.

Published for ANZSCO unit group 2252, the wider group this job sits in, not for this job on its own.

This is the median for full-time employees who are not managers and are paid at the adult rate, before tax and salary sacrifice. It is a guide to what the work pays, not a wage rate.

Source: ABS Survey of Employee Earnings and Hours, May 2025, customised report.

• Active Listeningcore
• CRM System Operationcore
• Customer Needs Assessmentcore
• Customer Success Planningcore
• Digital Literacycore
• Goal Setting and Planningcore
• Negotiationcore
• Objection Handlingcore
• Outbound Customer Contactcore
• Stakeholder Communicationcore
• Upselling and Cross-Sellingcore
• Verbal Communicationcore
• Written Communicationcore
• Churn Risk Identification
• Continuous Learning and Upskilling
• Email Management
• Feedback Collection and Actioning
• HubSpot CRM
• Multichannel Customer Support
• Problem Solving
• Reporting and Analytics
• SLA and KPI Adherence
• Time Management and Prioritisation

• ABS OSCA 2024, occupation definition and task statements
• ABS Survey of Employee Earnings and Hours, May 2025, customised report.
• ABS, 2021 Census of Population and Housing based on usual place of residence (Custom Report). OSCA Experimental Estimates.

Role data is drawn from official Australian Government sources, and each figure names where it comes from. Where a role is not in the ABS classification, the page shows no government figures for it. Data may not reflect every local variation.

Where our numbers come from.

What ICT Sales Representative workers move into, from ten years of tax records.

Last updated: 30 October 2026