From Civil Engineer to Software Sales
How I made a positive career change after years of experience.
I don't know what percentage of office employees made a wrong career choice, but I suspect the numbers are high. In the last decade, I heard more and more stories about individuals making a radical change in their careers. Eventually, I became one of them. Around seven years ago, I decided to change my life.
1. I complained about my work a lot.
I mean like a lot, a lot. Always whining about everything and anything. How bad/boring the job is, how they don’t pay me enough or how the management does not understand.
Please remember venting and whining are different events. We all sometimes need to vent when something stressful happens in a job place. After venting, you feel better and ready to jump back in. Whining, on the other hand, is that continues dissatisfaction you cannot hide anymore. It comes out regularly and does not make you feel any better after sharing.
2. I was bored, unsatisfied and unmotivated.
Everyday job made me utterly bored. That new project I was about to start stank from far away. The only satisfaction I had was the pay. If I were ever to change the company, money would be the primary driver.
3. I never used my strengths in my career.
My day-to-day job did not even touch close on the areas I am a “natural” in. I was stuck behind the desk producing engineering drawings and had no way to use my “people” skills.
4. I hated Mondays, couldn't wait for Fridays and counted hours till the end of the day.
Sunday evenings were depressing as I knew Monday morning is a few hours away. Almost every single working day, I counted the minutes for the “shift” to be over. Fridays came as a blessing and a huge relief.
5. Professional development and education felt like a chore.
Reading industry press, attending seminars, participating in the development programmes, following trends were perpetually last on my to-do list. It was not interesting and not motivating. I saw no benefit in it whatsoever.
6. I was not doing my best and prefered to be somewhere else.
I tried to do all the tasks at a satisfactory level as quickly as possible to get them out of the way. I would spend the rest of my time browsing, socialising around the office, making coffee or even reading a book in the toilet.
7. Others kept saying I am good at something else.
My colleagues keep complimenting me on skills that are not related to my day-to-day job.
8. I was always browsing other jobs online.
It is was not unusual to find myself casually “shopping around” for a new job with a single goal — a salary increase.
How did I end up in such a miserable situation in the first place?
I was raised by a single mom who has a steel character. She firmly believed I have a mathematical brain and will succeed in Engineering. The first time she tried to send me off to an engineering college, I was 15. I categorically refused. I could not get away at 18, though. I was a good daughter. I applied to the Civil Engineering department of my local university. I got accepted and studied for five years to become a proud owner of a Masters’ Degree in Water Engineering.
From day one — I knew, I bloody knew — I don’t want to do it! But I still did it!
Landed my first engineering job at the age of 21. I took a job with an international engineering consultancy. My starter title was a Graduate Engineer. Several years and three countries forward, I climbed two “impressive” steps from a graduate engineer to an Assistant Engineer and then to a Water Engineer.
Civil engineering has a rigid and slow career progression. It is one of the oldest and structured professions in the world. The worst part for me — I never actually liked engineering that much. I wanted to study writing and movie directing. But hey ho, life happened, I became a Water Engineer!
To go higher and be a Senior Engineer or any Manager, I needed to pass my professional certification exam. I spent hours on the continued development and exam preparations. It was torture. I kept questioning myself, why am I doing it, why?
So there I was, 29-year-old me finally admitting I really don’t want to do it anymore! I knew I was just miserable in my job.
But I kept doing it! I had all my papers ready for the professional assessment, when it hit me, my future is pre-defined by salary grades and job title progression. If I am lucky by the age of 40, I will be an Associate, by my mid-40s early 50s, a Director with a potential earning of 90k — £100k. After that step, only a few manage to make it to 200k annual earnings if they are lucky.
Being stuck in a design office with no control over my earnings was truly depressing, but what could I do?
In February 2014, I took a decision — I need to change my career. Some of my friends quit their jobs in the pursuit of an MBA. I could not do that. It costs 100k, and I did not have the money, neither I wanted to take out a loan. My biggest question was how to change my career without investing much money in the long run?
All I knew was I wanted out! I want out now, like right now!
