Top Major Account Executive Skills

Below we've compiled a list of the most important skills for a Major Account Executive. We ranked the top skills based on the percentage of Major Account Executive resumes they appeared on. For example, 17.5% of Major Account Executive resumes contained Sales Goals as a skill. Let's find out what skills a Major Account Executive actually needs in order to be successful in the workplace.

The six most common skills found on Major Account Executive resumes in 2020. Read below to see the full list.

1. Sales Goals

high Demand
Here's how Sales Goals is used in Major Account Executive jobs:
  • Increased monthly sales goals with solution selling approach, (Blackberry, GPS, Workforce Management) -streamline businesses to paperless environment
  • Reached 100% of sales quota in the first 90 days, and met sales goals 19 months consecutively.
  • Achieved top sales achievers award (300 Club) in 1997 and 1998 by exceeding all sales goals.
  • Received Presidents Award 11 times as Salesman of the Month for exceeding monthly revenue and sales goals.
  • Initiated and executed regional sales plan in the territory to meet and exceed sales goals.
  • Achieved and surpassed monthly sales goals by implementing vendor relationships and cold calling techniques.
  • Promoted twice as a result of consistently meeting or exceeding various established sales goals.
  • Promoted to MAE sales position for exceeding sales goals and building excellent customer relations.
  • Exceeded sales goals by a minimum of 15% for 5 consecutive years.
  • Surpassed sales goals in the Health Segment and exceeded objectives 40 %.
  • Developed sales goals and reported sales results directly to company C.E.O.
  • Prospect and close sales to new customers to achieve sales goals.
  • Received Company's Presidents Club Ring for achieving sales goals.
  • Cultivate strategies and programs to achieve unit sales goals.
  • Exceeded targeted sales goals by 300%.
  • Have exceeded sales goals to date.
  • Meet and Exceed Sales Goals 5 out of 11 months.
  • Exceeded 2014 sales goals at 123% to budget.
  • Exceeded sales goals by 110%
  • Worked independently to achieve customer satisfaction and sales goals.

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2. New Accounts

high Demand
Here's how New Accounts is used in Major Account Executive jobs:
  • Developed new accounts through cold calling and referrals while providing exceptional service to existing customers.
  • Developed new accounts through identifying decision-makers and providing superior customer service.
  • Penetrated additional financial institutions and added multiple new accounts for TWC.
  • Developed and maintained existing accounts also created new accounts.
  • Uncovered new accounts through telemarketing and face-to-face cold calling.
  • Developed new accounts through telemarketing, cold-calling and referrals.
  • Developed new accounts targeting companies with 100+ employees for this provider of integrated technical services and computer technology products and solutions.
  • Worked closely with product development in launching new products or expanding the penetration of existing products within current and new accounts.
  • Maintained customer accounts, prospected new accounts, achieved all sales quotas, and identified and sold advanced messaging applications.
  • Opened 40 new accounts, using personal research tactics and prospecting strategies, while also penetrating 'qualified' leads.
  • Developed new accounts via active telephone and field sales; created and maintained lead databases for effective prospect management.
  • Finished in the Top 15% for number of new accounts closed in the Midwest sales region for 2001.
  • Lead the group in prospecting, negotiating and closing new accounts both on a monthly and quarterly basis.
  • Call on new accounts in all verticals regarding Telecommunication CPE, and Hosted VOIP in South Eastern Florida.
  • Acquired over 220 new accounts with a target emphasis on government accounts located in the greater Pittsburgh market.
  • Target potential clients and develop relationships in order to acquire new accounts and develop new calling card products.
  • Secured complex competitive 5 new accounts estimated over $600,000 in less than 5 months with company.
  • Opened 34 new accounts in 28 months, yielding over $6.3 million in new SaaS revenue.
  • Created and maintained new accounts receiving most new accounts for the month in the Midwest region twice.
  • Established new accounts with substantial revenue growth, increasing the Atlanta's downtown district by 150%.

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3. Product Knowledge

high Demand
Here's how Product Knowledge is used in Major Account Executive jobs:
  • Established solid sales base through cold calling, appointment setting, customer relations and the ability to master new product knowledge.
  • Achieved a reputation for earning new business based on trust and product knowledge placing 60 IT consultants in 12 months.
  • Coordinated / conducted all product knowledge seminars inside and outside of the branch location.
  • Utilized advanced selling skills and product knowledge to provide market and account penetration.
  • Offer product knowledge training for buyers and sales personnel of Client companies.
  • Developed a training program to enhance employee product knowledge and selling skills.
  • Set meetings with product and merchandise managers for product knowledge.
  • Attend trainings to increase product knowledge and keep informed of competition.

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4. Revenue Growth

high Demand
Here's how Revenue Growth is used in Major Account Executive jobs:
  • Involved in strategic business plans to facilitate revenue growth and maximize product margins while establishing business relationships.
  • Grow and manage a balanced pipeline across assigned territory achieving new business revenue growth.
  • Audited sales results to identify areas of opportunity to improve results on revenue growth, customer growth, and churn reduction.
  • Managed advertiser categories for dollar volume customers, which included all sales and revenue growth strategies for customers.
  • Achieved monthly and quarterly sales goals by securing new business and managing accounts for retention and revenue growth.
  • Manage cross functional sales and marketing group tasked with creation and execution of revenue growth strategy.
  • Propose and close sales that achieve total revenue growth, profit & customer satisfaction plans.
  • Exceeded both sales and revenue growth objectives to new and existing customers through 2008.
  • Expanded the conversation to generate broader account penetration and off cycle revenue growth.
  • Maintained consistent record of revenue growth while managing a current base of customers.
  • Managed Fortune 500 companies to retain accounts and contribute to revenue growth.
  • Maintain and manage accounts for long term revenue growth.
  • Achieved year-over-year revenue growth by increasing end user revenues.
  • Achieved 98.5% account revenue retention and revenue growth
  • Track record of year over year revenue growth.
  • Created contracts supporting revenue growth.
  • Achieved 130% of revenue growth target for 2002.
  • Drive revenue growth for the largest Automotive Groups across the United States.
  • Charged with achieving target-level volumes in delinquency, write-off, new loan originations, and revenue growth.

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5. Customer Base

high Demand
Here's how Customer Base is used in Major Account Executive jobs:
  • Managed and designed marketing programs to vertical market prospects for potential opportunities as well as programs to maintain/retain current customer base.
  • Maintained customer base by ensuring periodic training, assessing customer satisfaction, and utilizing customer service to effectively resolve problems.
  • Fostered growth within existing customer base by spearheading regular account reviews and providing recommendations to improve cost efficiency.
  • Maintained and grew existing customer base and successfully and consistently identified and expanded business within existing base.
  • Assigned objective to protect and grow existing customer base primarily through corporate and self-generated marketing programs.
  • Concentrate on penetrating zero base accounts while retaining existing customer base to meet subsidiary growth objectives.
  • Developed and maintained new customer base in protected territories via telephone and in-person prospecting.
  • Project Management developed and tested new processes for maintaining and improving customer base.
  • Contacted existing customer base to establish relationship and determine new revenue opportunities.
  • Managed existing customer base and developed new relationships by cold calling.
  • Managed all activities for assigned federal market customer base.
  • Maintained current customer base through regularly scheduled meetings.
  • Prospected New Business Opportunities with Non-Customer Base Accounts and expanded existing Client Base Business, maximizing revenue growth and market share.
  • Managed existing customer base and prospected for new customers by cold calling, telemarketing, self- directed research and customer referrals.
  • Maintain customer base is in a saturated territory while penetrating new market and generating 40% increase in sales.
  • Achieved a high reference customer base of shipping clients that had previously been dissatisfied with company's customer service.
  • Implement sales efforts, maintain customer relationships, develop vertical and horizontal sales opportunities within the customer base.
  • Manage and maintain a customer base on the national level as well as adding new customers nationwide.
  • Increased customer base 13% and ranked in the top 2% on customer satisfaction metrics.
  • Expanded and maintained customer base by developing and implementing strategic business plans in Fortune 1000 companies.

