What does an enterprise account executive do?
An enterprise account executive manages the business relationships with the enterprise accounts or key accounts in an organization who sells business products. The job includes the meeting of clients for advertising and presenting campaign ideas and costings with the account planners. Aside from being skilled at planning and organizing, he/she must have experience with customer relationship management (CRM) tools and must possess excellent verbal and written communication skills, since the job develops a link between the existing client and the financial service company or advertising agency to ensure customer satisfaction.
Enterprise account executive responsibilities
Here are examples of responsibilities from real enterprise account executive resumes:
- Utilize CRM system to order services, plan implementation, manage reporting, and document sales.
- Lead renewals of client contracts and assist account executives with cross-selling opportunities to increase key sales.
- Market, sell, train, service, and manage new customers for VoIP and IP technology.
- Work with clients in identifying problem accounts and developing appropriate strategies for managing and upselling the account.
- Manage a daily, weekly, and monthly sales funnels and pipelines to track accounts from initial call to close.
- Qualify new leads and request site surveys to determine serviceability of prospects; including submission of ROI analysis to sales management.
- Develop CxO relationships at all levels for SaaS start-up company.
- Play a key role in the launch of new cloud base software.
- Enter all orders through CRM tool and orchestrate multiple departments for installation and implementation.
- Sell end-to-end network solutions including voice and data communications to healthcare and other commercial clients.
- Identify new opportunities and generate new sales revenue in healthcare, education and local government accounts.
- Lead all sales relate activities targeting Midwest enterprise accounts for a leading SaaS project and portfolio management software provider.
- Propose and present telecommunications services: local, IP, frame relay, private line, long distance, and wireless.
- Promote significant sales with specialize IP portfolio consisting of MPLS, data center, co- location services, and equipment upgrades.
- Leverage college relationships to penetrate the technology industry.
Enterprise account executive skills and personality traits
We calculated that 8% of Enterprise Account Executives are proficient in Enterprise Sales, Cloud, and Salesforce. They’re also known for soft skills such as Analytical skills, Communication skills, and Customer-service skills.
We break down the percentage of Enterprise Account Executives that have these skills listed on their resume here:
- Enterprise Sales, 8%
Developed new enterprise sales territory spanning Department of Defense and Civilian Agencies.
- Cloud, 7%
Specialized in delivering enterprise-class data, voice, network and cloud solutions to mid-sized and fortune500 Companies within my dedicated territory.
- Salesforce, 6%
Identify enterprise (2500 FTE and higher) companies in the New England market and build out company blueprint in SalesForce.
- CRM, 5%
Learned the SQL language and customized our CRM system interface and back end to meet our unique needs.
- Customer Service, 5%
Strengthen and grow harmonious and productive relationships by providing unparalleled customer service, support, and competitive pricing.
- Sales Process, 5%
Executed the sales process through to closure driven by ServiceMesh's ROI, use case presentations, and value propositions.
Common skills that an enterprise account executive uses to do their job include "enterprise sales," "cloud," and "salesforce." You can find details on the most important enterprise account executive responsibilities below.
Analytical skills. The most essential soft skill for an enterprise account executive to carry out their responsibilities is analytical skills. This skill is important for the role because "sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies." Additionally, an enterprise account executive resume shows how their duties depend on analytical skills: "sell end to end monitoring and saas solutions for database, network, server & application and storage platforms. "
Communication skills. Many enterprise account executive duties rely on communication skills. "sales managers need to work with colleagues and customers, so they must be able to communicate clearly.," so an enterprise account executive will need this skill often in their role. This resume example is just one of many ways enterprise account executive responsibilities rely on communication skills: "conduct sales presentations demonstrating tel west professional solutions to meet customers specific telecommunications needs. "
Customer-service skills. This is an important skill for enterprise account executives to perform their duties. For an example of how enterprise account executive responsibilities depend on this skill, consider that "when helping to make a sale, sales managers must listen and respond to the customer’s needs." This excerpt from a resume also shows how vital it is to everyday roles and responsibilities of an enterprise account executive: "make sales presentations to customer decision makers. ".
