legaltechsales

Regional Sales Manager

Amazon or not

I have an interesting opportunity with Amazon. Initial stages of the interview process. Enterprise Account Exec for their freight business. Currently a second year manager with a team of 12 selling into information services, mid cap, AE's have about 1.5M new sale quota and a 3-5m renewal quota. So nice size book of business but we are getting squeezed to death, not one of the seven managers hit quota last year and they cut our accounts by 25% and raised our quotas by 25% for this year. Constant reorgs, off shoring and typical corporate turmoil, but just a lot of it and at a sustained level.

Thoughts on going back to being an individual contributor with a great company like Amazon? Is Amazon all that it's cracked up to be? Or do I try and weather the storm and keep climbing the ladder at my current role? Money is a factor, but not everything, current OTE $250k

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Wellss

Tycoon

7

Channel sales

I really thought this post was going to be about it being Amazon Prime Day based off of the title.. 😂

Anywayssss, I'd say you almost have to feel out how the interviews go before thinking about a decision. I get wanting to have just some initial thoughts going into it, but you could get further into the interview process and discover you don't mesh well with the hiring managers anyways. I, personally, would have a hard time going back to being an individual contributor after being a manager for two years but again, it would alll boil down to the company and the team

CuriousFox

WR Officer

5

🦊

Have you asked how many interviews you will have go to through? Aren't they pretty intrusive?

jefe

Arsonist

4

🍁

Foxy asking the hard questions.

@legaltechsalesYou need to figure this out, but either way it sounds like you're not in a good spot.

Do you enjoy management? Does it fulfill you? Will you be happy as an IC?

legaltechsales

Good Citizen

2

Regional Sales Manager

I love my job and the products we sell, I really enjoy coaching and running strat calls on our biggest deals with my good reps and new reps too (more coaching orientated there), just tired of getting shafted on comp and wondering if I could grow my skill set and bank account elsewhere, company is not willing to budge on comp or quota concerns, we see a top performer leave every two weeks in sales org with less than 50 IC’s, just real rough

SADNES5

Politicker

3

down voters are marketing spies

Online Assessment. Phone Screen. Hiring Manager. Loop (4-6 panels over 1 very long or 2 days making sure your answers align and ask for more info). Could also have 1-2 more depending on how competitive the role is.

"This is where the fun begins" -A.Skywalker

legaltechsales

Good Citizen

2

Regional Sales Manager

Are you going to be my final interview stop haha, you got the dirt, thanks for sharing

saaskicker

Celebrated Contributor

2

Enterprise AE

25% less accounts, 25% higher quota. Your team of 12 is going to be a team of 7 by the end of the year. Can't imagine people you manage being thrilled about that.

IC has its perk i.e. more freedom over your calendar, not constantly on forecast calls 2-3x a week or on everyone elses calls all day with no time to do your own work.

Justatitle

Big Shot

2

Account Executive

I'm a bit of a skeptic. Seems like theres a smaller pond to fish from and a bigger output expected. I'd be hyper aware of what their lead flow looks like and how much support is provided and them being willing to let you to speak with 2-3 AEs in seat now.

SADNES5

Politicker

1

down voters are marketing spies

Jungle Book Store Insider Knowledge: Amazon has a PIP culture. Say if you're on a team of 5 there is a bell curve. Sometimes if the 4 are tight you will always be LI (put on Path/PIP)

It's getting worse as rumor is they are increasing number of people to get PATH'd out.

Let us/me know after you finish Loop stage.

The comp is amazing and the RSUs are great if you manage to stay for 4 years. If you're not planning to grow and change teams your comp actually goes down significantly in year 5.

Know the leadership principles inside and out and have 2-3 quantifiable answers where you specifically have actioned success.

Have you done the assessment yet?

The transport team is amazing. All good folks - without doxxing yourself where will you be located?

Reply here and AMA, I'll do my best to help out.

SADNES5

Politicker

1

down voters are marketing spies

This thread is what the WR is actually about.

legaltechsales

Good Citizen

1

Regional Sales Manager

Major market, Chicago, NYC, Austin are available locals, what’s a realistic target for an enterprise account exec?
no stranger to PIPs, we used to collect cubical placards and put them on a chain at the place I work now, this was inside not field, but prob had a 100+ we added to the chain in the few years I was there, I’m a hardened IC who preformed in a company with negative growth for years
I heard about some of the Amazon leadership principles, haven’t started preparing for interview though so I haven’t dug in, read on RepVue it’s a lot of STAR stuff and LP stuff, what else does a guy need to know? What sort of long term trajectory does this set me up for? Seems like my current ceiling is capped around that $250k mark, prob $300k for the next promo but that promo is extremely rare air

legaltechsales

Good Citizen

1

Regional Sales Manager

With that in mind is Amazon a company worth taking a step back into as an IC to crush and see what the future brings? I know it’s channel specific, but there seems to be a lot of limited info on the transport, I can only find stuff on AWS

SADNES5

Politicker

0

down voters are marketing spies

Money is being shoveled into Transportation. As well as supporting AWS branches. If you're a hot coal you're going to do well.

