What does an enterprise account manager do?
An enterprise account manager's role is to devise strategies to identify enterprise opportunities, all while ensuring efficiency and profit growth. Typically, their responsibilities revolve around coordinating with other department personnel to gather financial data, produce progress reports and presentations, identify risks and errors, conduct research and analysis, and maintain accurate records. Furthermore, as a manager, it is essential to lead and encourage the team to meet goals and deadlines while implementing the company's policies and regulations.
Enterprise account manager responsibilities
Here are examples of responsibilities from real enterprise account manager resumes:
- Lead informative product demonstrations for SaaS products over the web on a daily basis.
- Manage customer security requirements for voice, data, and IP backbone networks, including physical and intelligent applications.
- Deliver hosted & manage physical security using cloud enable solutions using video monitoring.
- Enter and monitor opportunities in CRM system and with internal quoting tools.
- Initiate & implement local activities to increase market share with define ROI.
- Develop sales plan, ROI model, presentation, and drive marketing for better pricing and packaging.
- Increase market share by working with current customers to transition from customer own technologies to cloud base technologies.
- Deliver value proposition, handle objections, & maintain relevant and up to date information within web base CRM tool.
- Develop new business for video-conferencing system implementation, including hardware selection and design of end-to-end network via ISDN or IP.
- Develop c-level relationships and partner to provide business solutions.
- Co-Authore RFP's for various service engagements and multiple technology consultant deployments.
- Join company upon acquisition of ScanAlert e-commerce website security to sell SaaS offerings.
- Utilize Salesforce to enter pertinent account information gather from weekly, bi-weekly and monthly account reviews.
- Demonstrate solid understanding of business, budgeting, current market environments, and product and performance analytics.
- Track activities and opportunities efficiently and accurately within Salesforce.com.
Enterprise account manager skills and personality traits
We calculated that 9% of Enterprise Account Managers are proficient in Account Management, CRM, and Cloud. 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 Managers that have these skills listed on their resume here:
- Account Management, 9%
Direct Account Management and Business Relationship responsibility for PwC's 200 domestic locations.
- CRM, 7%
Document customer contacts within Microsoft Dynamics CRM database.
- Cloud, 6%
Worked with C-level executives and their technical leadership teams to develop compelling cloud computing solutions.
- Analytics, 6%
Demonstrated solid understanding of business, budgeting, current market environments, and product and performance analytics.
- Client Relationships, 5%
Develop new business opportunities leveraging network of customers, current client relationships and prospecting leads.
- Enterprise Sales, 5%
Manage all aspects of the complex enterprise sales cycle including creating a go-to-market plan to closing the opportunity.
Most enterprise account managers use their skills in "account management," "crm," and "cloud" to do their jobs. You can find more detail on essential enterprise account manager responsibilities here:
Analytical skills. To carry out their duties, the most important skill for an enterprise account manager to have is analytical skills. Their role and responsibilities require that "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." Enterprise account managers often use analytical skills in their day-to-day job, as shown by this real resume: "prepared sales presentations by compiling data, developing presentation formats and materials. "
Communication skills. Another essential skill to perform enterprise account manager duties is communication skills. Enterprise account managers responsibilities require that "sales managers need to work with colleagues and customers, so they must be able to communicate clearly." Enterprise account managers also use communication skills in their role according to a real resume snippet: "provide oracle crm solutions for enterprise telecommunications accounts. "
Customer-service skills. enterprise account managers are also known for customer-service skills, which are critical to their duties. You can see how this skill relates to enterprise account manager responsibilities, because "when helping to make a sale, sales managers must listen and respond to the customer’s needs." An enterprise account manager resume example shows how customer-service skills is used in the workplace: "increased market share with named accounts by expanding the solutions conversations, understanding and aligning emc value to customer's strategy. "
Leadership skills. For certain enterprise account manager responsibilities to be completed, the job requires competence in "leadership skills." The day-to-day duties of an enterprise account manager 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 managers do: "assess organizational needs and collaborate/consult with hr and leadership at multiple locations to develop solutions related to leader effectiveness. "
The three companies that hire the most enterprise account managers are:
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Compare different enterprise account managers
Enterprise account manager vs. Manager, account executive
An account executive manager is responsible for handling client accounts and leading the account management procedures to promote the client's brand image in the market and maintain the highest satisfaction. Account executive managers work with the marketing and sales team to identify sales and promotional strategies that would increase revenues and product profits. They also review the current market trends to develop business opportunities according to client needs and public demands. An account executive manager coordinates with the clients for regular updates and informs them of business plan adjustments as needed.
