An Enterprise Account Executive is responsible for managing all sales activity and forecasting of revenu. They develop and execute sales strategies and plans in order to achieve sales targets. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Enterprise Account Executives.

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Main Responsibilities of Enterprise Account Executive

The following list describes the typical responsibilities of an Enterprise Account Executive:

Achieve

• Achieve established sales objectives based on increasing share of low-share accounts.

• Achieve monthly quotas by closing a high volume of deals.

• Achieve quarterly and annual targets for ARR.

Acquire

Acquire and maintain a working knowledge of the complete capabilities of our service offerings.

Address

Address problems immediately and can work across functions to solve problems.

Analyze

Analyze client needs and provide customized technical talent and training solutions.

Arrange

Arrange meetings for senior management with prospective clients.

Assist in

Assist in preparation of pertinent sales and marketing material.

Build

• Build and maintain a strong sales pipeline and forecast.

• Build business cases to establish value.

• Build customer specific proposals and negotiate contractual arrangements.

• Build Enterprise and execute plans and strategies for each account.

• Build out strategic territory plan, prospect, and manage full sales cycle.

• Build relationships with prospects and internal stakeholders to grow new business.

• Build TCO and ROI financial models for the purpose of presenting to senior client financial staff.

• Build trust with customers, leverage multiple use cases, and compress your deal cycle.

• Build upon the growth & adoption of Segment in the Southeast and Central Enterprise Markets.

Call

Call on potential accounts that marketing has referred as prospects.

Capture

Capture all relevant information in CRM system.

Close

• Close deals and win customers to use our solutions to resolve their organizational challenges.

• Close proof of concepts with enterprise clients in your first 3 months.

Collaborate with

Collaborate with reseller / solution partners as an extended sales team.

Conduct

• Conduct all sales activities with the highest degree of professionalism and integrity.

• Conduct demo, closing, negotiation, proposal, and prospecting meetings.

• Conduct in person presentations and product demos.

• Conduct proper account planning / mapping to identify areas of opportunity.

• Conduct sales enablement programs, quarterly business reviews and sales kick off's.

Contribute to

Contribute to a positive company culture.

Convert

• Convert Client specific and general industry challenges into revenue opportunities.

• Convert customer problems into sales & revenue opportunities.

• Convert customer problems into solutions.

Create

• Create a case for change leveraging through account planning to deliver insights as a consultant.

• Create and drive revenue within a specified region or list of Strategic of accounts.

• Create and drive revenue within the Enterprise accounts in Thailand.

• Create and execute Field Sales Campaigns to create demand.

• Create and execute go to market plans that are based on viral methods and organic growth.

• Create & articulate compelling value propositions around AWS services.

• Create, identifies and closes opportunities for Salesforce Marketing Cloud.

• Create strategic and tactical account plans for both new and existing clients.

• Create success via innovative solutions to customer issues.

Cultivate

• Cultivate long-term relationships with potential customers.

• Cultivate mutually beneficial relationships with strategic partners.

Define

Define a sales strategy to meet quarterly objectives set by the Management.

Deliver

Deliver excellent client care in both French and English.

Design

Design and build custom reporting solutions where required.

Develop

• Develop an account plan for each department, including an executive contact strategy.

• Develop and deliver comprehensive business plan to address customer's priorities and business issues.

• Develop and deliver comprehensive business plan to address customer s priorities and pain points.

• Develop and deliver world-class Executive Sales proposals to C-level prospects.

• Develop and execute a comprehensive regional plan.

• Develop and execute against a comprehensive account / territory plan.

• Develop and execute sales strategies and plans in order to achieve sales targets.

• Develop and handle partner relationships in Higher Education and K-12 entities.

• Develop and maintain long-term executive level relationships with top prospects and key accounts.

• Develop a sales plan to reach sales quota and executes for current customers.

• Develop custom proposals with the help of the strategy team.

• Develop effective strategies for winning in a competitive environment.

• Develop and execute Industry Cloud sales plans & cycles.

• Develop, grow and maintain relationships with key stakeholders within an account.

• Develop key sales skills by attending sales meetings and participating in training sessions.

• Develop, refine, and execute strategic business plans within your specific territory.

• Develop relationships from zero through pilot and full customer.

• Develop relationships with executive stakeholders both new and existing clients.

• Develop strategic territory business plan in collaboration with the extended team.

• Develop target prospect lists and execute cold outreach via phone, email, and social media.

