GilfoyleEnergy

Enterprise Account Manager

30 60 90 template?

I'm currently interviewing for an Enterprise AE role and one of the concerns voiced by the hiring manager was my ability to analyze and hunt within a new territory... for some context, I was an Enterprise AE for 3 years and the last two years I've been an Enterprise Account Manager at the same company (Big 5 tech).

They mentioned this concern because my recent position as EAM is more of a small territory, install based, strategic relationship sale vs typical AE style/ large territory hunting. However I still do have a strong track record with AE type sales, just been out of it for a bit... frankly that's why I am looking to make a change, I want to get back into that hunting role at a hyper growth company.

I want to be proactive in my approach to how I'd be successful in the new territory and role. One way I've done that in the past is having a 30,60,90 ready to go to present when the opportunity is right.

Does the group have experience with 30,60,90s? Any templates to share? Advice on how to goal set & layout 90 day plan?

☁️ Software Tech

6

10 comments

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poweredbycaffeine

WR Lieutenant

11

☕️

I've done several management-level 30/60/90s and I follow this template:

1-30: Assess Reality (Current TAM, active customers, overlap in your current book of business/contacts)
31-60: Understand Intent (What is the management's expectations of the territory, what has been done to meet those goals, and where can you make quick wins?)
61-90: Implement Change (Your strategic account approach, partnering with different stakeholders internally, partners, etc).

Reality, Intent, Change. Then it's Execution from Day 91+.

goose

Politicker

2

Sales Executive

Anyone with a firm 90 day plan is full of shit. I love 61-90. Show your leadership that you have a hypothesis but need to verify the accuracy of your assumptions and that you are willing to make immediate modifications to the plan when presented with a better way.

Execution here is vital.

poweredbycaffeine

WR Lieutenant

4

☕️

Oh, a 30-60-90 is never firm...it must be prefaced with "This is my ideal approach to this role/territory/project, but it may change as we start to learn XYZ in the early stages."...or something to that effect.

GilfoyleEnergy

Fire Starter

1

Enterprise Account Manager

Appreciate it Goose. I think presenting my initial hypothesis and emphasizing that I'll be testing and adjusting my approach as I settle in will show my ability to not only plan but modify as needed.

GilfoyleEnergy

Fire Starter

1

Enterprise Account Manager

Thanks for the perspective, it's helpful.

Upper_Class_SaaS

Politicker

0

Account Executive

PBC is always on point with the advice

DataSlangah

Politicker

3

SAE

Just say "I plan to kill from day 1." When the hiring manager asks "How?" Just say in a louder voice, "I PLAN TO KILL IT FROM DAY 1!"

Or you can search for 30/60/90 plans and follow any one of the responses that you'll find. Most of them are really detailed and good.

GilfoyleEnergy

Fire Starter

1

Enterprise Account Manager

Stating things louder and with more conviction usually does the trick, no doubt.

youngsmoky

Celebrated Contributor

2

Senior Account Executive

In my experience, you don't have to be too precise with those. Speak on your methods for developing new territories. Give broad goals. Match them as closely as you can to the job description/ what they mentioned in the interview.

I also think your experience in a more niche market would be helpful! You can talk about how you focus on developing strong relationships, building a referral base, and how you're good at targeting your message to the right buyers. If they mentioned their team is lacking X, explain why you're the perfect person to do X.

goose

Politicker

2

Sales Executive

What PBC said...

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