artofsales

Sr. Director of Enterprise Sales

Advice: a shift to Sales Overlay

we are into Hi-tech business, and Our company product portfolios have increased due to a few M&As. While I have been building the Enterprise sales team here, i have been asked to head Sales Overlay for a product line.

this role is completely new to me, and I am not sure of its career opportunities. is there anyone here that knows about this role?

the problem we are solving here is the specialisation to sell the product. I'm a strong believer that the sales reps should know the products they sell in-out and bring in experts only when absolutely necessary for solutioning. I'm aware it's not a really scalable model to have everyone Learn the products fast, but then wouldn't this be a short lived role?

also, if there are folks you know who excel at this, would like some connects for mentorship & advice

🧠 Advice

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🧢 Sales Management

9 comments

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braintank

Politicker

Enterprise Account Executive

I became an overlay via acquisition. It sucks. Don't do it.

artofsales

Good Citizen

Sr. Director of Enterprise Sales

Can you help understand more on why? the challenges and hurdles you are facing? We’re the responsiblities not clear? Expectations mismatch? Or career path got affected?

braintank

Politicker

Enterprise Account Executive

In my experience you lose control. You're at the whim of the AE. I went from being the QB to being on special teams, only called in when needed. You get boxed out of negotiations and executive conversations because you're viewed as "just a product specialist".

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yep, you're brought in as the expert, and then ushered out once your part is over. You don't control any of the sales cycle while still being responsible for managing the pipeline for your solution, so you can imagine what reporting on close date, SOE, etc., can be like.

artofsales

Good Citizen

Sr. Director of Enterprise Sales

Interesting…In the current structure, currently the Overlay team will be responsible for pipeline, pricing, interface to product, product positioning… But yes, the closures, negos will go away

braintank

Politicker

Enterprise Account Executive

You can't be responsible for pricing and not responsible for closing and negotiating. They say that on paper but it doesn't work in practice.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Exactly. The AE rarely gives up control, leaving you responsible for the pipeline and quota for your solution, while at the mercy of whatever timing the AE has in mind, because he or she has to balance multiple solutions and the overall customer relationship. This means the overlays get cut out and might not have the full story with regard to timing and negotiating, while still needing to roll that information up. Much of the time spent is spent chasing down information internally so that management gets reporting done, and is not spent selling.

CuriousFox

WR Officer

🦊

As an AE I can tell you everything Braintank said is true. We like being in control. Unless we need a specialist, you won't hear from us.

LordBusiness

Politicker

Chief Revenue Officer

Not only does this role suck. It’s not a long term role - and from a career development phase can be tough to quantify as you look to move onward in your career growth.

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artofsales

Advice: a shift to Sales Overlay

9 comments

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