InformationWeek
Defining The Business Value Of Technology
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January 13,1997
I have been in sales and sales management for 20 years, with a successful track record and progressive career path. I have developed a professi
onal style that enables me to work at a very senior management level. Included in my "for hire" package is an impressive list of personal references. The only dark side to my resumư is that I do not have a college degree. I am actively searching for new employment and I'm surprised that several interviewers focus on the fact that I don't have my degree. I would have guessed that with 20+ years of a proven track record, the lack of a degree would be less significant. What is the best way to manage this situation? It's difficult to respond to their concerns without sounding defensive.
The emphasis on a college degree continues to plague many professionals like yourself. It has become such an essential part of career development that even small software shops known for their leniency have begun to expect formal education. However, the sales arena should be more conducive than core technical jobs. It has been my experience that em
ployers looking for sales leaders tend to rely more on the rolodex, style and prior years gross sales. Degree or not, organizations are looking for heavy hitters and there is always room in an organization for a sales exec that brings the prior battle scars to the table.
In response to your question of how to handle inquiries about the lack of education, I would tell any prospective employer that it was a decision you made 20 years ago that gave you an early entry into sales, and since than you have cultivated strong relationships and developed business in spite of the lack of a degree.
I'm 51 years old (I worked as a waiter for 30 years) and am studying Novell CNA. I'm taking the CNE track while working on weekends as a waiter. I've successfully completed an A+ certified service technician program and am licensed but am without experience. I'm taking classes from a tech school. Would taking B.S. classes on the Internet
in computer science be in my best interest? I know I need experience, but most people I've met in school and the computer field or who start working in the computer field stop going to school and studying. They don't go any farther in their education, saying they don't have the time or energy. I have Monday through Friday afternoons for school and
studying (I'm taking classes from a Novell/Microsoft school now).
Working as a service tech. will not pay my bills.
Please advise what is best for me.
I am a big advocate of education. If working as a service tech isn't going to pay the bills, then not continuing your education is just a short-term fix. My advice to you is to load up on the formal education, if that means a B.S., great! Continue to put time in as a service tech the hands-on experience will be a great complement to your continued education. Small consulting firms would be a great target for you as well, they often need t
o deliver to their clients under short time demands are more apt not to discriminate against age. FYI, you're a good example for all those out there that it's never to late change careers.
I am working for a VAR of a high-end accounting package and other related software. The firm is small and there isn't much capital as there haven't been many sales (it's a startup company approximately 18 months old). My degree is in accounting and I worked as one for eight years. For the last 12 months, I have been in my current position and have been able to pass the core exams on my way to becoming an MCSE. I hope to pass my electives, TCP/IP and SQL, soon. I need to make more money, but I am unsure of what my worth is on the open market. What would you suggest?
The best way to evaluate your worth in the market place is to test it! As an accountant who has
acquired some new-found technical skills, your market value has without question increased. Major vendors look for pre/post sales support professionals for their financials. Try companies like Oracle, SAP, Hyperion, Flexiware, and J.D. Edwards.
I have been the director of IS for a small company ($100 million in revenue) for the past three years. Before that I was a director of IS (one of seven) for a very large company. I am at a point that I would like to step up to a CIO position with a larger company, or step down to a less-stressful job. I envision the role of a CIO as a senior manager planning 3-5 years out and working closely with a company's customer base. I have a masters degree in telecommunications and some good background to move into a CIO position but I don't know how to begin marketing myself at that level. Failing that, I am wondering what
positions I would be suited for as a step down and less stress.
Wha
t would you suggest?
First, stay focused. What do you really want? If it's that CIO role, then concentrate on making it happen . It sounds to me like it's either all or nothing , judging by your comments about taking a step down to something less stressful. In my opinion, your focus should be on a small CIOship. With large-scale directorship experience, you have the big corporate culture exposure; in addition, your director's role in the smaller company usually carries greater responsibility and you should sell the impact of that on the business if that indeed is the case. I often notice that smaller companies challenge their people more often and the decisions they make, if they make the wrong ones, are often unforgivable. The edge to market yourself with is that you have been a key component to driving technology initiatives that have had bottom-line impact on the business. Bag the thoughts about the step down; you sound like an
"A" player and have dedicated a great deal of time to managing your career. You're not at the crossroads yet.
I work for a medium-size CPA firm. The IS department, of which I am a member, consist of four full-time staff members. I am a
CNE, CNA and a CNS. I have six Novell certifications, I am A+ Certified, and Lantastic Certified, and am the Authorized (soon to be gold) Novell Partner. Here's my question: the partner in charge of the area refers to himself as a "technical moron," but still he attends seminars, which he does not understand. We have an administrator in the department who causes problems, a paper-CNE, a CPA with accounting software experience, and myself. The partner keeps asking me for a plan. I gave him a plan for the network last year, last February, and last June. Each time, we did not proceed. Now he wants a plan for getting more business and wants me to head the Networking/Hardware area, for which th
ere will be three members. I am tired of plans, especially those which go unread and he cannot understand--or so he says. I have not had a raise in two years, to make matters worse. Two questions: What is the salary plus bonus of the average CNE who does consulting work and administers the in-house networks for two office locations? Also, is it time to leave and go where I will be appreciated?
Let me answer the second question first: Why haven't you left the company yet? The first question is a little tougher because average depends on geography, size of company , depth of experience, years of work experience, etc. In the Northeast, the average value on your experience is between $60,000-$70,000.
I am seriously contemplating a mid-life career change. I have a B.A. in journalism, but in the past few years, I have become very interested in compute
r programming; however, I lack the degree required for the entry-level jobs. I have noticed that there is a big push toward certification as MCSE, CNE, etc. Would I be better off to go for the certification or to pursue the computer science degree with emphasis in a programming concentration?
Career change is a decision about long-term commitment and gratification. You won't get that from a certification class. Go for the B.S. It will undoubtedly position you for long-term growth. The variety of class requirements will provide a broad understanding of IT, not just communications and networks. If you want to take a certification to complement your B.S. studies, I would support that choice.
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