Major Account Manager

The Major Accounts Manager is responsible for driving enterprise software sales growth by developing new business opportunities while expanding strategic relationships with existing customers throughout the United States and Canada. This consultative sales role focuses on identifying, qualifying, and closing complex software opportunities with large privately held and publicly traded organizations. The position partners closely with executive leadership, product specialists, and inside sales to deliver customized technology solutions that improve customer operations, maximize business value, and support long-term client success.

Responsibilities:

• Develop and execute a strategic territory plan focused on acquiring new enterprise accounts while expanding existing customer relationships across North America.
• Generate new business opportunities through prospecting, networking, referrals, and industry relationships, with a primary focus on net-new revenue generation.
• Manage the complete consultative sales cycle from prospect identification through contract negotiation and successful close.
• Build trusted relationships with executive leadership, key stakeholders, and decision-makers within large commercial organizations.
• Conduct discovery meetings to understand customer business objectives, operational challenges, and technology requirements.
• Deliver executive-level presentations, software demonstrations, business cases, and return-on-investment (ROI) analyses that communicate the value of enterprise software solutions.
• Prepare and present proposals, pricing recommendations, and contract negotiations while driving profitable sales growth.
• Collaborate with inside sales, marketing, product management, and implementation teams to support business development initiatives and ensure successful customer onboarding.
• Maintain accurate sales forecasts, pipeline management, territory planning, and customer activity within CRM systems.
• Participate in trade shows, customer events, industry conferences, and networking opportunities to generate qualified sales opportunities and strengthen market presence.
• Communicate customer feedback, competitive intelligence, and market trends to internal stakeholders to support product development and strategic planning.
• Travel extensively throughout the assigned territory to support customer meetings, presentations, and industry events.

Qualifications:

• Bachelor's degree in Business, Marketing, Information Systems, or related field preferred.
• 5-10+ years of successful B2B enterprise software sales, strategic account management, or complex solution selling experience.
• Demonstrated success developing new business while managing and growing strategic customer relationships.
• Experience selling ERP, enterprise software, SaaS, or other complex technology solutions preferred.
• Proven ability to sell into large privately held companies and publicly traded organizations.
• Experience presenting to and influencing C-suite executives and senior business leaders throughout complex sales cycles.
• Strong consultative selling, negotiation, presentation, and closing skills.
• Demonstrated success managing long sales cycles involving multiple stakeholders and decision-makers.
• Experience preparing executive presentations, proposals, pricing strategies, and business cases.
• Strong territory management, pipeline development, forecasting, and CRM management experience.
• Excellent communication, relationship-building, and customer engagement skills.
• Ability to work independently while collaborating effectively across sales, marketing, product, and implementation teams.
• Previous experience within petroleum distribution, logistics, wholesale distribution, industrial technology, or related industries preferred.
• Willingness to travel approximately 60% throughout the United States and Canada, including occasional evenings and weekends.