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6. Customer Service

high Demand
Here's how Customer Service is used in Major Account Executive jobs:
  • Developed and implemented new Customer Service Program to ensure maximum efficiency and satisfaction regarding repairs.
  • Developed & maintained strong relationships with new and existing customers by providing excellent customer service.
  • Developed relationships and performed both sales and customer service functions for this thriving territory.
  • Gained client trust as visionary consultant by consistently delivering top-flight solutions and customer service.
  • Provided responsive customer service to ensure customer satisfaction and further account growth.
  • Promote customer retention and reduce customer churn by delivering unparalleled customer service.
  • Implemented strategic marketing plans and provided customer service support to major accounts.
  • Handled customer care escalations and provided responsive customer service and satisfaction.
  • Provided responsive customer service and attention to ensure customer satisfaction.
  • Promoted from Accounts Manager/Customer Service Supervisor to sales division.
  • Provide excellent customer service and resolutions for customer complaints.
  • Perform ongoing customer service for existing customers.
  • Promoted and exhibited positive interaction between administration, marketing, escrow, title and customer service departments in the local offices.
  • Increase service and revenue on existing accounts and handled all customer service issues, sailing front load and roll of service.
  • Maintain quality service by enforcing quality and customer service standards, analyzing and resolving quality, and customer service problems.
  • Led development and implementation of Major Accounts Group aimed at driving top tier customer service for targeted clients throughout organization.
  • Coached and mentored new team members by teaching the sales cycle, negotiating techniques, forecasting, and customer service.
  • Maintained high service and quality standards and provided timely resolution to any customer service issues to drive sales opportunities.
  • Build and enhance strong businesses relationships with new and existing advertisers through exceptional customer service and detail follow through.
  • Obtained Circle of Excellence and ICE awards for demonstrating exceptional customer service, integrity, and teamwork.

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7. Internet

high Demand
Here's how Internet is used in Major Account Executive jobs:
  • Evaluated wireless Internet needs and recommended products and services based on customer requirements.
  • Developed customer solutions implementing internet-based data, voice, image and multimedia communications.
  • Prospected and sold new large acquisition accounts all services: Long Distance, Internet, frame relay and point-to-point data networks.
  • Marketed and sold telephone and high-speed internet connectivity, including frame relay and T1 solutions to businesses throughout Central Florida.
  • Promoted to sell voice, internet, and data to employers with over 100 employees headquartered in Philadelphia metro area.
  • Manage large medical hospitals networking and IT needs specific to Fiber, Internet, MetroE, and Cloud Offerings.
  • Major Account Executive Specialize in bringing fiber optic based internet and voice solutions to medium to large size businesses.
  • Core products included Dedicated Internet Access (Fiber), Ethernet, Managed Security, and Cloud Services.
  • Ranked #1 in the Midwest Region for internet sales on SuperPages.com, Google, Yahoo and MSN.
  • Awarded Passport to Success Grand Prize for achieving 185% of Internet revenue quota for 6-month contest period.
  • Provided B2B sales of local and long distance telephony and internet services in the KC metro area.
  • Selected accomplishments: Responsible for the sale and installation of local, long distance and internet services.
  • Provided consultative sales of internet, CPE hardware, wireless solutions to government and education corporate accounts.
  • Designed and communicated Internet, data, voice and web solutions to DC metropolitan area growth companies.
  • Provided Frame Relay, Private Line, Internet, and LD price quotes for GST agent base.
  • Developed and sold print and internet programs, presented research, contract negotiation, and creative development.
  • Full service commercial phone service, Internet access, VPN, data/frame relay, web-hosting/design provider.
  • Maintained, sold and managed all aspects of C-level clients advertising from print to internet.
  • Analyzed and evaluated customer needs and recommended solutions for voice, data and Internet services.
  • Provided design-build fiber Ethernet data and Internet solutions, wireless data and cable TV service.

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8. Consultative Sales Approach

high Demand
Here's how Consultative Sales Approach is used in Major Account Executive jobs:
  • Developed and implemented a strong consultative sales approach and generated additional sales opportunities.
  • Established and strengthened customer partnerships through a consultative sales approach.
  • Identify client needs through a consultative sales approach while increasing digital revenue utilizing a portfolio of digital products.
  • Partnered with customers through a strategic and consultative sales approach to understand their needs, strategies and priorities.
  • Used consultative sales approach to develop, maintain and manage customer relationships, and attain revenue objectives.
  • Generated new revenue through a consultative sales approach to large, complex accounts.
  • Implemented consultative sales approach through LAN/WAN client server environments Consistently ranked within 20% of northeast region.

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9. C-Level

high Demand
Here's how C-Level is used in Major Account Executive jobs:
  • Collaborated with C-level executives and purchasing departmental heads to define business practices and ensure daily mail stream deployment.
  • Consult with C-Level Executives in Purchasing, Information Systems and Facility Management on innovative products and services.
  • Cultivated relationships with C-Level executives and uncovered new and existing customer needs while outsourcing new business leads.
  • Acquired new business accounts by building relationships, developing C-level contacts and using consultative selling approach.
  • Build relationships with C-Level decision makers to negotiate contracts and positively impact the decision making process.
  • Directed market development plans and prospected C-Level Executives to establish market presence and brand awareness.
  • Conceive and implement strategic marketing initiatives that drive C-level contact meetings and bottom-line results.
  • Present technical and financial information to key decision makers including Directors and C-Level Executives.
  • Prospected and sold clients utilizing self-made marketing materials and established C-Level contacts.
  • Set appointments and conducted sales presentations with C-level executives and business owners.
  • Developed proposals and presentations for C-level executives and their immediate reports.
  • Established relationships with C-Level contacts in non-user accounts that never existed.
  • Managed national accounts positioning at C-Level securing TouchAmerica product set-up.
  • Formulated C-level strategies following analysis of customer needs and expectations.
  • Qualified, quantified and prepared proposals for C-level decision-makers.
  • Maintained strong relationships with operational and C-level positions.
  • Provided Custom Communication Solutions to C-level executives.
  • Developed proposals for delivery to C-Level executives.
  • Developed relationships with C-level decision makers.
  • Established appointments with C-level executives.

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10. Business Development

high Demand
Here's how Business Development is used in Major Account Executive jobs:
  • Cultivated business development and sales pipelines, building on reputation for collaborative and consultative approach to continuously increase market penetration.
  • Engaged and facilitated all USIS business development associates and subject matter experts to collaboratively close and manage projects.
  • Provide detailed analysis that identified business development opportunities by product category including competitive issues.
  • Organized and conducted seminars to train new employees for account manager/business development positions.
  • Identified divisional cross-selling opportunities in conjunction with Business Development & Strategy procedures.
  • Developed decision point treatment strategies, positioning company for additional business development.
  • Planned, executed and administered sales objectives and business development functions.
  • Collaborate with marketing and business development on new products.
  • Identified new business development opportunities continually.
  • Identify opportunities for account growth and new business, involving the Sales, Client Services, Business Development support.
  • Oversee all sales and business development functions for the eastern Oklahoma and Arkansas ADP Major Account sales territory.
  • Service Sales and Services: Corporate, Major Accounts, and medium Accounts Business Development and growths.
  • Generated 108% over goal sales, in conjunction with business development rep, cultivating large-scale accounts.
  • Achieved #1 sales status at national level in business development at this Fortune 1000 company.
  • Increased margin dollars by over 8% each year with successful business developments and existing customers.
  • Implemented aggressive business development, sales and marketing strategies achieving revenue and profit goals.
  • Manage existing book of business and responsible for new business development within Major Accounts.
  • Researched, identified, and secured new business development opportunities and revenue streams.
  • Worked with the business development group to determine pricing structures for customers.
  • Create business development and marketing strategies targeting high profile clients.

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11. Account Management

high Demand
Here's how Account Management is used in Major Account Executive jobs:
  • Establish business relationships through account management with assigned customer segments including commercial, industrial and government accounts with substantial energy usage.
  • Determined, customer-driven sales professional with record of exceeding sales quotas and proven results in information technology sales and account management.
  • Collaborated with management, engineers, and service personnel to foster effective account management and motivated individual team effort / commitment.
  • Promoted to field sales based on dramatically over-achieving quota performance, aggressive/driven personality, and proven account management skills.
  • Managed relationship at the C-suite level for account management and new product/strategy planning and implementation.
  • Mentored junior sales representatives when opportunities required higher-level account management and tactical sales planning.
  • Generated new account development opportunities, account management, project coordination and product implementation.
  • Utilized extensive account management acumen to track and report sales and pipeline activity.
  • Provide Account Management to ensure commitments and customer satisfaction.
  • Deliver a highly responsive account management service and built close and trusted relationships with clients and partners.
  • Provided sales and account management to corporate and business users of wireless products and services.
  • Demonstrate Strategic Account Management and Business Development of Fortune 500 DFW Major Account Client Base.
  • Develop strategy for expansion of existing and new services; depending on account management structure.
  • Contacted potential clients through business development, cold calls, marketing, and account management.
  • Account management responsibility for all strategic commercial accounts in the Columbia, SC.
  • Direct sales and account management for approximately 60 accounts in the Indianapolis market.
  • Provide customer service and account management for retention of existing client base.
  • Manage the strategic planning as well as day to day account management.
  • Manage the entire sales cycle of business development and account management.
  • Promoted to sales and major account management within one year.

