What does an enterprise sales executive do?
An enterprise sales executive is responsible for monitoring the sales performance of a company and identifying business opportunities that would generate more revenue resources and increase profitability. Enterprise sales executives evaluate client accounts and determine process improvement techniques based on project management methods. They also coordinate with the marketing team to establish promotional campaigns and improve the company's brand image on various market platforms. An enterprise sales executive must have excellent communication and organizational skills, especially in conducting data and statistical analysis from the current market trends to meet customer demands and interests.
Enterprise sales executive responsibilities
Here are examples of responsibilities from real enterprise sales executive resumes:
- Lead multiple sales calls with various c-suite executives.
- Manage teams of experts to design global strategies within the accounts to reduce costs and optimize infrastructure.
- Manage pipeline of opportunities in Salesforce.com.
- Manage organizations across multiple business markets including healthcare.
- Develop ROI models to support sales.
- Subject matter expert for a global CRM consulting organization.
- Create an ROI value proposition re: a license product vs. SaaS/subscription base alternative.
- Focus on automation and capacity management for private, hybrid and public agile cloud solutions.
- Project management of a variety of small to medium infrastructure projects in support of operations.
- Respond to RFP's and other information requests in an effort to secure a sale.
- Leverage portfolio to engage and influence senior executive, end users and key stakeholders across all customer segments.
- Work with a select list of healthcare and higher education accounts to develop high-level relationships with top executives.
- Focus on driving high margin, long term MRR in very competitive cloud messaging and cyber security services market.
- Create the first inside sales team, migrate existing database to Salesforce and train company on how to use it.
- Provide customers with successful product demonstration of SaaS technology and applications.
Enterprise sales executive skills and personality traits
We calculated that 16% of Enterprise Sales Executives are proficient in Enterprise Sales, CRM, 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 Sales Executives that have these skills listed on their resume here:
- Enterprise Sales, 16%
Developed comprehensive enterprise sales marketing strategy and tactical plan.
- CRM, 7%
Hosted product demonstration for CRM (Customer Relationship Management software) as well as ATS (Applicant Tracking software).
- Salesforce, 5%
Manage pipeline, provide accurate forecasts, and communicate with sales pursuit teams through Salesforce.
- Cloud, 5%
Aligned client needs and negotiated new sales models that closed complex customer ITO, BPO & Cloud deals.
- Sales Process, 5%
Managed complex sales processes in sophisticated corporate hierarchies.
- Sales Cycle, 5%
Worked with Regional Vice President to penetrate and develop strategic relationships within accounts that have a 9-12 month sales cycle.
Most enterprise sales executives use their skills in "enterprise sales," "crm," and "salesforce" to do their jobs. You can find more detail on essential enterprise sales executive responsibilities here:
Analytical skills. The most essential soft skill for an enterprise sales 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 sales executive resume shows how their duties depend on analytical skills: "created the first inside sales team, migrated existing database to salesforce and trained company on how to use it. "
Communication skills. Many enterprise sales 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 sales executive will need this skill often in their role. This resume example is just one of many ways enterprise sales executive responsibilities rely on communication skills: "keep abreast of changing trends and product developments within the telecommunications industry. "
Customer-service skills. This is an important skill for enterprise sales executives to perform their duties. For an example of how enterprise sales 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 sales executive: "identify key trends and customer needs and leverage industry knowledge and applications in order to find and close opportunities. ".
Leadership skills. For certain enterprise sales executive responsibilities to be completed, the job requires competence in "leadership skills." The day-to-day duties of an enterprise sales 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 sales executives do: "effected best practices and process improvement discussions between marketing operations and enterprise sales leadership. "
The three companies that hire the most enterprise sales executives are:
- Fiserv54 enterprise sales executives jobs
- Oracle38 enterprise sales executives jobs
- Verizon Communications34 enterprise sales executives jobs
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Compare different enterprise sales executives
Enterprise sales executive vs. Sales account manager
The account sales manager is in charge of the retention of their customer relationship. They have to supervise the portfolio of existing clients, develop new business with them, and seek new sales opportunities. Account sales managers act as liaisons between the company and customer as well as build strong, long-lasting relationships by providing an improved customer experience. It is their responsibility to negotiate contracts and close deals to maximize sales profits. Also, they forecast track sales results and prepare reports on account status.
