Major Account Executive Job Description

Major Account Executive Job Description

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Major account executive provides financial solutions and to gain share across Dell’s portfolio of technology solutions: server, storage, networking, software, security and managed services.

Major Account Executive Duties & Responsibilities

To write an effective major account executive job description, begin by listing detailed duties, responsibilities and expectations. We have included major account executive job description templates that you can modify and use.

Sample responsibilities for this position include:

Driving the strategy, plans and execution in order to consistently achieve quota targets and growth objectives with your named accounts
Collaboration/leveraging internal teams in Consulting, Operations, Pre-Sales and Partner channels to ensure we deliver true customer value, customer success, adoption and renewals
Leveraging Salesforce for sales methodology, account planning, opportunity management and forecasting
Sells, with minimal supervision, the JCI offerings persuasively, persistently and confidently to building owners at the C-level while reaching optimal profit levels
Builds partnering relationships with the owner or owner representatives responsible for the decision making process to drive the system technology sales of JCI offerings
Demonstrates technical expertise and business acumen to develop credibility, loyalty, trust and commitment
Seeks out, targets and initiates contact with multiple contractors and consultants responsible for the decision making of systems purchases in new and renovated buildings
Uses JCI Sales process within the construction development process to position JCI as only responsible and responsive provider
Addresses customer's operational and environmental objectives, needs and requirements
Positively and credibly influences design and construction with contractors and consultants

Major Account Executive Qualifications

Qualifications for a job description may include education, certification, and experience.

Licensing or Certifications for Major Account Executive

List any licenses or certifications required by the position: NICET, ICU

Education for Major Account Executive

Typically a job would require a certain level of education.

Employers hiring for the major account executive job most commonly would prefer for their future employee to have a relevant degree such as Bachelor's and Collage Degree in Education, Business, MBA, Engineering, Business/Marketing, Marketing, Management, Communications, Communication, Associates

Skills for Major Account Executive

Desired skills for major account executive include:

High-capacity and fiber connected networks
LAN and WAN technologies
Computer networking
Internet and telecommunications concepts and demonstrate the ability to discuss them with intelligence and conviction
Role of network facilities to support corporate tele-sales
Sales level complex services
End to end managed SDWAN/security/UCAAS/advisory/migration Services go-to-market solutions
Company’s available services
Lines of business
To grow targeted profitable revenue and contribute to Company goals and objectives

Desired experience for major account executive includes:

Proven track record and experience in sales and account management, ideally for both direct and channel sales (this role is primarily focused on direct sales)
Must be willing to travel 50% or more of the time in order to achieve projected goals
Proficiency in Microsoft Office and contact-management software such as Salesforce, ACT
4 year Degree or any equivalent relevant professional experience
Must be willing to travel 50% or more of time in order to achieve projected goals
Proven track record (7+ years) of named account quota attainment with on premise, SaaS or a hybrid model

Major Account Executive Examples

1

Major Account Executive Job Description

Job Description Example
Our company is looking for a major account executive. Thank you in advance for taking a look at the list of responsibilities and qualifications. We look forward to reviewing your resume.
Responsibilities for major account executive
  • Assists in the development of the team or Area Office Systems sales and marketing plans and strategies
  • Keeps management informed of progress and account status
  • Attends and presents at trade show
  • Developing a strategic sales plan, which includes proactively developing account plans, maximize the territory opportunities through new account acquisition and existing customer revenue growth
  • Consistently meets or exceeds quota
  • Obtains repeat business, referrals and references by applying understanding of the unique requirements of the key decision makers (sales, marketing, finance)
  • Expand your network by working with external partners to gain access to industry knowledge other key C-Level decision makers
  • Individual contributor to sales team
  • Researching public and private company information
  • Follows a disciplined, structured sales process for complex sales by deploying solution selling and strategic selling tools and techniques
Qualifications for major account executive
  • Enterprise software sales experience, preferably within the Manufacturing industry, closing multi-million dollar deals at the C-suite level
  • Passion for disruptive technology in the Manufacturing industry
  • Known for personal integrity
  • 8+ years selling to our healthcare enterprise customers and growing a large territory
  • The candidate must have demonstrated work experience with technical understanding of computer software technology and effective presentation skills
  • Knowledge of the IT industry the CxO business challenges, including enterprise customer requirements
2

Major Account Executive Job Description

Job Description Example
Our growing company is searching for experienced candidates for the position of major account executive. We appreciate you taking the time to review the list of qualifications and to apply for the position. If you don’t fill all of the qualifications, you may still be considered depending on your level of experience.
Responsibilities for major account executive
  • Develop and maintain relationships with C-level executives and key departmental decision makers
  • Analyze account territory business to identify opportunityes, format objectives, and actions plans to create new business
  • Manage entire sales cyle across customer accounts, engaging specialists as needed
  • Acquisition of new customers in the Enterprise industry
  • Foster and develop existing client and prospect relationships and usage in order to drive new customer acquisitions and upgrade existing customers
  • The complete sales cycle - from lead generation, renewals to deal closures by creating the demand within your region across all assigned business verticals and assigned accounts
  • Develops customer centric solutions and delivers sales proposals on product features and benefits to CIO, CTO
  • Primary point-of-contact for major accounts
  • Developing a strategic sales plan, which includes proactively developing account plans, maximize the territory opportunities through existing customer revenue growth
  • Manages implementation of services and ensures 100% utilization of contracted services (project management, credit requests, invoice reviews, monitor usage)
Qualifications for major account executive
  • Understanding of the channel
  • Knowledge of the business drivers for enterprise accounts
  • Excellent presentation skills with the ability to succinctly present our services via phone/web conference, trade shows
  • Experience in an environment where customer contacts and knowledge are leveraged to prospect opportunities within very large healthcare accounts
  • Position is based in Louisiana (either Baton Rouge or New Orleans)
  • Experience working in, or for, the Automotive Industry - specifically Toyota
3