Drive

• Drive revenue generation for Disperse through qualifying and closing new and existing businesses.

• Drive revenue growth through proactive outreach to new and existing Fortune 500 customers.

• Drive the entire salesforce portfolio.

Embrace

Embrace the unconventional, exercise your imagination and help alter the future with Alteryx.

Encourage

Encourage all accounts to become Adobe references.

Engage

Engage with Product and Engineering teams to help drive product strategy.

Ensure

• Ensure 100% customer satisfaction and retention.

• Ensure all commitments are met.

• Ensure healthy and lasting customer relationships.

• Ensure priorities are addressed.

Entice

Entice clients by designing and delivering informative product proposals and presentations.

Establish

• Establish and develop an account-based Sales Strategy to achieve sales quotas.

• Establish & maintain strong and referancable relationships with existing client base.

• Establish & maintain strong and reference able relationships with our client base.

• Establish professional and deep relationships with key personnel in assigned customer accounts.

• Establish yourself as a core member of the PMA revenue engine.

Exceed

Exceed activity, pipeline, and revenue goals on a quarterly basis.

Execute

• Execute a clear sales process to drive net new business for the company.

• Execute all phases of the pipeline, and push deals through the sales cycle towards closure.

Facilitate

Facilitate and close opportunities with large enterprises across multiple verticals.

Forecast

• Forecast accurately and maintain the system of record in Salesforce.

• Forecast monthly, quarterly and annual revenue for assigned territory.

• Forecast sales activity and revenue achievement, while creating satisfied customers.

• Forecast sales and plan the targets accordingly.

Forge

Forge and grow lifelong business customer relationships.

Generate

• Generate new business with the world's largest organisations.

• Generate sales leads through persuasive sales calls, company visits, networking and industry events.

• Generate sales revenue through prospecting, nurturing and closing business in the Enterprise Segment.

Grow

Grow sales in the Enterprise Market with companies 5,000 employees and above.

Help

• Help build a steady and profitable growth primarily through new business.

• Help companies thrive in privacy first.

• Help to evolve the current sales process, onboard and train new sales team members.

Identify

• Identify & qualify potential Enterprise Solutions for customers.

• Identify decision makers and influencers within your target prospects.

• Identify new business opportunities and prepare compelling pitch.

• Identify opportunities to cross-sell and upsell clients on additional service.

Increase

Increase revenue spend with one of Salesforce's largest financial services customers.

Influence

Influence the strategy and success of an early-stage company.

Input

Input and suggest enhancements to our CRM and the overall regional sales process.

Inspire

Inspire all accounts to become Adobe references.

Introduce

• Introduce domain product and service experts / specialists while maintaining account oversight.

• Introduce domain product and service experts while maintaining account oversight.

Keep

Keep Salesforce updated daily with activities, changes, and new opportunity information.

Leverage

Leverage sales engineering and colleagues to expand deal size and value to the customer.

Liaise with

Liaise with the key stakeholders at these new locations.

Maintain

• Maintain accurate and quality sales records and prepares sales and activity reports, as required.

• Maintain a pipeline of active opportunities.

• Maintain extensive account and opportunity details in Salesforce.

• Maintain market intelligence on competitor activity.

• Maintain new business pipeline relationships with intermediaries and channel partners.

• Maintain the system of record in Salesforce.com.

Manage

• Manage all sales activity and forecasting of revenue in Salesforce.

• Manage and build a growing pipeline with accuracy and predictability.

• Manage and coordinate all aspect of sales cycle (strategy, business and technical).

• Manage and develop existing contacts and create ambassadors.

• Manage and track customer and transactional information in a CRM system (ie, SFDC).

• Manage complex sales cycles utilizing internal and external resources as appropriate.

• Manage the full sales cycle from prospecting and qualifying through closing.

• Manage their existing pipeline while seeking new opportunities.

• Manage workflow including contract negotiations for close.

• Manage your pipeline of opportunities.

Map

Map prospective accounts org structure, people, priorities, and more.

Meet

• Meet and exceed monthly, quarterly and annual sales and account growth targets.

• Meet or exceed your bookings quota.

• Meet the monthly, quarterly, and annual targets of the business and report on the performance.

Mentor

Mentor new presales and sales managers.

Merge

Merge the needs of the client with the Adobe offering.

Navigate

Navigate a technical sale with multiple audiences (product, marketing, and engineering).

Negotiate

• Negotiate and create product and service orders, contract addendums and renewals.