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12. Healthcare

high Demand
Here's how Healthcare is used in Major Account Executive jobs:
  • Secured additional revenues selling preventive screenings to corporations, community-based organizations, and healthcare providers.
  • Developed successful sales and marketing strategies for government, healthcare and education vertical markets.
  • Develop vertical market opportunities and penetration strategies in printing and healthcare sectors.
  • Have successfully penetrated numerous Healthcare/Government/Education customers for potential growth in 2014.
  • Promoted to NAE to run bigger book of business with larger, more decentralized healthcare systems with larger opportunity for growth.
  • Certified in six vertical Markets; Healthcare, Education, Finance, Manufacturing, Legal, and State and Local Government.
  • Developed new account sales for new healthcare vertical utilizing print, digital/social media solutions, magazines and direct mail products.
  • Executed daily operations of Summit Healthcare Group, one of the largest physician owned practices in the state of TN.
  • Position was 100% performance based and all leads were self-generated, focusing on Healthcare and Education vertical markets.
  • Achieved 300% of quota in 2004 by closing a large car dealership, and multiple healthcare customers.
  • Uncover opportunities and penetrate Fortune 1000 accounts across Healthcare, Automotive, Retail, and Marketing industries.
  • Developed new business in the New York/Metro Area focusing on healthcare and financial industries.
  • Partnered with 10 healthcare organizations and managed a $1 Million book of business.
  • Major focus has been in Healthcare, Hospitality, Assisted Living and Higher Education.
  • Hunt for new and grow existing account base with a focus on Healthcare entities.
  • Provide strategic account planning and management to grow Dell business in Healthcare accounts.
  • Focused on healthcare, finance, education, retail and government markets.
  • Delivered $18.6M Managed Services contract at a major healthcare company.
  • Work with Healthcare entities to mitigate risks of breach under HIPAA.
  • Major Healthcare clients, manufacturing and staffing needs.

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13. Key Decision Makers

high Demand
Here's how Key Decision Makers is used in Major Account Executive jobs:
  • Identified key decision makers developing successful relationships within local, regional and Fortune 500 companies.
  • Utilize solution-selling communication skills with key decision makers.
  • Facilitated meetings with key decision makers for Fortune 500 companies to analyze client needs and customize solutions for securing national contracts.
  • Led sales activity for region's largest accounts by developing long term relationships with key decision makers at a corporate level.
  • Identified key industry trends and concerns in order to present a value added solutions to key decision makers.
  • Established business relationship (prospecting/hunting mentality) with key decision makers of various Fortune 1500 accounts.
  • Worked with key decision makers to understand their critical business issues and strategic objectives.
  • Build rapport with key decision makers and their staff effectively creating alliances.
  • Identified key decision makers and developed relationships to win business in underpenetrated corporate accounts.
  • Develop and maintain relationships with key decision makers for all Stericycle customers.
  • Price volume increases * Follow up with key decision makers.

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14. Customer Relationships

high Demand
Here's how Customer Relationships is used in Major Account Executive jobs:
  • Maintain and build existing customer relationships in key demographic territory by establishing mailing, shipping and document creation solutions.
  • Managed customer relationships from operational to executive levels with key accounts worth $5 million in telecommunications services.
  • Cultivate customer relationships and advocate customer needs with other products/services to develop new sales opportunities and second sales.
  • Job Description Drove business development by cultivating strong customer relationships and giving benefit-orientated sales presentations to generate revenue.
  • Managed key customer relationships and strategically close complex opportunities.
  • Developed, renewed, and repaired customer relationships.
  • Developed strong customer relationships at all levels to ensure adoption of the technology, capturing customers wins and developing strong references.
  • Account lead for team (Sales & Operations), Developed very strong customer relationships & ensured total customer satisfaction.
  • Assigned to provide leadership for at-risk customer relationships, new employee education, and TQM initiatives within the region.
  • Developed, maintained and grew customer relationships at the executive level and decision support levels for all key accounts.
  • Build and maintain customer relationships between top 61 accounts and National Sales Team.
  • Manage complex, intricate customer relationships to protect and expand the base business.
  • Established large referral base due to strong customer relationships and referral network.
  • Focus also included building customer relationships through all layers of the organization.
  • Manage existing accounts and continue to build and maintain customer relationships.
  • Establish and maintain customer relationships with Fortune 500 Companies.
  • Establish long-term customer relationships to exceed sales quotas.
  • Manage on-going customer relationships at appropriate levels to ensure customer loyalty and secures additional business.
  • Negotiated contracts, built customer relationships and followed the sale through to the install process.

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15. Client Relationships

average Demand
Here's how Client Relationships is used in Major Account Executive jobs:
  • Administered long term client relationships through development and consistent application of a Quarterly Review process.
  • Managed blueprinting and surveying endeavors to strengthen client relationships.
  • Developed and cultivated new and existing client relationships.
  • Leverage client relationships to increase account penetration and build advertising solutions that meet their needs.
  • Maintain productive client relationships with physicians, hospitals, and medical facilities.
  • Trained company personnel to build strong, sustainable client relationships.
  • Completed weekly sales forecasting, pipelining and benchmarking to maintain and expand client relationships.

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16. Document Management

average Demand
Here's how Document Management is used in Major Account Executive jobs:
  • Implemented document management solutions-utilizing auditing/needs analysis.
  • Prospect within a defined territory, calling upon C-Level executives and business owners for office equipment sales and document management services.
  • Developed new selling opportunities and client relationships with corporations, government agencies and law firms to support litigation support/document management needs.
  • Sell commercial document management hardware, cloud-based paperless document management, as well as other software and technology solutions.
  • Market Canon's hardware, document management solutions and related software technology-based solutions within assigned named accounts.
  • Helped organizations go paperless with document management systems and digitizing their paperwork increasing revenue for the company.
  • Complete document management solutions included Professional Services and assessments by consulting staff with integrated software solutions.
  • Collaborated with corporate partners to offer complex, customized document management solutions to key clients.
  • Analyzed, developed document management solutions and presented to cost analysis to C-level executives.
  • Marketed advanced enterprise enabled document management systems to New England area Fortune 1000 businesses.
  • Provided Business Process Automation solutions, Consulting, IT Services and document management software.
  • Identified opportunities through prospecting and managed them to final negotiations and closing of deal for document management systems and services.
  • Prospected and developed new sales cycles with Fortune 500 companies to sell and support installation of document management solutions.
  • Key areas of focus on are Consultative Sales, Print Management, Document Management, and Enterprise Services.
  • Managed Fortune 500 accounts; developed & closed contracts for document management hardware, software and services.
  • Major and National Account sales for a worldwide document management organization in the DC Metro area.
  • Identified key client concerns in order to present document management solutions to key decision makers.
  • Developed exclusive document management vendor partnership for NJ Physicians, 2500 member buying alliance.
  • Qualified and implemented document management solutions consisting of software from EMC and EFI.
  • Direct sales of copiers, document management, and software solutions.

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17. Market Share

average Demand
Here's how Market Share is used in Major Account Executive jobs:
  • Identified new business opportunity, secured, managed and maintained business relationships with major employer accounts leading to expanded market share.
  • Formulated and executed marketing and advertising strategies that captured significant market share in a competitive newspaper environment.
  • Maintained and increased market share within assigned territory.
  • Expanded company market share and increased revenue by opening 5 to 6 new medium and large sized accounts every month.
  • Manage specific product lines and brands in order to increment sales, develop brand recognition and increase their market share.
  • Managed client business directives, advertising needs, and provided proactive approach to increase sales and grow market share.
  • Developed new revenue, market share, and growth within the Major Accounts, Carrier and Business market segment.
  • Keep abreast of competitive landscape and work with executive staff to develop competitive products that increase market share.
  • Challenged to rebuild market share in the Twin Cities metro area while properly supporting existing account base.
  • Championed the attack against large major competitive accounts to regain lost market share in the Ohio region.
  • Promoted and assisted in the development of niche publications designed to increase revenue and market share.
  • Train and mentor new Sales Reps. * Increase market share across all Sprint Business market segments.
  • Negotiated advertising contracts to meet clients' marketing needs while increasing ANG's market share.
  • Developed a strategic and comprehensive sales marketing plan to help penetrate and gain market share.
  • Increased Philip Morris market share from 48% to 53% over a three-year period
  • Worked with several product platforms and achieved a dominant market share in all regions.
  • Company record in market share sales of twenty-one competitive accounts in 1998..
  • Work closely with owners to develop sales strategies and increase market share.
  • Increased market share by over 200% through winning multiple new customers.
  • Managed 70 UPS Stores and distribution hubs increasing presence and market share.