Major Account Executive Job Description

Job Description Example
Our innovative and growing company is looking to fill the role of major account executive. If you are looking for an exciting place to work, please take a look at the list of qualifications below.
Responsibilities for major account executive
  • Work with clients to understand and identify their strategic vision, objectives and needs while aligning our products and services where business opportunities exist
  • Proposals, presentations, product demonstrations, coordinating the terms of the sale, and most client
  • Execute an industry-driven sales plan, generating, and qualifying new business, cross & up sell within assigned customer base
  • Design, develop and Implement an end-to-end plan for his accounts and highlight key milestones in relation to the growth of our business in this market for the next 3 years
  • Manage the strategic selling cycle for 20+ high profile “Fortune 500” accounts
  • Contact corporate accounts both in person and by phone
  • Contact existing and potential customers on a regular basis 
  • Follow up with prospects on a frequent and timely basis
  • The Account Executive is the primary representative of BCBST to the accounts assigned
  • The Account Executive - Major Accounts is responsible for an assigned book of business (groups with 500 or more employees)
Qualifications for major account executive
  • Build deep and broad relationships with key senior business and technical decision makers
  • Act as the resource broker (Industry Specialists, consulting services, Solution Specialist, Premier, Partners, Partners, Product Teams, ) for the account
  • Accurate sales forecasting is a key part of this role
  • This position is the leader for a variety of initiatives ranging from industry solutions to direct contract negotiations with the customer
  • 5-8 years successful enterprise solution sales experience with enterprise accounts
  • Software licensing expertise is a plus
4

Major Account Executive Job Description

Job Description Example
Our company is looking to fill the role of major account executive. If you are looking for an exciting place to work, please take a look at the list of qualifications below.
Responsibilities for major account executive
  • Performance in this position is measured by the person’s ability to prevent problems and complaints through pro-active analysis and communications, maintain existing levels of business, introduce and sell additional products and services, and resolve complaints
  • Conducts enrolled group annual renewals and completes all required paperwork following renewal
  • Proposes and sells managed care products to enrolled groups and/or their broker/agent
  • Provides a primary resource contact and liaison for enrolled groups and/or their broker/agent
  • Establishes and maintains rapport with enrolled group decision makers and their broker/agent
  • Provides ongoing education to enrolled group administrators and/or their broker/agent
  • Proposes and sells all ancillary products to enrolled groups and/or their broker/agent
  • Follows up on proposals outstanding
  • Maintains a working knowledge of Health Care Reform, HIPAA, and other issues affecting enrolled groups
  • Maintains a working knowledge of the rating process
Qualifications for major account executive
  • 4 year degree or equivalent relevant professional experience
  • They must possess a high commitment to customer satisfaction, and have a proven track record in the development and maintaining of executive level relationships in previous accounts
  • Candidates should also be knowledgeable in strategic planning, risk analysis and business justification
  • Exceptional verbal and presentation skills are required
  • BA/BS degree is strongly preferred and an MBA is a plus
  • 8+ years of successful sales experience in Systems/Solutions sales
5

Major Account Executive Job Description

Job Description Example
Our company is growing rapidly and is hiring for a major account executive. Please review the list of responsibilities and qualifications. While this is our ideal list, we will consider candidates that do not necessarily have all of the qualifications, but have sufficient experience and talent.
Responsibilities for major account executive
  • Directs questions to appropriate departments for resolution of service issues claims questions, pharmacy questions, eligibility questions, verification of benefits questions, applications received and I.D
  • Provides primary contact to home office personnel regarding enrolled groups
  • Ensures an effective/smooth transition from new group sales to account management
  • Continually positions the audience for rate and share of business
  • Understands the communication needs of medium and large business customers and designs solutions to meet those complex business needs
  • Focuses on personal sales targets and troubleshoots on problem or key markets
  • Improves market share at current accounts by identifying opportunities for product growth
  • Identifies and documents all market targets and available growth opportunities
  • May have special market/complex product lines that require significant client relationship skills
  • Developing a strategic territory plan, which includes proactively developing action and activity plans, maximize the territory opportunities through new account acquisition
Qualifications for major account executive
  • Building Industry Consulting Service International (BICSI)
  • Distributed Antenna Systems (DAS)
  • Minimum of 5 years of successful sales experience in Systems/Solutions sales
  • Ideal candidates will bring with them a range of Internet, Mobile and Cloud computing, IT Security industry-related contacts
  • At least 10 years of experience selling multiple software products and services into sophisticated accounts
  • Superior relationship and client management skills that effectively builds trust and credibly manages/resolves customer escalations

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