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Become An Enterprise Account Manager

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Working As An Enterprise Account Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $105,733

    Average Salary

What Does An Enterprise Account Manager Do

Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.

Duties

Sales managers typically do the following:

  • Resolve customer complaints regarding sales and service
  • Prepare budgets and approve expenditures
  • Monitor customer preferences to determine the focus of sales efforts
  • Analyze sales statistics
  • Project sales and determine the profitability of products and services
  • Determine discount rates or special pricing plans
  • Develop plans to acquire new customers or clients through direct sales techniques, cold calling, and business-to-business marketing visits
  • Assign sales territories and set sales quotas
  • Plan and coordinate training programs for sales staff

Sales managers’ responsibilities vary with the size of their organizations. However, most sales managers direct the distribution of goods and services by assigning sales territories, setting sales goals, and establishing training programs for the organization’s sales representatives.

Some sales managers recruit, hire, and train new members of the sales staff. For more information about sales workers, see the profiles on retail sales workers and wholesale and manufacturing sales representatives.

Sales managers advise sales representatives on ways to improve their sales performance. In large multiproduct organizations, they oversee regional and local sales managers and their staffs.

Sales managers also stay in contact with dealers and distributors. They analyze sales statistics generated from their staff to determine the sales potential and inventory requirements of products and stores and to monitor customers' preferences.

Sales managers work closely with managers from other departments in the organization. For example, the marketing department identifies new customers that the sales department can target. The relationship between these two departments is critical to helping an organization expand its client base. Sales managers also work closely with research and design departments because they know customers’ preferences, and with warehousing departments because they know inventory needs.

The following are examples of types of sales managers:

Business to business (B2B) sales managers oversee sales from one business to another. These managers may work for a manufacturer selling to a wholesaler, or a wholesaler selling to a retailer. Examples of these workers include sales managers overseeing sales of software to business firms, and sales managers overseeing wholesale food sales to grocery stores.

Business to consumer (B2C) sales managers oversee direct sales between businesses and individual consumers. These managers typically work in retail settings. Examples of these workers include sales managers of automobile dealerships and department stores.

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How To Become An Enterprise Account Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. 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.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Do you work as an Enterprise Account Manager?

Enterprise Account Manager Jobs

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Enterprise Account Manager Career Paths

Enterprise Account Manager
Enterprise Account Executive Senior Sales Executive
Business Development Account Manager
8 Yearsyrs
Territory Sales Manager Territory Account Manager
Channel Account Manager
8 Yearsyrs
Channel Account Manager Channel Manager
Channel Sales Director
10 Yearsyrs
Senior Account Manager Regional Sales Director
Director Of Enterprise Sales
12 Yearsyrs
Key Account Manager Director Of Sales And Marketing
Director Of Global Sales
13 Yearsyrs
Senior Account Manager Business Development Director
Director, Strategic Accounts
13 Yearsyrs
Regional Sales Director Account Director
Global Account Director
12 Yearsyrs
Sales Consultant Regional Accounts Manager
Global Account Manager
9 Yearsyrs
Territory Sales Manager Major Account Manager
Government Account Manager
8 Yearsyrs
Channel Account Manager Inside Sales Account Manager
Inside Account Manager
5 Yearsyrs
Sales Consultant District Sales Manager
Major Account Manager
7 Yearsyrs
Account Executive Regional Sales Manager
National Accounts Sales Manager
8 Yearsyrs
Senior Account Executive Business Development Director
Regional Director Of Business Development
11 Yearsyrs
Account Executive Director Of Sales
Sales Vice President
12 Yearsyrs
Business Development Manager Account Director
Senior Account Director
11 Yearsyrs
Key Account Manager National Account Manager
Senior National Account Manager
9 Yearsyrs
Senior Account Executive Relationship Manager
Senior Relationship Manager
10 Yearsyrs
Business Development Manager Director Of Sales
Senior Sales Director
11 Yearsyrs
Channel Manager/Sales Manager Strategic Accounts Manager
Strategic Sales Manager
9 Yearsyrs
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Do you work as an Enterprise Account Manager?