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18. Sales Representatives

average Demand
Here's how Sales Representatives is used in Major Account Executive jobs:
  • Enhanced sales representatives skills, providing individual development for improvement and overall motivation to achieve specific goals.
  • Trained newly hired sales representatives while effectively closing and escalating retention rates.
  • Supervised, trained, and developed entry-level sales representatives through succession planning.
  • Accompanied sales representatives on customer presentations for high-end color production devices.
  • Ranked highest in revenue/quota among 40+ sales representatives.
  • Attained the highest sales growth of all sales representatives within the district for two years in a row.
  • Mentored junior sales representatives and was selected to work as acting District Sales Manager during Managers absence.
  • Trained, motivated and developed ways to maximize growth with new experienced sales representatives.
  • Coordinate teams of professionals - tech analysts, software/network engineers, sales representatives.
  • Assisted in hiring, training, and developing new sales representatives.
  • Ranked in the top 5% of all sales representatives nationwide.
  • Mentored new employees and assisted fellow sales representatives in selling efforts.
  • Managed marquee accounts, mentored and trained new sales representatives.
  • Trained new hires that became high profit attaining sales representatives.
  • Top 30 sales representatives in country received award
  • Mentored sales representatives across 3 states.
  • Key trainer of new sales representatives.
  • Mentored 11 sales representatives throughout tenure.
  • Performed Energy audits, surveys and site analysis for energy savings projects Supervised outside Sales representatives, provided training and support
  • Generated highest revenue of all sales representatives on staff for 11years while providing excellent customer service and error-free work.

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19. New Clients

average Demand
Here's how New Clients is used in Major Account Executive jobs:
  • Increased business among existing clients and promoted the organization to new clients in order to meet and exceed strategic business objectives.
  • Developed and established new clients in the enterprise level work place by improving processes and deploying the latest office technology solutions.
  • Prospect for new clients within assigned territory and develop new revenue from existing clients by selling new sites and additional services.
  • Developed and implemented sales plans for assigned portfolios, including clearly defined strategies that maximize revenue opportunities for new clients.
  • Developed network of new clients while managing existing client s needs, helping both positively impact their bottom line.
  • Develop sales proposals through solution selling strategies to obtain new clients in the number three-ranked market in the country.
  • Consulted, developed and managed existing client module in addition to acquiring new clients including International Call Center client.
  • Cultivated an account base of over $4M and established new clients through intelligent networking and creative prospecting.
  • Maintain monthly sales completion while prospecting and bidding jobs to keep a continuous flow of new clients.
  • Account Manager for new clients transiting into new business process, service delivery and benefits administration models.
  • Prospected for new clients by utilizing the telephone, direct mail, seminars and current client visits.
  • Identify, maintain and develop accounts by cultivating and building relationships with both current and new clients.
  • Signed over 300 new clients, setting a still unsurpassed record for new directory advertiser sales.
  • Developed new clients, maintained existing clients and other duties similar to those listed above.
  • Achieved average annual sales increases of 30% from existing and new clients.
  • Implemented and trained new clients on payroll submission and developing custom reports.
  • Expanded business within existing account base and added net new clients simultaneously.
  • Prospected new clients with phone calls, proposals, and appointments.
  • Develop and consult with new clients within a geographic area.
  • Trained new clients/end-users on all sold products and services.

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20. IP

average Demand
Here's how IP is used in Major Account Executive jobs:
  • Developed and implemented Business Development strategies that dramatically increased exposure and sales volume through new partnerships valued at $1.8 Million.
  • Managed cross-functioning resource team to determine and fulfill customers' technical requirements, selling into multiple layers of customer organizations.
  • Utilized existing network connections, as well as established new relationships to keep new business development opportunities coming in.
  • Cultivated new relationships and developed opportunities for Information Technology security consulting services by uncovering and identifying business needs.
  • Achieve revenue and performance goals by developing relationships with prospective clientele and maintaining long-term relationships with extensive network.
  • Targeted and won national clients with multiple locations requiring significant connectivity and bandwidth use, yielding significant revenue.
  • Accelerated account growth and enhanced overall sales revenue performance through strategic vendor partnerships in key vertical industries.
  • Focused on developing partnerships with Fortune 1000 clients to positively impact their recruiting and talent acquisition initiatives.
  • Persuaded multiple highly dissatisfied customers to re-evaluate company offerings, salvaged the relationships, and renewed contracts.
  • Developed strong relationships with manufacturers and 3rd party solutions to provide the overall solution through implementation.
  • Implemented consistent sales activities, maintained pipeline growth, and maximized new business revenue development.
  • Provided guidance on provisioning for Data Center operations and documented results for multiple projects.
  • Involved in developing a preferred vendor relationship with Subway restaurants that included 23,000 installations.
  • Increased sales through innovative promotions and presentations to dealership owners and their advertising agencies.
  • Managed multiple client projects within overall scope in a quality focused, deadline-driven environment.
  • Analyze multiple market factors to both anticipate/identify customer problems/needs and recommends appropriate solution.
  • Established referral partnerships with other technology providers, and other business service vendors.
  • Established contacts within corporations and built strong business relationships with key decision makers.
  • Fostered C-level relationships, negotiated contracts, and provided excellence in customer service.
  • Earned multiple internal promotions due to superior business development and sales delivery.

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21. Voip

average Demand
Here's how Voip is used in Major Account Executive jobs:
  • Created local VOIP business plans for Southern California.
  • Core services include hosted VoIP telephony, via Cisco handsets and Broadsoft soft switch.
  • Market Avaya, Nortel and Tadiran systems focusing on VOIP, Voice Mail, Unified Messaging and Contact Centers solutions.
  • Proposed integrated IP solutions incorporating wireless, electronic security systems, VoIP and manufacture certified structured cabling solutions.
  • Provided voice, data solutions incorporating VoIP, unified communication, contact center and conferencing applications
  • Generate revenue by selling solution-based products such as VoIP, broadband and integrated communication services.

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22. CRM

average Demand
Here's how CRM is used in Major Account Executive jobs:
  • Utilized various CRM systems to effectively prospect for new business opportunities and track their progress through the sales pipeline.
  • Assigned to multiple teams to assess new prospecting tools, CRM's and order entry systems.
  • Increased efficiency of sales force by using CRM software tools and faxing software.
  • Utilized SAP Business Performance Tracking Software and ACT CRM for customer management.
  • Maintain CRM for accurate pipelines, appointment activity, leads and contacts.
  • Utilize and follow the solution sales methodology and CRM administration.
  • Helped develop a new CRM tool still in use today.
  • Maintained CRM database and deployed marketing strategies.
  • Maintain pipeline using Soaring (CRM)
  • Used CRM to track sales process.
  • Utilized Microsoft Dynamics(CRM), webinar, conferencing & PowerPoint presentations.
  • Position eCRM application (financial, telecom, insurance, retail and direct advertising companies).
  • Focused on upselling and cross-selling in existing accounts with the goal of enterprise deployment of eCRM applications

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23. Ricoh

average Demand
Here's how Ricoh is used in Major Account Executive jobs:
  • Represented the full line of Ricoh/Sharp Electronics office automation systems and Xerox Duplicators through an established major account program.
  • Spearheaded Ricoh's Medical Photo Imaging solution
  • Call on hospitals and large medical clinics to develop new business level relationships in order to increase Ricoh's revenue share.
  • Propose proper solutions to customer by integrating RICOH technologies to include the appropriate front-end solutions, connectivity and hardware.
  • Utilize Ricoh's strategic sales methodology to target C-level administration, purchasing, IT directors, and other decision-makers.
  • Support Ricoh's Direct Sales Channel as well as supporting Dealer Channel within AL, TN and MS.
  • Developed customer base through strong sales techniques and education of clients with Ricoh's office products.
  • Led profit growth for the Northeast Division of Ricoh for 7 years, 4 years consecutively.
  • Pioneered new markets and sold first Ricoh digital color copier in company history.
  • Recognized with achievements including the prestigious Ricoh President's Club Award numerous times.
  • Placed within large global organization where Ricoh had no previous relationship.
  • Credited by FM customer as reason for 5 year Ricoh renewal.
  • Create strategic growth initiatives and strategies for expanding opportunities for Ricoh.
  • Finished all four levels of Ricoh Training.
  • Placed within large global organization where Ricoh had no previous relationship.Was provided named account list which contained only two existing customers.
  • Prepare and present printing, 3D printing and MPS solutions for new and existing clients Solicit, Canon, Ricoh products.
  • Maintain records of all prospecting and account activities within the Ricoh sales database (RForce).
  • Major Account Executive Marketed Canon, Ricoh, and Oce digital hardware and software in AZ.
  • Engaged clients in the area of Ricoh Professional Services which involves nationwide facilities management.
  • Selected member of the Ricoh Corporate Diversity Council, and member of the United Way of Downtown Los Angeles.