While similarities exist, there are also some differences between enterprise sales executives and sales account manager. For instance, enterprise sales executive responsibilities require skills such as "cloud," "saas," "healthcare," and "c-suite." Whereas a sales account manager is skilled in "customer service," "customer satisfaction," "product knowledge," and "powerpoint." This is part of what separates the two careers.
Sales account managers earn the highest salaries when working in the technology industry, with an average yearly salary of $68,777. On the other hand, enterprise sales executives are paid more in the technology industry with an average salary of $131,893.sales account managers tend to reach similar levels of education than enterprise sales executives. In fact, sales account managers are 3.5% less likely to graduate with a Master's Degree and 0.6% less likely to have a Doctoral Degree.Enterprise sales executive vs. Business development sales manager
A business development sales manager is in charge of securing sales by reaching out to clients through calls, correspondence, or appointments. Their responsibilities often revolve around performing research and analysis to identify new leads and sales opportunities, offering different products and services, and creating proposals and price quotes for potential clients. A business development sales manager may also tailor payment plans, process billing, participate in various marketing initiatives, and produce progress reports. Furthermore, it is essential to ensure customer satisfaction and build positive relationships to strengthen the company's client base.
While some skills are similar in these professions, other skills aren't so similar. For example, resumes show us that enterprise sales executive responsibilities requires skills like "c-suite," "cloud computing," "emerging technologies," and "leverage." But a business development sales manager might use other skills in their typical duties, such as, "customer service," "business relationships," "cold calls," and "relationship building."
Business development sales managers earn a lower average salary than enterprise sales executives. But business development sales managers earn the highest pay in the professional industry, with an average salary of $130,807. Additionally, enterprise sales executives earn the highest salaries in the technology with average pay of $131,893 annually.Average education levels between the two professions vary. Business development sales managers tend to reach similar levels of education than enterprise sales executives. In fact, they're 0.9% more likely to graduate with a Master's Degree and 0.6% less likely to earn a Doctoral Degree.Enterprise sales executive vs. Sales development manager
Sales Development Managers oversee a specific function in the sales department. They are in charge of creating sales pitches, communication tools, and strategies to boost the company's sales performance. They may be assigned to do these activities for a specific product or service or for the whole product line of the organization. Sales Development Managers are also expected to create branding images that will help their sales strategies. They are required to fully understand the company's history, image, and target market. This will ensure that the branding and sales strategies they create are in line with the company's values.
Some important key differences between the two careers include a few of the skills necessary to fulfill the responsibilities of each. Some examples from enterprise sales executive resumes include skills like "cloud," "saas," "healthcare," and "c-suite," whereas a sales development manager is more likely to list skills in "sdr," "customer service," "training programs," and "product knowledge. "
Sales development managers earn the best pay in the manufacturing industry, where they command an average salary of $107,980. Enterprise sales executives earn the highest pay from the technology industry, with an average salary of $131,893.When it comes to education, sales development managers tend to earn similar degree levels compared to enterprise sales executives. In fact, they're 2.8% more likely to earn a Master's Degree, and 0.8% more likely to graduate with a Doctoral Degree.Enterprise sales executive vs. Head of sales
The head of sales is primarily responsible for overseeing the sales performance of a company and devising strategies to optimize practices. Their responsibilities typically revolve around monitoring the progress of every sales effort, setting objectives and deadlines, performing research and analysis to identify sales opportunities, and coordinating with different departments to improve procedures and reach sales targets. Furthermore, as the head of sales, it is essential to lead and encourage the workforce, all while implementing the company's policies and regulations.
Even though a few skill sets overlap between enterprise sales executives and heads of sales, there are some differences that are important to note. For one, an enterprise sales executive might have more use for skills like "salesforce," "cloud," "sales cycle," and "healthcare." Meanwhile, some responsibilities of heads of sales require skills like "sales strategy," "sales organization," "product knowledge," and "sales operations. "
In general, heads of sales earn the most working in the technology industry, with an average salary of $189,378. The highest-paying industry for an enterprise sales executive is the technology industry.The average resume of heads of sales showed that they earn similar levels of education compared to enterprise sales executives. So much so that theyacirc;euro;trade;re 2.9% more likely to earn a Master's Degree and less likely to earn a Doctoral Degree by 0.5%.Types of enterprise sales executive
Updated January 8, 2025
