Swarup Mandal profile picture
Swarup Mandal profile picture

Swarup Mandal

Solutions Consultant at Microdesk

Advice for someone making a move from presales to AE

I've been in presales role the last 4 years and am looking to make a move into a proper AE role. Does anybody have any general tips or advice for me? Would I have any difficulties making this transition?

๐Ÿš€ Career Goals
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11 comments

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oldcloser
Arsonist
3
๐Ÿ’€
Always wear protection, would be my advice. Otherwise, I have so many questions. Why?
RandyLahey
Politicker
3
Account Executive
u dirty dog!
CPTAmerica
Opinionated
3
President/CRO
Same company? If so, don't try and blow the prospects away with how much you know about the product. You'll probably want to "show off" your product knowledge but that often does more harm than good.
1
Solutions Consultant
No I'm looking to apply externally. The sales org at my company is a bit dysfunctional and sales ppl here don't really make much.
CPTAmerica
Opinionated
1
President/CRO
Gotcha. It should be a logical transition with the typical learning curve.

The tough part might be getting a company to take you on as an AE if you haven't done it before. Just be prepared to answer those types of questions in an interview.
Filth
Politicker
3
Live Filthy or Die Clean
SALES GPT has a great list of tips:

Congratulations on being considered for an AE role! Here are some tips from Bravado members:

Continue prospecting and stay hungry for new business

Own your development path and focus on growth

Protect your time and prioritize selling

Lean on your team and build strong relationships with the selling ecosystem

Don't over forecast and be realistic about your numbers

Ask top-performing AEs for advice and learn from their strategies

(I DELETED TWO BULLETPOINTS THAT WEREN"T RELEVANT)
Shadow deals passed over to AEs and review every opportunity call passed over for feedback

Set smart goals using the formula from this guide:https://www.smartsheet.com/blog/essential-guide-writing-smart-goals

Be patient in the role and have early conversations with your manager about your career path and timeline

Remember, becoming an AE is just the beginning of your sales journey, continue to strive for growth and development!
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
There have been MANY posts on this topic. So I'd check the search bar/GPT.

That said, if you're in the same company go find a mentor or coach on the sales team - someone you know and trust. It may not be THE top performer, but someone who does well year in and out and is willing to help. If you can't find a mentor, stalk someone who's doing well and do what they do.

Good luck!
ThatNewAE
Big Shot
1
Account Executive - Mid enterprise
Major major things to look out for (internal or external) -

: Presales is also 'sales'. You subconsciously still were into selling the tool, just technically. Now you'll be selling the value + Tech. But don't fool yourself into believing that you're now starting to sell.

: Mix bag of value and product. As a presales rep, you were expected to have product knowledge that you could demonstrate to the clients. As a sakes rep, it's not needed. Forget the product (nobody cares), start caring about the problems and how your product relates to them.

: You have a lot of credibility as a sales rep, if you lead any conversation with the fact that you were a presales rep. So you'd know, they'd believe. But don't get carried away into tech stuff. You still need to understand business values and how their businesses run.

: There's a whole world outside of the product.
Maximas
Tycoon
0
Senior Sales Executive
Grats, try checking the search bar and you would find lots of useful threads!
pirate
Big Shot
0
๐Ÿฆœโ˜ ๏ธ Account Executive
If for Microdesk, then go straight for the Enterprise role

Overall, if you did demos, focus on teamwork with AE and the discovery you did from the technical perspective and how you built the relationship with technical champions in customer organizations, on how you helped close deals. I would say as long as you talk strategic and value more than product, you will do great
CRAG112
Valued Contributor
0
Account Executive
Why do you want to do this?

You have a very good job.
Everyone wants someone technical.
Technology is the future.
The top sales people get canned at companies casually.
You will always be seen as better on the tech end because of what you do now.

Is it because you think you will make more?

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