While similarities exist, there are also some differences between enterprise account managers and manager, account executive. For instance, enterprise account manager responsibilities require skills such as "crm," "cloud," "analytics," and "client relationships." Whereas a manager, account executive is skilled in "product knowledge," "sales territory," "account executives," and "sales strategies." This is part of what separates the two careers.
Managers, account executive tend to make the most money working in the technology industry, where they earn an average salary of $87,422. In contrast, enterprise account managers make the biggest average salary, $113,220, in the technology industry.On average, managers, account executive reach similar levels of education than enterprise account managers. Managers, account executive are 0.2% less likely to earn a Master's Degree and 0.1% less likely to graduate with a Doctoral Degree.Enterprise account manager vs. Sales manager
Sales managers are responsible for leading the organization's sales team. They oversee the progress and performance of the whole team, set area assignments to team members, and set weekly or monthly quotas. Sales managers oversee training team members during onboarding and providing further coaching to help them achieve their goals. They manage the challenges that team members may meet and help mitigate any problems that come along the way. Sales managers also set the strategic direction of the sales team and follow through by ensuring that the team's activities are in line with the goals.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that enterprise account manager responsibilities requires skills like "cloud," "analytics," "healthcare," and "salesforce." But a sales manager might use other skills in their typical duties, such as, "product knowledge," "sales performance," "work ethic," and "multitasking."
Sales managers earn similar levels of education than enterprise account managers in general. They're 1.6% less likely to graduate with a Master's Degree and 0.1% less likely to earn a Doctoral Degree.Enterprise account manager vs. Account executive/sales manager
An Account Executive/Sales Manager manages client accounts, building positive client relationships in the process. Part of their job is to secure sales, which requires them to conduct research and analysis to find new business and client opportunities, generate leads, offer products and services to clients through calls and correspondence, arrange appointments, and process payments. There are instances where they must assist clients by resolving issues and concerns, ensuring client satisfaction. Moreover, they are also responsible for developing sales plans and strategies while implementing the company's policies and regulations among staff.
The required skills of the two careers differ considerably. For example, enterprise account managers are more likely to have skills like "crm," "cloud," "analytics," and "salesforce." But a account executive/sales manager is more likely to have skills like "account executives," "product knowledge," "sales professionals," and "real estate."
Account executive/sales managers earn the best pay in the media industry, where they command an average salary of $51,472. Enterprise account managers earn the highest pay from the technology industry, with an average salary of $113,220.Most account executive/sales managers achieve a similar degree level compared to enterprise account managers. For example, they're 0.8% less likely to graduate with a Master's Degree, and 0.1% less likely to earn a Doctoral Degree.Enterprise account manager vs. Account development manager
An account development manager's responsibilities revolve around securing and reaching sales targets, creating business plans, developing strategies, and building positive relationships with clients. They must also reach out to clients through calls and correspondence, offer products and services, and address any issues and concerns, resolving them promptly and efficiently. There are also instances when they have to collect and process payments, perform follow-up calls, negotiate contracts, and even open and close accounts. Furthermore, as a manager, it is essential to lead and encourage the team to reach goals, all while implementing the company's policies and regulations.
Types of enterprise account manager
Updated January 8, 2025