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24. Sales Presentations

average Demand
Here's how Sales Presentations is used in Major Account Executive jobs:
  • Analyzed competitor's products and designed effective sales presentations to overcome objections such as substantial pricing premiums for Motorola products.
  • Created sales presentations and advertising schedule proposals; implemented special advertising programs for specific clients.
  • Developed Sales presentations, conducted on-site demonstrations, marketed products, trained and educated customers.
  • Created sales presentations, led product demonstrations, developed cost comparisons and negotiated contracts.
  • Delivered sales presentations and introduced a more effective way to communicate worldwide.
  • Performed sales presentations and conducted demonstrations for prospective clients.
  • Recognized for achieving outstanding results in Strategic Sales Presentations
  • Designed and developed sales presentations for corporate clients.
  • Created direct mail pieces, sales presentations and proposals on cost-saving solutions and improving office document flow.
  • Directed all sales activities; Conducted high level sales presentations to 'C' Level officers.
  • Devised marketing and sales strategy, and developed strong sales presentations to grow existing revenue base.
  • Created and delivered conceptual, results and sales presentations to business and technical prospect personnel.
  • Produced and conducted major sales presentations to many of the Journals' top accounts.
  • Give sales presentations to and interact with present and prospective customers..
  • Develop proposals, make sales presentations and demonstrate equipment features and benefits.
  • Prepared and conducted sales presentations and showroom tours.
  • Conducted sales presentations and live productdemonstrations to prospective customers and existing client base.
  • Prepared formal sales presentations and negotiatedcontracts with clients and advertising agencies.
  • Teamed with area sales force in sales presentations, demonstrations, proof of concepts, internal trainings, and proposal development.
  • Used market data and research to create and conduct effective sales presentations and media recommendations.

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25. Annual Sales

average Demand
Here's how Annual Sales is used in Major Account Executive jobs:
  • Exceeded aggressive annual sales goals 30%, despite increased competition, by developing software platforms and services in new markets.
  • Exceeded quotas in 2000 and 2001, and was cited for outstanding quarterly and annual sales success seven times.
  • Awarded the President's Club privileges with a dollar value of $1,400,000 in annual sales and leasing.
  • Played a crucial part to attain annual sales revenues to $1.2 million within three years.
  • Achieved President's ClubAward for $1 million dollar plus average annual sales from 1990- 1995.
  • Attended each annual sales meeting during tenure by achieving 115% to 130% each year.
  • Developed and implemented new advertising strategy for restaurants that increased annual sales by $150,000.
  • Surpassed $1.5 million annual sales quotas through relationship sales and strong solution selling skills.
  • Achieved average 162% of annual sales goals over a seven year period.
  • Top revenue producer with annual sales quota over $2.5M per year.
  • Exceeded quota each year selling over $1 million in annual sales.
  • Generated over $7 million annual sales.
  • Achieved 650% annual sales quota 1999 and 350% annual sales quota 1998.
  • Manage $16M in annual sales.
  • Achieved annual sales quote of $660k Managed an account base of over 300 accounts.
  • Key Highlight Sold over $1M in annual sales revenue.
  • Generated over 1 million in annual sales .

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26. Salesforce

average Demand
Here's how Salesforce is used in Major Account Executive jobs:
  • Skilled in Microsoft Word, Office, Excel, Power Point, and SalesForce.com.
  • Tracked all sales activities using Salesforce.com.
  • Used Microsoft Office and Salesforce to generate quality sales records and prepare sales and activity reports.
  • Provide Quarterly reviews for clients Outlook current deals in the stretch by maintaining Salesforce data base.
  • Conduct credit investigations, write orders, and enter monthly data and activities into Salesforce.
  • Named President's Cup winner as top performer out of a 500 person salesforce.
  • Record and manage all sales activity, prepare sales forecasts and estimates using CRM SalesForce.com
  • Use of Salesforce to maintain daily activities, and weekly pipeline reports.
  • Projected accurate monthly and yearly revenue, using Salesforce forecasting tool.
  • Entered Site Surveys, proposals, activity and sales in Salesforce.
  • Use CRM, salesforce to track and report sales activity

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27. Trade Shows

average Demand
Here's how Trade Shows is used in Major Account Executive jobs:
  • Direct sales and marketing actives include lead generation, trade advertising, trade shows, and account development and pricing.
  • Present current product line to potential and existing buyers during Market week and trade shows such as MAGIC and PROJECT.
  • Self-generated leads through industry cold calling, networking, vertical trade shows, industry specific organizations and vendor relationships.
  • Initiated contact with prospective new clients utilizing telemarketing techniques, cold calling, trade shows, and direct referrals.
  • Coordinated meetings and decisions across cross-functional teams; served as key company representative at trade shows.
  • Self-generated leads through cold-calling, telemarketing, industry networking & vertical trade shows.
  • Promoted corporate services and products through conventions, trade shows, public relations.
  • Coordinated and attended trade shows, festivals, and special events.
  • Promoted company products by attending national trade shows in various locations.
  • Demonstrate office equipment coordinate and set up equipment trade shows.
  • Attend Trade Shows for all Government and Education events.
  • Participated at product trade shows to increase market share.
  • Represented Sprint at trade shows and new product introduction.
  • Coordinated and ran Local Trade Shows.
  • Participated in trade shows and events.
  • Travel nationwide for trade shows.
  • Participated in trade shows to increase awareness of Hasler's products and services to the business community.
  • Averaged 12 to 15 National trade shows per year as part of new brand rollout.
  • Planned and implemented event planning for Regional Trade Shows at Javits Center (NYC)
  • Attended heavy trade showschedule and customer in-service.

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28. Frame Relay

average Demand
Here's how Frame Relay is used in Major Account Executive jobs:
  • Selected as a "cross-border" Frame Relay expert between MCI and Bell Canada
  • Provided access technologies, routers, Time Division and Statistical Multiplexers, X.25 PADS and Switches and Frame Relay access devices.
  • Developed new territory and attained quota selling Data circuits and Frame Relay services in Georgia, Tennessee and Alabama.
  • Direct Sales of Frame Relay and IP Networks to Enterprise and ISP accounts.
  • Provided network services including frame relay, P2P T-1, MPLS.
  • Proposed and presented telecommunications services: local, IP, frame relay, private line, long distance, and wireless.

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29. Software Solutions

average Demand
Here's how Software Solutions is used in Major Account Executive jobs:
  • Cross selling with global business solution representatives, implementing software solutions for corporate counsel.
  • Provided hardware and software solutions to named accounts within territory assignment.
  • Marketed wide format printers and software solutions to engineering departments.
  • Increased their $14K per month data processing expense to $26.5K per month investment by cross selling software solutions.
  • Used Solutions Selling with Return on Investment figures, to close a variety of High-Density Storage and Software Solutions.
  • Solicit for and manage new account development, offering complex software solutions through the entire sales cycle.
  • Market and distribute mailing, printing and software solutions to a new and existing client base.
  • Established opportunities and programs to sell both Hardware & Software Solutions to education districts.
  • Drive sales of Printing Equipment, Software Solutions and Managed Print Services.
  • Uncovered client workflow inefficiencies and recommended where CB Software Solutions created incremental improvements.
  • Managed a portfolio of key strategic accounts for a reseller of printers, copiers, scanners and software solutions.
  • Generated sales revenue from product mix of marketing services, printed checks/forms, payment and software solutions.