Leadership skills. For certain enterprise account executive responsibilities to be completed, the job requires competence in "leadership skills." The day-to-day duties of an enterprise account executive rely on this skill, as "sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals." For example, this snippet was taken directly from a resume about how this skill applies to what enterprise account executives do: "used consultative business leadership to build customer relationships and assist customers in developing enterprise solutions using dell products and services. "
The three companies that hire the most enterprise account executives are:
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Compare different enterprise account executives
Enterprise account executive vs. Territory sales representative
A territory sales representative is responsible for selling goods and services, assisting customers with their inquiries and concerns, and monitoring the assigned area's sales reports. Territory sales representatives coordinate with the rest of the sales team to develop effective marketing strategies and promotional techniques to increase revenues and profitability. Territory sales representatives research current market trends to identify business opportunities to meet consumer demands and widen their services. A territory sales representative must have excellent knowledge of the sales disciplines and principles, managing the market approach to ensure customer satisfaction.
While similarities exist, there are also some differences between enterprise account executives and territory sales representative. For instance, enterprise account executive responsibilities require skills such as "cloud," "salesforce," "saas," and "manage change." Whereas a territory sales representative is skilled in "product knowledge," "excellent time management," "sales growth," and "sales strategies." This is part of what separates the two careers.
Territory sales representatives tend to reach similar levels of education than enterprise account executives. In fact, territory sales representatives are 3.5% less likely to graduate with a Master's Degree and 0.0% more likely to have a Doctoral Degree.Enterprise account executive vs. Senior sales representative
A senior sales representative's role is to oversee operations that mainly revolve around engaging with clients to pursue sales targets. Their responsibilities also include devising strategies that would help colleagues to attain quotas and discover new opportunities and trends that would be of help in building a more substantial client base. There are also instances where they must reach out to clients, building rapport to secure sales. Furthermore, as a senior sales representative, they have to lead fellow skilled professionals as they reach their common goals.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that enterprise account executive responsibilities requires skills like "cloud," "salesforce," "saas," and "manage change." But a senior sales representative might use other skills in their typical duties, such as, "product knowledge," "sales consultants," "portfolio," and "patients."
In general, senior sales representatives achieve similar levels of education than enterprise account executives. They're 1.2% less likely to obtain a Master's Degree while being 0.0% more likely to earn a Doctoral Degree.Enterprise account executive vs. Lead sales representative
A lead sales representative is responsible for selling goods and services to existing and potential customers through electronic communications and area visits. Lead sales representatives should be highly-knowledgeable of the products that the company offers to discuss and demonstrate the features to the client accurately. They take orders, process orders, and ensure the correct distribution details according to the customers' specifications. A lead sales representative also monitors the team's sales performance and strategize opportunities to maximize selling techniques and increase profitability.
The required skills of the two careers differ considerably. For example, enterprise account executives are more likely to have skills like "enterprise sales," "cloud," "salesforce," and "crm." But a lead sales representative is more likely to have skills like "cleanliness," "pos," "product knowledge," and "medicare."
Lead sales representatives typically earn similar educational levels compared to enterprise account executives. Specifically, they're 4.5% less likely to graduate with a Master's Degree, and 0.1% less likely to earn a Doctoral Degree.Enterprise account executive vs. Area sales representative
The primary role of an area sales representative is to sell the company's products and services within a specified region or territory. You will be responsible for attracting new clients, increase profitability, and win new accounts. Other duties typically include building and maintaining relationships with both new and existing customers, traveling across the region to visit customers, and maintaining records of customer accounts and sales leads. As an area sales representative, it is also your duty to close deals and negotiate service agreements, prices, and terms of sale.
Even though a few skill sets overlap between enterprise account executives and area sales representatives, there are some differences that are important to note. For one, an enterprise account executive might have more use for skills like "enterprise sales," "cloud," "salesforce," and "saas." Meanwhile, some responsibilities of area sales representatives require skills like "customer relations," "product knowledge," "territory sales," and "excellent interpersonal. "
In general, area sales representatives hold similar degree levels compared to enterprise account executives. Area sales representatives are 0.3% more likely to earn their Master's Degree and 0.2% more likely to graduate with a Doctoral Degree.Types of enterprise account executive
Updated January 8, 2025
