Enterprise Software Sales

Job Description

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.

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 Background

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.

Skills and Competencies

  • 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

Compensation

According to Payscale the median annual salary of an Enterprise Software Sales Professional with

1 year of experience:

  • Orlando, Florida: $68,000
  • Tampa, Florida: $80,000
  • Jacksonville, Florida: $85,000
  • Miami, Florida: $74,000
  • Atlanta, Georgia: $93,000
  • Chicago, Illinois: $80,000
  • Houston, Texas: $80,0009
  • Los Angeles, California: $89,000
  • New York, New York: $90,000
  • Seattle, Washington: $100,000
  • Overall: $84,000

5 years of experience:

  • Orlando, Florida: $78,000
  • Tampa, Florida: $105,000
  • Jacksonville, Florida: $104,000
  • Miami, Florida: $100,000
  • Atlanta, Georgia: $105,000
  • Chicago, Illinois: $95,000
  • Houston, Texas: $93,000
  • Los Angeles, California: $101,000
  • New York, New York: $128,000
  • Seattle, Washington: $125,000
  • Overall: $102,000

Similar Job Titles

  • Software Sales Representative
  • Software Account Executive
  • New Business Development Manager
  • Sales Engineer
  • Technical Sales
  • Field Sales Director

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.

Position Trends

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.

Job Outlook

According to the U.S. Bureau of Labor Statistics, the sales engineer field — which encompasses Enterprise Software Sales Professionals — is expected to grow by six percent between 2018 and 2028, which is as fast as average.

Typical Hours

The typical work hours for an Enterprise Software Sales Professional are usually from 9 a.m. to 5 p.m.

Where You Can Find Jobs

  • 4 Corner Resources
  • Career Builder
  • Glassdoor
  • Indeed
  • LinkedIn
  • Monster
  • Zip Recruiter
  • IT Career Finder

Are You Interested in Working in Enterprise Software Sales?

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