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 client’s 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 #1
We are seeking an experienced, highly motivated Enterprise Software Sales professional to manage our company’s region. This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. The Sales Executive will sell our marketing leading Identity Management solutions by gaining a thorough understanding of the client’s business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions, and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.
Exceed revenue quota goals on a monthly, quarterly, and yearly basis
Demonstrate the ability to address each customer’s and partner’s unique inquiry, while providing them with the proper information and appropriate solution based on the customer’s specific needs and interests
Develop business plans, which align to the assigned geographic and business needs
Engage and work with business partners where appropriate
Collaborate with Marketing to develop and execute marketing plans through/with end users and partners
Follow-up on all leads supplied and ensure internal systems are updated
Marshal and lead the appropriate technical resources to demonstrate ABC Company’s advantages to the customer
Follow-up with clients and work with ABC Company post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities
Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer’s, and the competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the ABC Company market space
Maintain the highest level of customer and partner satisfaction within the accounts in your territory
Maintain a positive, professional ‘total customer service’ attitude and demonstrate the company’s Core Values
Coordinate, plan, and schedule sales support functions with Technical Sales staff
Demonstrate the ability to create and manage conversations at all business and technical levels of a client’s organization from their CEO to a Systems Administrator
Utilize all channel management and reporting tools
Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect
Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect
Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability
Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience
Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and ABC Company’s sales methodology
Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise
Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Bachelor’s degree or global equivalent in an IT, business or sales related field.
Business travel of approximately 50 percent yearly is expected for this position.
7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries
Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level
Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills
Sample job description #2
Our client is a software company looking for an Enterprise Software Sales Representative. This client is recognized for creating ERP integrated solutions for a variety of ERP applications. Their product(s) provide E-Commerce, Credit Card Payments, a Supplier Portal & HR Self-Service solutions.
This is an amazing opportunity for a self-starter who thrives on winning deals!
Generating new leads by cold calling, referrals, events, emails, networking, and more
Solid track record of building and maintaining relationships with clients
Explain the company’s platform and how it will help fulfill the client’s needs
Able to stay current on products, services, and trends
Collaborate with other departments
Qualifications for this position
5+ years of SMB Enterprise Sales experience, preferably in CRM, HCM, Oracle, SAP, SAGE, or JDE a plus
Long sales cycle experience (6-12 months)
SaaS licensing sales a plus
Demonstrated experience with Fortune 1000 companies
“Hunter” who excels at generating and closing new sales
Sample job description #3
Are you a person who loves to work in dynamic organization and flourishes with delighting customers with an outstanding sales experience? ABC Company is seeking an Enterprise Software Product Sales Specialist for our field sales organization with a proven track record in selling complex technology solutions to our customers. This full-time position will drive adoption of our Omniverse Enterprise portfolio, inclusive of Support Services supporting both initial sales and cross/upsell opportunities. If you have a passion for how technology is driving dynamic changes in exciting segments like 3D Graphics, Artificial Intelligence, Deep Learning, Cloud and Advanced Software Development, we’d like to talk with you. We have a real passion for helping customers innovate and realize the full benefits of the ABC Company platform.
What you’ll be doing
Attain a minimum of 100% Quota attainment selling Omniverse Software solutions to our customers, inclusive of Support, Professional, and Education services
Maintain and submit accurate forecasts
Qualify new opportunities, present ABC Company solutions, overcome objections, negotiate, and close business over the phone & MSFT Teams; with some travel required when business travel restrictions are lifted
Maintain a high-level of daily activity including customer calls, meetings, and pipeline management
Team with ABC Company Channel, Inside & Field Sales and Marketing to build your business and facilitate sales opportunities
Build direct relationships with customers and work closely with channel partners to grow new sales opportunities within your territory
Lead all aspects of the selling cycle to help customers expand revenue
Develop excellent strategic relationships with customers to understand their software and computing needs
Have an understanding and clear delivery of ABC Company value proposition, key features, product messages, and positioning
What we need to see
10+ years of sales experience with minimum of 5 of those years in a field sales role
7+ years of high technology quota carrying sales experience being responsible for the full sales cycle (prospecting, customer presentation/demos, negotiating, and closing the sale)
Strong technical understanding of 3D and other graphics intensive workflows and the roles and responsibilities involved in those projects
Familiarity and experience with ISVs in the Omniverse supported ecosystem
Proven success in rolling up a forecast to sales leadership
Experience with going to market and teaming with Technology Industry Channel Partners
Excellent communication (interpersonal and presentation) and closing skills, and have successfully applied these in an inside sales environment
Strong organizational and time management skills
Excellent customer and channel partner relationship skills
Positive attitude, High energy, drive, and a sense of urgency
Bachelor’s degree or equivalent experience
Salesforce.com experience is required
Ways to stand out from the crowd
Previous experience selling enterprise 3D CAD software
Previous experience in deploying and/or using 3D CAD software
Adept at balancing intense short-term pressures with overall long-term goals
Excellent listening skills and ability to persuade — using communication that convey concepts in a creative way
A love for technology and how it can impact businesses
Passionate for sales and building positive relationships with customers and channel partners
Thrive in a team environment
Flexible and a resilient problem solver
Ambitious and strive to continuously learn new technology
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.
Los Angeles, California
Minneapolis-St. Paul, Minnesota
New York City, New York
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?
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