Enterprise Software SalesJob Description, Salary, Career Path, and Trends

Enterprise software sales professionals meet with businesses and determine their needs for software, from office management and word processing software to complicated data storage and information security systems. Enterprise sales usually involves complex, long-term sales contracts for large-scale corporate software solutions. An enterprise software sales professional must be able to communicate the technical details and capabilities of products to clients and demonstrate how they will meet the clients’ needs.

Enterprise software sales professionals must possess presentation skills in addition to being adept at relationship-building, negotiation, and communication. Since enterprise sales tend to be for an entire company, they tend to be high-dollar-value sales, involving multiple decision-makers. That requires an enterprise software sales professional to communicate effectively with people at various levels of an organization, who might want different information about a particular product.

Sample job description

[Your Company Name] needs a motivated and professional enterprise software sales rep to join our team. In order to be a successful enterprise software sales rep, you must have experience with sales as well as a good understanding of the technical matter that may need to be discussed when educating customers about our products. Because of this, the ideal candidate for this position must be technical-minded and have good interpersonal skills, as well as previous experience in either the sales or customer service industries. Ideally, you will be able to answer customer questions about our product while building trust and ensuring that our customers are satisfied with the sales you make. If this position sounds like you, please do not hesitate to apply. We would love to have you join our team as our new enterprise software sales rep!

Typical duties and responsibilities

  • Assess client needs and promote suitable products
  • Meet with decision-makers and provide information about software products
  • Perform product demonstrations and training as needed
  • Negotiate sales prices
  • Construct pitches and sales presentations

Education and experience

A bachelor’s degree is usually required for this position, especially if the job requires selling a scientific or complex software product. Less complicated products often require a high school diploma or the equivalent, with a background in business-to-business (B2B) sales.

College coursework in subjects close to the software product being sold, such as chemistry, biology, or engineering, can make a candidate more attractive to employers. Courses in sales, marketing, economics, or communication can also be helpful.

Required skills and qualifications

  • Written and verbal communication skills, including relationship-building and influencing
  • Working knowledge of Microsoft Office Suite or similar software, including spreadsheets and databases
  • Excellent negotiation skills
  • Strong sense of organization and time management

Preferred qualifications

  • 5+ years of IT/software sales experience
  • Proven track record with impressive sales numbers
  • Excellent relationship-building skills on the phone and in-person

Average salary and compensation

The average salary for enterprise software sales is $87,000 in the United States. While only base salaries are reflected here, commissions and bonuses may greatly increase total compensation. Additionally, salaries will vary based on experience, company size, industry, and geographic market.

LocationSalary LowSalary High
Phoenix, Arizona$86,550$117,100
Los Angeles, California$97,600$132,100
Denver, Colorado$81,350$110,050
Washington, DC$99,100$134,100
Miami, Florida$81,000$109,550
Orlando, Florida$74,700$101,050
Tampa, Florida$75,450$102,050
Atlanta, Georgia$79,150$107,050
Chicago, Illinois$91,000$123,050
Boston, Massachusetts$98,350$133,050
Minneapolis-St. Paul, Minnesota$78,400$106,050
New York City, New York$103,550$140,100
Philadelphia, Pennsylvania$84,300$114,050
Dallas, Texas$82,100$111,050
Houston, Texas$81,400$110,050
Seattle, Washington$94,700$128,100
National Average$73,950$100,050

Typical work environment

As an enterprise software sales rep, you will be highly focused on the sales aspect of the position, which means being extremely confident, outgoing, and sales-minded will be beneficial. Oftentimes, you will be required to recognize the needs of the customer and present the proper technical and benefit-related information about the software you are selling. You may often be required to provide technical information to customers in order to build reputation and trust, as well as solicit information on their computer and system needs. Because of this, an enterprise software sales rep will benefit greatly from having fantastic sales skills, interpersonal skills, and education skills. Oftentimes, this position will require a mode of transportation due to the door-to-door nature of the job. You will generally be required to follow a set marketing path and guide in order to successfully deliver the product presentation.

Typical hours

The typical work hours for an enterprise software sales professional are usually from 9 AM to 5 PM.

Available certifications

Enterprise software sales representatives will benefit massively from certifications in the sales industry. Although enterprise software sales are a unique form of sales and will require some unique knowledge, it is important to note that sales are by far the most important skill to have in this position. Because of this, some of the best certifications for this position are:

  • Certified Professional Sales Person (CPSP). This certification is one of the premier certifications for multiple types of sales representatives. Because of the nature of this certification, it is created to provide widespread certification and legitimacy in the field of sales. This certification can be immensely useful to an enterprise software sales rep as well, which means that it should be considered when testing for certifications in this position.
  • Certified Inside Sales Professional (CISP). As a certified inside sales professional, you will have one of the most premier certifications currently available for enterprise software sales reps. This certification is immensely challenging to procure and requires retesting every three years in order to maintain the certificate. Because of this, the certification is easily one of the best certifications in the sales field to demonstrate expertise and sales ability.

Career path

Some software companies have training programs for enterprise software sales professionals that can last up to one year. This position requires a bachelor’s degree and a proven track record in business-to-business (B2B) sales of products such as copiers or uniforms, or professional services. Certifications such as the Certified Professional Manufacturers Representative (CPMR) or Certified Professional Sales Consultant (CPSC) from the Manufacturers’ Representatives Educational Research Foundation (MRERF) are also attractive to employers.

US, Bureau of Labor Statistics’ job outlook

SOC Code: 41-4011

2020 Employment298,200
Projected Employment in 2030316,500
Projected 2020-2030 Percentage Shift 6% increase
Projected 2020-2030 Numeric Shift18,200 increase

According to the firm Transparency Market Research, more companies are upgrading their efficiency across multiple core departments, from sales and marketing to human resources, which means more companies are looking to purchase enterprise software to increase productivity. Also, enterprise software sales professionals should be aware of the growing desire for cloud-based computing solutions. Companies are also looking to increase employees’ mobility as well as remote working capabilities, and are looking for software solutions to help them accomplish those goals.

Sample interview questions

  • As an enterprise software sales rep, how would you go about deciding which software is the most beneficial to a customer?
  • What are your best skills that are applicable in the position of enterprise software sales rep?
  • Do you have any certifications which may be relevant to this position?
  • Have you ever worked as an enterprise software sales rep before?
  • Do you have any previous experience in the field of sales?

Enterprise Software Sales Jobs in Ashburn

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