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30. Cloud

low Demand
Here's how Cloud is used in Major Account Executive jobs:
  • Develop voice, data, and Cloud strategies through consultation with executives to develop solutions.
  • Sell Cloud, Data Migration, Telecommunications, Managed Services & I.T.
  • Led a cross-functional sales project that enabled Sun Microsystems to sell the first Cloud solution (VMware based).
  • Presented and articulated the need for cloud performance monitoring solutions and developed effective strategies for winning in a competitive environment.
  • Market and deliver upon Autonomy s software solution offerings; including digital archiving, backup/recovery and cloud storage.
  • Developed working knowledge of two cloud-based platforms used to deliver content information to institution, instructors and students.

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31. Professional Services

low Demand
Here's how Professional Services is used in Major Account Executive jobs:
  • Involved with product development: coordinating customer requirements with engineering and professional services.
  • Learned a comprehensive suite of services include strategic consulting/ programming, professional services, web hosting and Managed Services.
  • Led sales team leveraging resources including sales engineer, professional services, inside sales and executive resources.
  • Managed all global sales, service and professional services efforts for TeleTech Holdings and Great-West Financial.
  • Performed solution selling, incorporating both product and professional services into to all Major Accounts.
  • Provided total solutions including: Software, Hardware, Consulting and Professional Services.
  • Managed the professional services product/managed print services for seven offices.
  • Achieved in excess of $1,000,000 combined equipment, software and professional services multiple years Achieved President's Club multiple years.
  • Conducted monthly account reviews with internal team members from professional services, production sales, IT services, and managed services.
  • Closed $1M+ Professional Services contract with Telus Canada.

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32. Direct Sales

low Demand
Here's how Direct Sales is used in Major Account Executive jobs:
  • Create and direct sales team training and development programs which directly improved employee retention, morale and sales revue.
  • Increased revenue from new business of $1,233,960 of rental revenue with $11,144 of direct sales.
  • Direct sales of servers, networks, & software to large Regional and National automotive dealer groups.
  • Direct sales of Sales & Marketing Demand Generation services to CXO levels at Fortune 1000 companies.
  • Sourced new revenue through direct and indirect sales channels to government and commercial relationships.
  • Direct sales of consulting services, outsourced services, and security solutions.
  • Performed solution based sales comprised of direct sales and equipment leasing.
  • Account maintenance/retention, indirect sales, and government accounts with procurement.
  • Direct Sales to specific vertical markets in New England and Manhattan.
  • Increased company's total direct sales result by 256%.
  • Direct Sales to commercial accounts within the private sectors.
  • Marketed through direct sales efforts and business partner relationships.
  • Top Direct Sales 1st Quarter 2001
  • Increased direct sales to new commands and programs from $300K to $3.2 Million in 12 months.
  • Worked for Mitel's direct sales channel and supported sales through dealer organizations.
  • Direct sales of Cloud computing, colocation and IT managed services.

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33. ROI

low Demand
Here's how ROI is used in Major Account Executive jobs:
  • Utilized ROI models to minimize Capital expenditures.
  • Qualified new leads and requested site surveys to determine serviceability of prospects, including submission of ROI analysis to sales management.
  • Charged with acquiring and maximizing revenue potential of client base applying ROI models and practical understanding of customers' corporate objectives.
  • Displayed exceptional strategic and consultative selling skills to include discovery, ROI, sales cycle maintenance, tactical planning and closing.
  • Presented ROI on all voice, video, and data products to establish growth in all segments of the business.
  • Develop and communicate ROI models to drive wireless mobility sales in the professional, field, & transportation services arenas
  • Designed new creative websites and digital campaigns to optimize clients ROI for digital and direct platforms.
  • Utilized ROI calculations within Sales Force to work up and deploy proposals for fiber services.
  • Market data analysis and design of the custom marketing programs based on strong ROI.
  • Implemented sales cycle management process for Detroit area Fortune 500 companies.
  • Developed and implemented cost analysis and ROI sales process.
  • Develop pricing and ROI proposals for customers.
  • Evaluate P&L and ROI models for future plant growth.
  • Presented high level presentations demonstrating ROI and workflow process solutions when implemented would impact customer's bottom line positively.
  • Delivered high-level presentations on positive bottom-line impact of ROI and workflow process solutions.
  • Consulted with C-level clients on an ongoing basis and drove faster ROI by leveraging technology investments to develop customized workflow solutions.
  • Created and executed marketing action plans that resulted in track able ROI Strong negotiating skills and ability to overcome objections.
  • Created custom ROI closing tools / sales deliverables: ROI worksheet proposals and power point presentations to close sales.
  • Generated new business through cold calling, referrals utilizing new products as well as core products utilizing ROI
  • Provided supportability reviews and ROI models of existing communications to increase performance, scalability, and resiliency.

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34. Business Solutions

low Demand
Here's how Business Solutions is used in Major Account Executive jobs:
  • Acquired competitors' largest accounts through knowledge of their day-to-day operations and provided excellent business solutions.
  • Analyzed customers' business processes and mission-critical drivers, developing and proposing value-added business solutions.
  • Facilitated business solutions detailing improved document management systems in support of negotiations for fleet acquisitions.
  • Composed and presented business solutions and proposals daily to national and major account customers.
  • Develop sales contracts pertinent to customer's requirements and business solutions.
  • Focus on defining, developing and implementing business solutions.
  • Major Account Executive for leading provider of advanced business solutions for select customers in the greater Lexington, Kentucky area.
  • Sell full line of cellular products and business solutions to General Business, corporate and enterprise accounts.
  • Implement customized business solutions to drive revenue, growth and profit.
  • Recruited from Xerox by Canon Business Solutions.
  • Defined and executed account penetration strategies, developed high-level relationships with target companies, and designed and presented Teradata-enabled business solutions.
  • Managed a long and complex sales cycle by providing subject matter expertise and businessknowledge to effectively provide customer specific business solutions.
  • Conducted customer appointments and presented Konica Minolta Business Solutions strategy and direction to key decision-makers.
  • Developed and executed account strategies for Konica Minolta Business Solutions Document Systems.

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35. Data Services

low Demand
Here's how Data Services is used in Major Account Executive jobs:
  • Work closely with network services partners for joint presentation and sales of VoIP, Local and Integrated Voice/Data services.
  • Market a wide variety of voice/data services to Fortune 500 and mid-market commercial clients in South Florida.
  • Developed key accounts and called on C-level decision makers integrating voice and data services and plans.
  • Prospected, proposed, and sold voice and data services to mid-sized companies in Philadelphia region.
  • Use of Technical and Consultative Sales approach to market Integrated T1 voice and data services.
  • Generate new commercial business consisting of local, long distance, and data services
  • Direct sales of voice and data services, with emphasis on selling value.
  • Promoted voice & data services to new customers throughout the country.
  • Managed key account sales of mobile and data services.
  • Received extensive training on high end data services.
  • Maintained and grew existing customer base by 150% - Reviewed, evaluated and made recommendations on voice and data services.
  • Market and sell Qwest Communication voice and data services to high end accounts throughout Kentucky and Southern Indiana.
  • Maintain accounts previously signed with XO Generate new accounts for voice and data services
  • Charged with identifying and providing Data services to customers in Riverside, San Bernardino, and Orange Counties.
  • Facilitated sales of long distance and data services to mid-market accounts across Los Angeles territory.

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36. RFP

low Demand
Here's how RFP is used in Major Account Executive jobs:
  • Have been engaged in responding to Business/State/Educational RFP's
  • Improved RFP and Bid capture rate through exhaustive market research, trend assessment, and technology for business customer technology infrastructure.
  • Researched, negotiated, and responded to high volume RFP's in the local, state, and federal government sectors.
  • Cultivated long term relationships with prospects and customers, prepared and presented proposals, and responded to RFP's.
  • Answered RFP's for both private and public corporations with keen eye for detail and thoroughness.
  • Prepared responses to Requests for Proposal (RFP) and Requests for Information (RFI).
  • Developed Account base through marketing, networking events, RFP's, and customer referrals.
  • Specialized in completions of all RFP's, RFQ's and other purchasing related documentation.
  • Identify upcoming RFP's for the company to pursue, heavy phone work involved.
  • Managed multiple RFP efforts and complex installations in major and higher education accounts.
  • Insured coordination of all phases of development from RFP acquisition through program execution.
  • Organized RFP and RFQ requests, what set us aside from our competitors.
  • Respond to RFP/RFI and negotiate contract, manage implementation of solutions.
  • Manage larger accounts through RFP, contracting process, and fulfillment.
  • Created the standard proposal format to responses to RFP requests.
  • Manage the RFP/RFI/RFQ process, including drafting proposals and responses.
  • Worked with customers in developing RFP and RFQ's.
  • Coordinated response to RFP/bid proposals.
  • Developed and executed with new and existing RFP presentations, competitive analysis and accountmanagement implementation.
  • Analyzed and prepared RFP responses for large government tenders, resulting in larger and profitable sales territory gains for the company.