• Negotiate contracts resulting in long-term commitments.

Nurture

• Nurture and expand the company's relationship with customer accounts of various sizes and industries.

• Nurture customer relationships to support the delivery of innovative solutions.

Overachieve

Overachieve revenue quota contributing to the region's overall plan.

Oversee

Oversee the APIs as a product, identify and own key partnerships, manage the developer ecosystem.

Own

• Own account relationships and drive overall customer success for assigned accounts.

• Own paid media calendar, keeping on track of messaging across channels.

• Own the full sales cycle from lead to close.

• Own the relationship with a book of paying, active Mid Enterprise accounts.

• Own your account relationships, drive net new revenue in your territory and overall customer success.

• Own your work in a way that best suits your lifestyle).

Participate

• Participate in trade shows and networking events.

• Participate on behalf of the company in exhibitions or conferences.

Perform

• Perform other duties as assigned.

• Perform outbound contact to existing customers to sell additional services.

Plan

Plan and manage both account and deal strategy.

Prepare

Prepare free trial programs for handoff to Confection's Customer Success Lead.

Present

• Present the value of our solutions to the customers' individual needs.

• Present to senior managers and decision makers.

Prioritize

Prioritize opportunities and apply appropriate resource.

Promote

• Promote and sell direct to end customers and engage with AWS and / or partners.

• Promote and sell direct to end customers and engage with partners.

Prospect

Prospect via cold calling, highly personalized emails and LinkedIn to generate leads and pipeline.

Provide

• Provide accurate forecasting, reporting and insights.

• Provide customer and prospect feedback to both marketing and product teams.

• Provide exceptional customer experience.

• Provide expert consultation on concepts, products and services.

• Provide initial product demonstrations and general support to prospective customers.

• Provide product demonstrations and general support to prospective customers.

• Provide support for marketing activities and events.

• Provide timely and insightful input back to other corporate functions.

Research

Research potential customers and develop an Enterprise sales pipeline.

Seek out

Seek out unique perspectives, diverse experiences, and disconnected dots.

Sell

• Sell a complete solution of software, services and support to ensure customer success.

• Sell across organizational IT, LOB teams, look for efficiencies to speed time to revenue.

Success

• Success closing net new accounts and upsells.

• Success prospecting, engaging, acquiring enterprise level customers.

Take

Take an active interest in growing customer happiness and deepening customer relationships.

Travel

Travel as necessary to accounts in order to develop relationships and close large opportunities.

Understand

• Understand company's competition and effectively position solutions against them.

• Understand our Operating Principles.

• Understand SaaS concepts such as ARR, AOV, MRR, Churn, etc..

• Understand the customer business requirements relating to cryptocurrency security and compliance.

Work with

• Work collaboratively with other team members to achieve team targets.

• Work to maintain and foster relationships with customer Elevators, Coops, and grain end users.

• Work well within a team of various stakeholders (client directors, solution engineers, etc.).

• Work with existing customers to find cross-sell opportunities across lines of business.

• Work with Marketing to conduct seminars, trade shows and other marketing related events.

• Work with partners to extend reach and drive adoption.

• Work with the Sales team to prioritize opportunities and apply appropriate resources.

• Work with various BU's within Adobe to drive revenue opportunities with the client.

Most In-demand Hard Skills

The following list describes the most required technical skills of an Enterprise Account Executive:

1. Sales

2. CRM

3. Cloud

4. Analytics

5. Saas

6. Enterprise Sales

7. Business Acumen

8. Business Intelligence

9. Technology Sales

10. Databases

11. Enterprise Accounts

12. Predictive Modeling

13. HCM

14. Account Management

15. Salesforce

16. Revenue Attainment

17. Consultative Selling Methodologies

18. Alliances

19. Managing Complex Sales Cycles From Start To Finish

20. Selling

21. Selling Saas

22. Strategic Partners

23. Enterprise Software Sales

Most In-demand Soft Skills

The following list describes the most required soft skills of an Enterprise Account Executive:

1. Written and oral communication skills

2. Creative

3. Presentation

4. Negotiation

5. Leadership

6. Self-motivated

7. Analytical ability

8. Hunter mentality

9. Organizational capacity

10. Problem-solving attitude

11. Work ethic

12. Curious

13. Resourceful

14. Sense of urgency

15. Self-starter

16. Interpersonal skills

17. Closing

18. Strategic thinker

19. Articulate

20. Driven individual with an execution focus