31/01/2025
You can be a part of change with IE School of Science & Technology.
Have you noticed how much digital transformation is reshaping industries? We’re in the midst of a revolution that demands professionals who can seamlessly integrate technology and business strategy. To meet this demand, one of your best choices is the Master in Computer Science & Business Technology. And our three new specialization options are the latest way to get you there. They focus on Artificial Intelligence, Cloud Solutions Management, and Tech Sales & Consulting. In this article we’ll be speaking with Professor José Luis Rubio Frontón to discuss the Tech Sales & Consulting track.
As Solution Engineering Director at BMC, José Luis oversees global strategic transformation programs in presales. This involves drawing on his 17 years of experience in the rapidly evolving tech industry. José Luis is passionate about the pivotal role technology plays in driving business processes and strategies—read on to hear his thoughts on how this specialization bridges the gap between industry and academia.
Tech sales & consulting: a human face for the tech industry
The tech sales and consulting industry thrives at the intersection of cutting-edge technology and human connection. “In the first and second terms, students build their foundational knowledge in computing, covering topics like databases, modern architecture, LLMs and generative AI,” explains José Luis. “Then, during the specialization, we go deeper into the sales process. We have the software, we have these very nice tech solutions, but how can you sell this solution to a potential client?”
Students learn account planning, pipeline generation, running client meetings and even how to deliver effective solution demos to stand out in a competitive industry.
The ideal candidate for this program, José Luis notes, “is passionate about technology, the new market trends, etc, but also likes to be in contact with customers every day.” The field is dynamic: “You might have a meeting with a client in the UK in the morning, someone in Spain at midday and another in the US in the evening. We’re looking for very dynamic students who love to talk to people.”
Bringing industry insights straight into the classroom
With tech evolving at breakneck speed, the program bridges the gap between academic knowledge and real-world applications. As José Luis remarks, “Two years ago, no one was talking about Generative AI or ChatGPT. Now, they’re everywhere. Who knows what will happen in two years’ time? We have to evolve very, very quickly so that students stay up-to-date.”
The program also benefits from partnerships with industry leaders. José Luis and other professors bring extensive industry experience and connections with leading organizations in the tech sector. “Something that we are doing with IE School of Science & Technology and other universities worldwide is to identify, develop and retain early career professionals. We identify top talent and bring them into BMC,” he explains.
More than tech expertise
The specialization works on critical skills beyond tech, like time management and adaptability. José Luis notes, “In sales, qualification is key.” You need to evaluate opportunities quickly to determine if they’re worth pursuing. Spending months on a deal only to find out there’s no budget is a waste of time. “Saying yes to the right opportunities is important, but so is knowing when to say no to an opportunity that won’t lead anywhere.”
Adaptability is equally important in a rapidly evolving field.
Sales has been around for centuries, but tech sales moves at a different pace, says José Luis. “Software is something special because it evolves very quickly. You need to always stay up-to-date on the latest technology.”
Finally, resilience is another crucial soft skill to cultivate. “Sometimes the customer will say no, they will choose another vendor, and you need to be prepared for this. Don’t get frustrated—believe that you can close another deal. You have to dream big.”
Real-world applications at IE School of Science & Technology
IE School of Science & Technology has a hands-on, real-world approach to learning. The Tech Sales & Consulting specialization is no exception. Recognizing the importance of bridging the gap between academic theory and practical application, the program partners with leading software companies to give students a firsthand look into the industry.
During the specialization track, José Luis explains, “Students get to meet real sales leaders and pre-sales leaders and hear about their work. We will have visits to several software companies. We will also offer internships with companies so the students learn directly from the offices.” This exposure to the real world of tech sales ensures that students don’t just learn in the classroom—they experience how the skills they develop are applied in the workplace.
But it’s not all about hard work. Learning, says José Luis, “is priority number one, but priority number two is probably having fun.”
He recalls a workshop conducted in a previous year “where students used Lego blocks to represent a business opportunity and demonstrate how to sell a software solution to a potential customer.” It’s about balancing the technical with the creative and having fun while learning.
A world of possibilities
José Luis emphasizes that while technology is booming, few people have the skills to successfully sell tech. Commenting on the Tech Sales & Consulting track, he says, “I think that this is, to be honest, a unique opportunity. Because if you look at business schools around the world, there are very few tech programs with a focus on sales. No one is teaching these kinds of skills, which are in high demand in the market. At IE School of Science & Technology, students have the opportunity to learn directly from industry leaders.”
Ready to take on the Tech Sales & Consulting specialization at IE School of Science & Technology? Think you can learn a unique combination of technical expertise, business acumen and essential soft skills? Then we urge you to join us. Follow the link below to see how the Master in Computer Science & Business Technology can open the door to your future.