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37. Ikon

low Demand
Here's how Ikon is used in Major Account Executive jobs:
  • Led post-sales delivery and implementation of IKON solutions at customer locations.
  • Suggest better utilization and cost effectiveness through Canon hardware, selected software products and IKON service excellence.
  • Expanded IKON sales in existing accounts by 15% through introducing new products and services offered by
  • Initiated and expanded business by building strategic relationships with IKON's key large commercial accounts.
  • Coordinate with IKON team to facilitate the timely delivery, setup and billing of orders.
  • Support of headquarter locations and branch offices of customers via IKON's inter-territorial support team.
  • Promoted to win new business and manage current IKON major account client base
  • Retained and developed relationships with Tier I and Tier II IKON accounts.
  • Promoted to a Major Account position after ten months at IKON.
  • Top producer for IKON, WA Commercial.
  • Identified, developed and implemented customized integrated document management solutions for new and existing Ikon accounts.
  • Major Accomplishment-Teamwork-Collaborated with IKON (NYC) on Deloitte & Touche regional headquarters in Houston.
  • Negotiated Contracts for IKON with State and Local agencies..
  • Leveraged solutions by Canon, Ricoh, eCopy & Westbrook Technologies to differentiate IKON from the competition.

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38. Sales Process

low Demand
Here's how Sales Process is used in Major Account Executive jobs:
  • Conduct cold calls, prospect qualification, strategic sales process planning and close all revenue opportunities in the gaming vertical.
  • Assumed responsibility for the entire sales process, including getting to know the client during an in-depth interview.
  • Train newly hired account executives the sales process through phone blitzes, team cold calling and results analysis.
  • Managed the sales process to include site evaluation, RFP, demonstrations, and solution negotiation.
  • Established a 5 step sales process for each account that would help increase the closing ratio.
  • Engaged C-Level, IT and other key personnel in both prospecting and sales process strategies.
  • Participate in ongoing training of products and services, maintain knowledge of sales processes.
  • Provided advanced sales leadership and sales process training to new Account Executives.
  • Researched and submitted bid requests (RFB) during complex sales process.
  • Conducted training courses for media consultants on selling systems and sales processes.
  • Received extensive hunter and sales process training.
  • Managed sales process from prospecting to close using consultative sales methods for the largest online employment website in the U.S.
  • Charged with the full lifecycle sales process, from initial client contact through implementation.
  • Created scalable sales processes and implemented strategy for local, regional and national accounts.

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39. Cold Calls

low Demand
Here's how Cold Calls is used in Major Account Executive jobs:
  • Generate new business through outside sales activities such as cold calls, prospecting, telemarketing, territory planning and relationship building.
  • Managed trade show efforts, full product presentations, and travel within defined territory for cold calls and set appointments.
  • Job duties included local field sales territory management, telemarketing cold calls, and account maintenance focused on Fortune 1000.
  • Utilized cold calls, direct marketing and client referrals, working with all channels involved in Sprint PCS's network.
  • Sustain sales activities; appointments, demos, proposals, cold calls, and database updates.
  • Initiate cold calls and telemarketing, along with uncovering third party leasing companies.
  • Executed 25 cold calls to top level executives to increase client base.
  • Averaged 20-40 cold calls and 2 appointments set and run per day.
  • Perform telemarketing and cold calls with aggression to meet monthly sales quotas.
  • Handled cold calls daily and maintained a high quality of customer relations.

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40. Government Accounts

low Demand
Here's how Government Accounts is used in Major Account Executive jobs:
  • Dedicated to selected Federal Government accounts with the responsibility to increase market share.
  • Acquired new customers and developed corporate and government accounts.
  • Developed many global and government accounts.
  • Recruited by Regional Sales Manager to re-establish relations with the State of Minnesota and other notable government accounts.
  • Recruited by Area Manager Responsibilities included the development of both major and government accounts in the Chicago area.
  • Recruited to increase sales and develop strong relationships within Enterprise and local Government accounts in the Carolina's.
  • Learned how to deal with various types of accounts, ranging from government accounts to corporate accounts.
  • Identified, engaged and managed major commercial, state and municipal government accounts within New England.
  • Major Account Executive-Initiated sales to new enterprise, mid market and local government accounts.
  • Developed, coordinated, and executed account strategy for major government accounts in Utah.
  • Managed State & Local Government accounts with annual buying power of $5M+.
  • Major accounts included S&P 500, private and government accounts.
  • Manage 56 Federal Government accounts valued over $1 million.
  • Maintained and re-developed rapport with Kyocera's current non-profit and government accounts.
  • Retained and grew key Enterprise and Government accounts - State of Washington, Alaska Airlines and Unigard Insurance.
  • employed to develop state and local government accounts, as well as large private companies.

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41. Saas

low Demand
Here's how Saas is used in Major Account Executive jobs:
  • Company Profile - Global provider of Enterprise HR/Payroll software delivered on a SaaS platform.
  • Managed outside sale of SaaS-based HCM Perform cloud software.
  • Influenced buying-decision by clearly demonstrating the value and strategic business fit of suggested SaaS solutions in impactful, ROI-based presentations.
  • Helped company open its new cloud/SaaS market, making the initial sales and ramping up its Cloud/SaaS revenue stream.
  • Presented TransUnion, TLOxp and SaaS solutions to C-level executives and their risk solution teams.
  • Prospected potential clients and identified new partnership opportunities for leading SaaS and direct marketing retail bank solution.

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42. Xerox

low Demand
Here's how Xerox is used in Major Account Executive jobs:
  • Focused on Professional Services offering of Xerox Managed Print Services.
  • Marketed Xerox products and services from a customer-focused perspective.
  • Led Xerox 3-state business unit at 132% of revenue plan and ranked #3 for 2001 in Xerox Eastern Entity.
  • Created pricing scenarios with the objective of meeting customer requirements while attaining profitability for both Xerox and the customer.
  • Supported seven South Florida Services and Solutions Executives as the office's de facto Xerox Print Services specialist.
  • Increased market share by 20% winning significant revenue at the expense of market leader Xerox.
  • Specialized in Education selling all Xerox products and services- growing Xerox account school districts.
  • Supported and trained sales teams to effectively communicate Xerox s value added message.
  • Articulate and position Xerox products, services and solutions to key decision makers.
  • Lead sales process on Xerox end-to-end solutions for customers document management needs.
  • Performed all initial client interest appointments including pre-call planning and solution presentation for Xerox
  • Resulted in largest computer board design win in Motorola Computer Group history and established Xerox as #1 customer worldwide.
  • Promote Xerox hardware, managed print services, and document management software to healthcare accounts.
  • Introduced new product technology concepts with live demonstrations onsite and at Xerox showroom.
  • Worked with head of IT (North America) at Dolce Gabbana to expand market share and Xerox footprint.

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43. VPN

low Demand
Here's how VPN is used in Major Account Executive jobs:
  • Achieved success selling MPLS, VPN, DIA, VOIP to SMB + Mid Market decision makers.
  • Determined customer requirements for DIA, PRI, Integrated Access, SIP Trunks, Collo, IP VPN and Ethernet.
  • Negotiated, scoped and planned rollout of PAN European MPL's, VPN and Data centre services with C-Level executives
  • Demonstrated proficiency in Voice and Data Technologies such as VoIP, MPLS IP VPN etc.
  • Handled Major Commercial Accounts seeking LAN, VPN, and Direct Fiber connections.

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44. Mpls

low Demand
Here's how Mpls is used in Major Account Executive jobs:
  • Designed MPLS infrastructure solutions for numerous corporations with multiple locations throughout the country.
  • Increased billing revenue by 30% through customer technological upgrade initiatives such as MPLS, SIP and hosted solutions.
  • Closed the sale for the largest MPLS customer in the company, valued at $35k in monthly revenue.
  • Manage clients billing $150,000 monthly recurring in MPLS Networks
  • Promoted significant sales with specialized IP portfolio consisting of MPLS, data center, co- location services, and equipment upgrades.
  • Consulted with larger Atlanta based companies for MPLS, PRI, Cloud Hosting and Fiber Connectivity.

