SDR to AE transition in the software consulting space?

Hey guys,

After surviving a bloodbath of an SDR term(3x large-scale rounds of firing, private equity acquisition, merger, CRO who came in & considered eliminating SDRs entirely) I'm finally making the long-awaited jump to SMB AE.

We're a managed services provider for a big tech company.

We get the vast majority of our business from kissing reps at said tech company's ass & getting brought into their inbound deals as a services partner.

Has anyone worked in a similar space and have advice for making the jump?

I'm confident in my sales skills, but politicking isn't something I've dabbled with much and I know it's something I need to work on, anything is appreciated

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8 comments

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braintank

Politicker

Enterprise Account Executive

Everyone loves a good bribe...

CuriousFox

WR Officer

🦊

Whatcha got 👀

braintank

Politicker

Enterprise Account Executive

I do my best to avoid channels precisely because I hate all the political BS.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I read that backwards based on the title and was coming here to find out why you would be moving from AE to SDR.

Regarding the reps at the tech company: what's in it for them when they work with you? Are they comped on the sales, does your company make their deals close easier/better/with higher ARR? It's always easier to talk with a rep and build a relationship if you have their attention via the methodology of having some effect on their comp. You won't have to schmooze too much if you have the ability to provide a positive bottom line to their pay. Money talks.

Some partner orgs also have expense money so that you can treat reps to an outing or at least lunch/dinner to meet and greet. That might be an avenue to making inroads and connecting with those teams.

For larger companies, there are usually partner managers who broker these introductions and can help get you started. If you have those managers to help, leverage them right out of the gate.

bendandsnack

Politicker

Account Exec

Lol thanks for catching that, pre-coffee post clearly.

We help them ramp their customers' spend. & there are partner managers so that's all very relevant/helpful advice.

Thank you!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Leverage the heck out of the people who are supposed to set you up for success. They most likely get comped on your success as well, so it's a win for them to get you what you need. Good luck!

The_Sales_Badger

Notorious Answer

Account Executive

I've been on the manufacturer's end for years now, both in medical and tech. The MSPs that I refer to or work with are consistent - they work as an extension of my business. Making my life easier is the easiest way to bring you into a deal.

Find out from your AE's what your company excels at, and focus on that in your first year. Introduce yourself to your potential partners, and ask, "Do you have any opportunities that you've worked on that have come to a standstill? What if I can get them engaged again?" Of course, I would - I mean, if you can do something I can't, then I'm bringing you on everything moving forward.

You don't have to kiss ass or be political if you just target the right partnerships to go after. Focus on partners like you, and ask yourself - Why would I want to work with me?

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