How did I become a technology salesperson?
I had a long-standing passion for technology. I would banter with my colleagues for hours about which software package is better and why. One of them kept joking — you should be a software salesperson. The idea eventually stuck.
I researched engineering software package providers I was familiar with. I checked their career pages and started applying for positions. I reached out to my direct contacts asking if there is a job for me?
I only needed to find that one company which would be ready to give me a chance! Only one!
Not long after, my now good friend, Peter replied. Peter told me there is an opening in his company and he is happy to recommend me. Within six months, I moved county (again). I took a massive pay cut and started a new career journey with a proud title — Technical Sales Product Manager. Instead of using water software every day to design stuff, I was now selling it.
I started my first year in sales.
I had no idea what I am stepping into! All I wanted is to get as far away from timesheets and design boards as possible.
Year one was very tough. I knew nothing about how sales work or what are the secrets of sales success. In the first month, I was given a list of contacts (leads) to call and generate interest (pipeline of opportunities). I had no idea how to behave on the phone or when the lead is actually qualified. But I learned, I was so desperate for another life that I could not afford to fail.
I made my first sale eight months in. It was a five- or ten-thousand order, which I was so proud of! Slowly but steadily, my pipeline grew, sales started to come. Within a couple of years, I got a promotion to Account Manager. I had to manage more significant customers, bigger sales, bigger commission. Eventually, I changed my job for a larger and greater software provider, with more products and a wider reach.
Year on year, I would grow my annual earnings anywhere from 20–40%. Within 2 years, I closed the gap on my initial pay cut. Ending up in 6 figures, year 5 of my journey.
At that point, I knew I made the best decision of my life! I was 34 and made the same amount of money a 45–50 years old engineering director would make. I have escaped an unhappy work life and accelerated my earning by 10–15 years.
Don’t get me wrong, in my case, I could not escape engineering completely (at least not yet). But I am on the other side of the fence now. Year on year, my sales experience becomes more important than my water one. Year on year, I learn more and more about business, money, strategy and less and less utilise engineering knowledge.
I learned some important lessons.
I had good sales years and bad sales years. I had good managers and bad managers. I overachieved and underachieved. But I always knew in this job I am the master of my own success. The amount of time I put into understanding my customers, gaps in their businesses and subtle motivations directly correlates with how much money they will spend with me over the course of the next few years.
I don’t winge about my job anymore. I am motivated, never bored. I use my people skills daily. I don’t mind working late or weekend if needed and am not terrified of Mondays ever. I do my best and invest hours of my time into personal development. I am truly in the right place!
- I learned how to ask difficult questions and say no (crucial life skill).
- I learned how to shut up and listen. Active listening's only goal is to understand the speaker's position truly.
- I mastered the skill of delegation.
- I grew my professional network to thousands of decision-makers and influences in my field.
Any sales professional is a strategist, entrepreneur, psychologist and explorer. It is in no way an easy job, but it is a very satisfying one.
Conclusions
Over the years, I did many psychological tests and assessments to understand my strengths and weaknesses. I learned what areas I could excel in. I did hours of self-development to improve missing jigsaw pieces. I invested in myself — listening skills, systems thinking skills, negotiations skills and even emotional intelligence. I am much more focused, open-minded and prepared to take on any challenge.
My first career move was based on misery and being stuck in a job I did not like or enjoy in any way. I am sure it is by far the last career move in my life. I love my job today, but no doubt, if I can see an opportunity in the market for exponential growth, I would do it all over again. I will take a pay cut, learn and excel to boost my future.
I came to realise I was never actually stuck. I thought I was stuck, but I wasn't.
There is always a way out. It can be unconventional or come with a price tag, but it is definitely there.
My best advice for anyone who is stuck on a wrong career path today and can not afford to begin from scratch.
- Listen to your feelings and acknowledge the change is inevitable.
- Analyse how you can leverage all that you learned over the years.
- Think of other businesses/positions which could use your knowledge and experience.
- Use your network to help you.
- Be brave, blunt and execute!
Ludi F