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45. Top Performer

low Demand
Here's how Top Performer is used in Major Account Executive jobs:
  • Achieved $6 million in new revenue and rated top performer by exceeding 460% of quota.
  • Top performer consistently delivering to all monthly, quarterly and annual quotas from 1997 to 2002.
  • General Business Division Top Performer, 1996, 1997, 1998.
  • Top Performer for voice and data solutions in NC/SC/TN regions.
  • Earned Top Performer award after three (3) months
  • Accomplished Top Performer Southeast Q1 2008.
  • Top Performer Mid-Market South Sales Team.
  • Received Top Performer Award in 2008.
  • Awarded National Derby Top Performers Winner (Top 4 Reps Nationally 2007, 2008, 2010, 2011, 2012).
  • Top performer: 1996, 1997, 2000, 2002, 2003
  • Delivered Results: Consistently placed in the top 10% year after year in Mid Atlantic Region as a top performer.
  • Top Performer in Sales Class 2003.
  • Top performer of sales team.)
  • Recognized as "Top Performer" due to exceeding expectations in print and interactive.

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46. Qwest

low Demand
Here's how Qwest is used in Major Account Executive jobs:
  • Received national recognition for being the first Qwest sales executive in the U.S. to negotiate and close an international web-hosting contract.
  • Recruited to manage their largest HP 9000 account, Qwest Communications in Dublin, OH.
  • Awarded placement on the State of Kansas Contract for Cisco- a first for Qwest.
  • Negotiated and closed $3.6M VPN contract, largest in Qwest history.
  • Acted as Master Agent for Qwest and various inter-exchange carriers.
  • Added 200 new Orange County accounts to Qwest.
  • Market web-hosting solutions within Qwest's data centers in a variety of levels including shared, colocation, dedicated and managed.
  • Partnered with telecom industries businesses to sell Qwest services.
  • Worked with existing Qwest accounts to increase customer spend with Qwest by offering additional Qwest products.

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47. Ethernet

low Demand
Here's how Ethernet is used in Major Account Executive jobs:
  • Represent the entire Metro Ethernet line of products and services through planned, initiated sales activities.
  • Provide fiber-based Ethernet and Advanced Voice solutions for businesses throughout the Puget Sound area.
  • Joined newly created Metro-Ethernet sales division for 2011 product launch.
  • Provided data access via metro Ethernet, fixed 4G wireless, and fiber optic service.
  • Managed Metro Ethernet services for School systems and Colleges.
  • Directed sales to key accounts for wireless connectivity applications; network processing applications; powerline connectivity and Ethernet connectivity.

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48. Contract Negotiations

low Demand
Here's how Contract Negotiations is used in Major Account Executive jobs:
  • Directed the marketing support services including target identification, proposal generations, pricing strategies, and contract negotiations.
  • Contract negotiations, presentations, demonstrations, securing financing and negotiating with financial institutions.
  • Developed and prepared executive presentations, contract negotiations and implementations.
  • Contract negotiations, project management and account profitability.
  • Utilize consultative sales methods to conduct in- depth contract negotiations, justify rates, and create customized cross-media contract.
  • Delivered compelling value proposition and strategies to CXO/ senior decision makers, lead contract negotiations and close new business.
  • Handled the day to day advertising, budgeting, and contract negotiations of a major account list.
  • Contract negotiations; writing and negotiating contracts.
  • Contract negotiations to network planning.

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49. YTD

low Demand
Here's how YTD is used in Major Account Executive jobs:
  • Exceeded 100+% of YTD goals (2001, 2000).
  • Ranked 10th in the nation for YTD Growth for 2009.
  • Ranked in top 5 of Major Account Executives in Atlanta YTD 2006, 30 MAE's.
  • Led entire Northwest branch in YTD revenue through 1st quarter at 325% YTD.
  • Generated revenue of 900K in new business in 9 months; 90% of quota YTD.
  • Produced $2.15 million in new revenue YTD.

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50. Large Accounts

low Demand
Here's how Large Accounts is used in Major Account Executive jobs:
  • Marketed domestic and international transportation and logistics services to large accounts in the Central Ohio area.
  • Managed all large accounts within Seattle market, working in conjunction with five Account Executives.
  • Partnered with a new position (AAE) to target consumer sales within large accounts.
  • Called on C-Level executives and large accounts in the Atlanta market.
  • Targeted mid to large accounts in the North Florida market.
  • Managed large accounts to ensure service quality.
  • Transitioned several large accounts from both Lenovo and Hewlett Packard to Dell Infrastructure.
  • Negotiated and managed large accounts through out the New York City areas.
  • Focused on large accounts and multi location accounts Consistently exceeded individual quota of $5500

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20 Most Common Skill for a Major Account Executive

Sales Goals22.8%
New Accounts20.8%
Product Knowledge9.4%
Revenue Growth5.1%
Customer Base4.5%
Customer Service4%
Internet3.9%
Consultative Sales Approach3.2%

Typical Skill-Sets Required For A Major Account Executive

RankSkillPercentage of ResumesPercentage
1
1
Sales Goals
Sales Goals
17.5%
17.5%
2
2
New Accounts
New Accounts
16.1%
16.1%
3
3
Product Knowledge
Product Knowledge
7.2%
7.2%
4
4
Revenue Growth
Revenue Growth
3.9%
3.9%
5
5
Customer Base
Customer Base
3.5%
3.5%
6
6
Customer Service
Customer Service
3%
3%
7
7
Internet
Internet
3%
3%
8
8
Consultative Sales Approach
Consultative Sales Approach
2.5%
2.5%
9
9
C-Level
C-Level
2.4%
2.4%
10
10
Business Development
Business Development
2.3%
2.3%
11
11
Account Management
Account Management
2%
2%
12
12
Healthcare
Healthcare
1.7%
1.7%
13
13
Key Decision Makers
Key Decision Makers
1.7%
1.7%
14
14
Customer Relationships
Customer Relationships
1.7%
1.7%
15
15
Client Relationships
Client Relationships
1.6%
1.6%
16
16
Document Management
Document Management
1.5%
1.5%
17
17
Market Share
Market Share
1.4%
1.4%
18
18
Sales Representatives
Sales Representatives
1.3%
1.3%
19
19
New Clients
New Clients
1.3%
1.3%
20
20
IP
IP
1.2%
1.2%
21
21
Voip
Voip
1.1%
1.1%
22
22
CRM
CRM
1%
1%
23
23
Ricoh
Ricoh
1%
1%
24
24
Sales Presentations
Sales Presentations
1%
1%
25
25
Annual Sales
Annual Sales
1%
1%
26
26
Salesforce
Salesforce
0.9%
0.9%
27
27
Trade Shows
Trade Shows
0.9%
0.9%
28
28
Frame Relay
Frame Relay
0.9%
0.9%
29
29
Software Solutions
Software Solutions
0.9%
0.9%
30
30
Cloud
Cloud
0.9%
0.9%
31
31
Professional Services
Professional Services
0.8%
0.8%
32
32
Direct Sales
Direct Sales
0.8%
0.8%
33
33
ROI
ROI
0.8%
0.8%
34
34
Business Solutions
Business Solutions
0.8%
0.8%
35
35
Data Services
Data Services
0.8%
0.8%
36
36
RFP
RFP
0.7%
0.7%
37
37
Ikon
Ikon
0.7%
0.7%
38
38
Sales Process
Sales Process
0.7%
0.7%
39
39
Cold Calls
Cold Calls
0.7%
0.7%
40
40
Government Accounts
Government Accounts
0.7%
0.7%
41
41
Saas
Saas
0.7%
0.7%
42
42
Xerox
Xerox
0.6%
0.6%
43
43
VPN
VPN
0.6%
0.6%
44
44
Mpls
Mpls
0.6%
0.6%
45
45
Top Performer
Top Performer
0.6%
0.6%
46
46
Qwest
Qwest
0.6%
0.6%
47
47
Ethernet
Ethernet
0.6%
0.6%
48
48
Contract Negotiations
Contract Negotiations
0.6%
0.6%
49
49
YTD
YTD
0.5%
0.5%
50
50
Large Accounts
Large Accounts
0.5%
0.5%

29,043 Major Account Executive Jobs

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