Help others decide if this is a good career for them

Average Length of Employment
Account Manager 2.8 years
Top Employers Before
Top Employers After
Owner 2.4%

Do you work as an Enterprise Account Manager?

Enterprise Account Manager Demographics

Gender

Male

72.2%

Female

25.8%

Unknown

2.0%
Ethnicity

White

62.2%

Hispanic or Latino

15.0%

Black or African American

10.9%

Asian

8.1%

Unknown

3.7%
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Languages Spoken

Spanish

38.1%

German

9.5%

Japanese

9.5%

French

9.5%

Portuguese

7.1%

Chinese

4.8%

Carrier

4.8%

Turkish

2.4%

Cheyenne

2.4%

Mandarin

2.4%

Arabic

2.4%

Thai

2.4%

Korean

2.4%

Italian

2.4%
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Enterprise Account Manager Education

Schools

University of Phoenix

14.0%

Washington State University

7.0%

University of Houston

6.3%

Pennsylvania State University

5.6%

University of Utah

5.6%

Villanova University

5.6%

San Diego State University

4.9%

University of Florida

4.9%

University of Maryland - College Park

4.2%

Texas Tech University

4.2%

West Virginia University

4.2%

University of Texas at Austin

4.2%

San Jose State University

4.2%

Northeastern University

4.2%

University of Alabama

3.5%

Appalachian State University

3.5%

George Washington University

3.5%

Santa Clara University

3.5%

Texas State University

3.5%

Texas A&M University

3.5%
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Majors

Business

34.8%

Marketing

13.6%

Communication

6.7%

Management

6.3%

Computer Science

4.6%

Political Science

4.0%

Finance

4.0%

Psychology

3.7%

Economics

2.4%

General Sales

2.4%

Electrical Engineering

1.9%

English

1.9%

Project Management

1.9%

Computer Information Systems

1.9%

Journalism

1.9%

Criminal Justice

1.7%

Accounting

1.7%

Education

1.6%

History

1.6%

Sociology

1.6%
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Degrees

Bachelors

62.0%

Masters

17.5%

Other

14.5%

Associate

3.2%

Certificate

1.8%

Diploma

0.5%

Doctorate

0.3%

License

0.1%
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Real Enterprise Account Manager Salaries

Job Title Company Location Start Date Salary
Global Enterprise Accounts Manager Netsuite Inc. San Mateo, CA Sep 01, 2013 $136,000
Enterprise Account Manager American Power Conversion Corporation Redwood City, CA Aug 15, 2011 $124,360
Enterprise Account Manager American Power Conversion Corporation Redwood City, CA Aug 15, 2010 $121,032
Manager, Technology, Oracle Enterprise Solutions, Ebusiness Suite Deloitte Consulting LLP San Francisco, CA Dec 21, 2016 $120,998 -
$218,500
Enterprise Account Manager Google Inc. Chicago, IL Jan 06, 2015 $119,100
MGR, Development Enterprise Accounts Thomson Reuters (Tax & Accounting), Inc. Hoboken, NJ Apr 24, 2015 $115,584
Enterprise Account Manager Avid Technology, Inc. Burbank, CA Dec 05, 2011 $110,000 -
$220,000
Global Enterprise Account Manager Netsuite San Mateo, CA Nov 14, 2014 $108,701 -
$137,000
Manager, Enterprise Development Cotiviti LLC Wilton, CT Aug 30, 2016 $101,000

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Top Skills for An Enterprise Account Manager

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  1. Sales Quota
  2. Product Line
  3. New Accounts
You can check out examples of real life uses of top skills on resumes here:
  • Achieved average 126% of sales quota across all product lines for all measurable quarters since joining company.
  • Face to face sells, telemarketing and other marketing tools to educate customers about current HP promotions and product line breadth.
  • Develop new accounts and maintain positive relationships with existing accounts through excellent customer service and strong industry knowledge.
  • Launched newly established cross industry territory for printing solutions vendor.
  • Utilized consultative selling techniques to provide value-added solutions to Cloud based customers.

How Would You Rate Working As an Enterprise Account Manager?

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