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ICT Roles



As a response to the huge number of ICT Profile Frameworks and Profile descriptions used today in European ICT Business and Qualification systems, the CEN Workshop on ICT Skills created a number of representative ICT Profiles covering, at their level of granularity, the full ICT Business process.The profiles may be used for reference, or for the basis to develop further profile generations, by European stakeholders. Structured from six main ICT Profile families, these Profiles reflect the top of a European ICT Profiles family tree. The concept devised is broadly analogous to human genetics where the genes of one generation pass down to the next. In the same way it is envisaged that the core components of the 23 Generation 2 Profiles will pass down to profiles constructed to meet specific stakeholder requirements.These ICT Profiles have been published in the CEN Workshop Agreement CWA 16458.



The 23 Profiles combined with e-competences from the e-CF, provide a gene pool for the development of tailored profiles that may be developed by European ICT sector players in specific contexts and with higher levels of granularity.

Summary statement Senior focal point for client sales and customer satisfaction.
Mission Builds business relationships with clients to facilitate the sale of hardware, software, telecommunications or ICT services. Identifies opportunities and manages sourcing and delivery of products to customers.

Has responsibility for achieving sales targets and maintaining profitability.
Accountable Responsible Contributor
  • Sale
  • Business Relationship
  • Production Forecast
  • Sales Forecast
  • Technical Proposal
Main task(s)
  • Maintain overall customer satisfaction with products and/or services
  • Identify opportunities to propose new products or services to client(s)
  • Be the primary contact point for client executive management
  • Deliver value added presentations related to products and services to customer executive management
  • Lead negotiations to establish profitable contracts with client(s)
  • Maintain and enhance business relationships
  • E-competences
    D.5 Sales Proposal Development
    Level 4
    D.6 Channel Management
    Level 4
    D.7 Sales Management
    Level 5
    E.1 Forecast Development
    Level 3
    E.4 Relationship Management
    Level 4
    KPI area Sales quota achievement

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