WHAT DOES AN ENTERPRISE SALES EXECUTIVE DO?

Published: Feb 05, 2025 - The Enterprise Sales Executive supports the development and execution of marketing strategies, sales operations, and objectives for Enterprise Accounts, focusing on budget planning, progress tracking, and resource allocation. This role coordinates departmental activities, drives sales strategy, and leads improvements in operations to support revenue growth, reporting, and organizational efficiency. Additionally, the Executive contributes to long-term strategic planning, including sales excellence initiatives and oversees staffing, hiring, and training efforts.

A Review of Professional Skills and Functions for Enterprise Sales Executive

1. Enterprise Sales Executive Duties

  • Sales: Deliver quota set across various verticals in Europe
  • International Business Development: Assist with other international opportunities
  • Partnerships: Work with partner ecosystem on sales and business development initiatives
  • Presentation: Give product and business presentations to customers on all management levels
  • Proposal Writing: Create detailed solution proposals tailored to customer needs
  • Relationship Management: Develop strong personal relationships externally as well as internally
  • Financial Insight: Use insight into the financial vertical to introduce products to a mix of mid-enterprise and Fortune 500 accounts and large hedge funds
  • Sales Pipeline Management: Build and manage sales pipelines efficiently
  • Customer Understanding: Develop a deep understanding of the customer’s business and present the firm's solutions accordingly to address business needs
  • Collaboration: Partner with solutions engineers to create a seamless transition from sales to deployment

2. Enterprise Sales Executive Details

  • Sales Growth: Accelerate the growth of enterprise sales by selling Obligo’s suite of products
  • Market Knowledge: Develop a strong understanding of key differentiators and the competitive landscape
  • Pipeline Management: Manage pipeline and sales activity with an ability to accurately forecast
  • Product Representation: Accurately represent and sell the company’s products at conferences
  • Customer Feedback: Gather customer feedback for product development and market research
  • Lead Generation: Generate prospects through cold calling and managing warm leads
  • Sales Performance: Consistently meet and exceed sales targets
  • Sales Cycle Management: Own the full sales cycle from the first contact through the close
  • Opportunity Management: Build and manage a pipeline of high-quality opportunities across multiple client types
  • B2B Sales: Establish and expand a comprehensive B2B sales pipeline with responsibility and high revenue
  • Customer Acquisition: The whole range of tasks along the entire sales cycle, from new customer acquisition (initial contact, organization of customer meetings, telephone conferences)
  • Customer Network Expansion: Consistent expansion of the customer network at the top management level to direct contract negotiations
  • Consulting: Targeted consulting for C-Level customers within the DACH region
  • Collaboration: Close collaboration with the VP sales

3. Enterprise Sales Executive Responsibilities

  • Sales Strategy: Develop sales strategy for Enterprise Accounts, and GTM plan for the Enterprise segment
  • Business Planning: Support financial and business planning including revenue and cost forecasting, product, technology, marketing, legal, finance, talent, creative, sales performance, branding/packaging, competitive analysis, recruiting, hiring, onboarding programs, customer education
  • Revenue Modeling: Model incoming revenue and new business opportunities and work with the team to ensure appropriate resources are available for execution
  • Product Development: Identify new products/features based on customer input and CRM data
  • Sales Development: Take an active role with the sales team to ensure sales skills are developed, a proper territory plan is in place, and rep utilizes the right amount of time in each dealership
  • Customer Liaison: Assumes the role of customer liaison and project lead through the solution development, implementation and life cycle management of the product/service developed to meet the business customers’ evolving needs
  • Dealer Account Strategy: Assist with Dealer Account strategies to grow GEA portfolio
  • Solution Research: Research and develop customer solutions with GEA personnel which includes product managers, engineering staff and service personnel
  • Industry Awareness: Stay current with changes and developments in the communications industry
  • Competitive Analysis: Gathering competitive information on products and services, and sharing this information with the product development, marketing, customer service, and executive teams
  • Client Advocacy: Champion the client’s agreement to purchase through the order, design, and implementation phases
  • Cross-Department Collaboration: Interface with and provide direction to other departments within GEA to ensure customer satisfaction with services provided
  • Relationship Building: Develop trusted partner relationships with key customers to retain and grow revenues over time

4. Enterprise Sales Executive Job Summary

  • Marketing Strategy: Assist with marketing strategy and sales support
  • Objective Setting: Create objectives for Enterprise Accounts by establishing plans, budgets, and results measurements, allocating resources, reviewing progress, and making course corrections
  • Sales Coordination: Coordinate activities of businesses or departments concerned with sales
  • Goal Setting: Establish a dashboard to relay key, measurable goals for sales
  • Sales Leadership: Providing leadership on matters related to sales strategy, vertical markets, business structure and growth
  • Sales Operations: Improve sales operations, processes and policies in support of organizations mission -- specifically, support revenue growth, better management reporting, information flow and management, business process and organizational planning
  • Policy Implementation: Implement departmental policies, goals, objectives, and procedures, conferring with executive team, board members, organization officials, and staff members as necessary
  • Operational Excellence: Drive initiatives in the management team and organizationally that contribute to long-term operational excellence and customer satisfaction
  • Strategic Development: Contribute to the development and implementation of organizational strategies, policies and practices
  • Long-Term Planning: Play a significant role in long-term planning, including an initiative geared toward sales excellence
  • Strategic Communication: Communicate with executive team on strategic changes needed to optimize the Company to ensure continual customer growth and satisfaction
  • Staffing: Determine staffing requirements, and interview, hire and train new employees, or oversee those personnel processes

5. Enterprise Sales Executive Accountabilities

  • Sales Pipeline Management: Own the pipeline for all sales within the assigned territory with responsibility for the sales-to-contract process for designated offerings
  • Revenue Management: Drive revenue performance for all transactions
  • Deal Profitability: Review and actively influence deal profitability of transactions
  • Customer Transition: Work with Account Management and Implementation teams to support smooth customer transitions
  • Sales Focus: Focus on selling into Acute IDN Procedural Areas with high focus on the Cardiac Cath Lab and Operating Room
  • Customer Needs: Address needs of target customer base and articulate value proposition effectively
  • Customer Insight: Understand customer requirements and internal/external factors influencing needs
  • Sales Momentum: Understand momentum in pursuits / manage selling timeline
  • Negotiation: Negotiate terms and pricing within approved guidelines
  • Collaboration: Coordinate effectively with all Cardinal Health sales counterparts
Relevant Information
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