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IT Buyer Personas: IT Buyer Role Profiles

If you sell into an IT organization, it’s essential to focus on specific roles. And the people within these roles have challenges they need to overcome.

Over the last several years, the roles and responsibilities of IT leaders have been more clearly defined and focused. In more and more companies, the days of the CIO being the IT boss are over. Instead, depending on the IT leader’s organization’s industry dictates which roles and responsibilities are for one IT leader or another. To that point, many industry experts have moved from talking about the titles of the IT leader as CIO, CTO, CISO, and so on to what type of technology product or service area is under the IT umbrella.

Use the following 9 Role Profiles as a reference guide.

Role Profile 1: Chief Executive Officer (CEO)

Typical titles include:

  • Founder
  • President
  • Owner
  • Principal
  • General Manager
  • Chief Information Officer
  • Head of IT
  • CISO – Chief Information Security Officer
  • VP Cybersecurity
  • Cybersecurity Lead
  • Director of Information Security
  • Cybersecurity Analyst
  • Information Security Analyst

Role Profile 2: Chief Technology Officer (CTO)

Typical titles include:

  • Chief Technology Officer
  • Technology Manager
  • Director, Product Engineering
  • VP, R&D
  • Head of Technology Management
  • SVP Innovation & Technology
  • Research Director
  • Site Reliability Engineer

Role Profile 3: Chief Data Officer (CDO)

Typical titles include:

  • Chief Data Officer
  • Chief Analytics Officer
  • Chief Digital Officer
  • Data Analyst
  • Data Engineer
  • Database Administrator
  • Business Intelligence
  • Data Architect
  • Machine Learning Scientist
  • Machine Learning Engineer
  • The digital world, cryptocurrencies, blockchain, and cybersecurity will also shape data-serving notable roles and positions.

Role Profile 4: Engineering

Typical titles include:

  • Chief Technology Officer (CTO)
  • Director of Software Development
  • Engineering Manager
  • Software Engineer
  • User Experience (UX) Designer
  • User Interface (UI) Designer
  • Quality Assurance (QA) Tester

Role Profile 5: Innovation

Typical titles include:

  • Chief Innovation Officer (CINO)
  • Chief Digital Officer (CDO)
  • Director of Strategy
  • Director of Innovation
  • Research and Development (R&D) Director
  • Director of Digital Transformation
  • Innovation Manager

Role Profile 6: Development

Typical titles include:

  • Application Developer
  • Web Developer
  • Software Developer
  • Front End Developer
  • Full Stack Developer
  • Java Developer
  • IOS Developer
  • SQL Developer
  • Android Developer
  • Salesforce Developer
  • .NET Developer
  • Python Developer
  • Game Developer
  • Programmer
  • Mulesoft Developer
  • Machine Learning Engineer
  • UI Developer

Role Profile 7: Cloud Architect

Typical titles include:

  • Cloud Service Owner
  • System Architect
  • Enterprise Architecture
  • Chief Enterprise Architect
  • VP Enterprise Architecture
  • business operations
  • Director of business operations
  • Site Reliability Engineer
  • operations
  • Outsourced IT operations endorse
  • Cloud service providers
  • Cloud-managed service providers
  • Application-specific Operations Teams
  • Business application operations
  • Business Consultant
  • System Analyst
  • Infrastructure Manager

Role Profile 8: Finance

Typical titles include:

  • Chief Financial Officer
  • Assistant Chief Financial Officer
  • Vice President of Finance
  • Virtual CFO
  • Fractional CFO
  • Controller
  • Accountant
  • Bookkeeper
  • Financial Analyst

Role Profile 9: Procurement

Typical titles include:

  • Purchasing Agent
  • Buyer / Senior Buyer
  • Purchasing Manager
  • Director of Purchasing
  • Director of Procurement
  • Purchasing Coordinator
  • Logistics Manager
  • Supply Chain Manager
  • Business Unit Leader
  • Line of Business Leader
  • Managing Director
Updated on February 11, 2023

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