You will be capped in the 250k mark no matter how much volume you have as an L5/L6 (be frugal is a leadership principal). What level as an IC are you going for? L6/7? They might even roll you down one depending on interview and their probability of success.

The questions are STAR format - but every single one relates to Leadership Principles. Hardest part is the Bar Raiser and outside department folks in Loop. You may even have your phone screen with someone that knows nothing about sales - so I just want to stress - they are data driven. Come to the interview prepped with notes and actual numbers. These will be written down and checked and rechecked in every interview.

The bar raiser can scrub your entire interview with a not inclined even if the other 10+ people you've talked with at that point have inclined you.

Ideally you'll want to get 2-3 years in a role then transition to AWS Transportation in an L7/8 role. You'll be in a leadership position again and will be able to spin 350k+ TC.

Stay on top of your recruiter. They have a 24/48/72 hour response time metric they are measured against. Always check in with them.

LinkedIn stalk the team. All to set up a chime call. Some might say "oh shoot, I think I'm part of your loop so I better not" which is a very good sign.

The offer when it comes in is usually their 95% offer. They might not be able to offer more base comp but since the stock price is low as for an additional few RSUs. Use your sales skills 😂.

Please keep me posted. I am very familiar with the whole process and a lot of the team you'll end up with if you choose Illinois.

SADNES5

Politicker

1

down voters are marketing spies

A very good sign in phone screen then video interview is if the interviewer is silent and typing furiously. Your 1hr screen ends up as two hours of work typing and cleaning things up. There are key points in the Leadership Principles that you need to mention/have shown what you have done specifically. Know them inside and out. Pay attention to the language. Best hint I can drop.

ChumpChange

Politicker

1

Channel Manager

My brother in Zeus... my entire career has been in both logistics and in logistics/supply chain SAAS. LTL/FTL is the wild west. If the operation is mediocre then your phone is never going to stop ringing. In transportation... products should never be at a standstill. And if by the rare chance they are... shit is literally hitting the fan. Is the money good? Absolutely. Amazon has a decent footprint but I would definitely ask some questions about the loads, routes, operations, unit economics, and personnel. Remember that you're selling these companies a promise and it's your ass that has to speak up when things go south. And they will go south... it's the nature of the business. What's the level of comfort that you're looking to achieve? Just remember that logistics is like working for a power company. No news means everything is going great. But if that phone rings... get ready for what's heading your way! DM if you need more context.

legaltechsales

Good Citizen

1

Regional Sales Manager

Awesome insights, my father in law has been a trucker for 50 years and my buddy used to work at Samsara, so is Amazon trying pull a flexport move in the industry, sounds like @SADNES5 and you know a lot about this industry/channel, curious how much disrupting CH Robinson and the like are in for

SADNES5

Politicker

2

down voters are marketing spies

David Bozeman left ATS(Amazon Transportation Services) today. This is a big deal as he was VP for entire division. Joined Ford. Bad sign for some major gutting and streamlining. It'll start at the top with more "my textbook says this" mgmt.

Goodluck.

Amazon wants to own the entire chain. First mile to last. They don't mind losing money to gain the verticals. Once it's ubiquitous they will do what monopolies do and charge everyone a cut for access.

Walmart and Costco have just as good supply chains but no final mile outside of their stores. Chatter in industry is the doordash/Uber eats final mile but it's unreliable and not in owners best interests.

Everyone remembers the cart experience and the delivery. That's it. Anything in middle mile is magic and people know nothing about how many touch points the product has.

SADNES5

Politicker

0

down voters are marketing spies

I feel we are running in the same circles.

ChumpChange

Politicker

2

Channel Manager

Possibly... I no longer work for any carriers. I did two stints with a purple and white carrier and a Pullman brown one. Worked in both small pack and freight. I needed a reset cause the mental beating you get from your own company and the client does take a toll after a while. Been at my current gig for 2-3 years... became a Manager 2 months ago. Money/Equity/Remote/Work Life Balance has been a total game changer and it feels fucking fantastic to get client calls about missing/late/lost packages and I just retort with... call your carrier. We're the hand.... not the command.

SADNES5

Politicker

0

down voters are marketing spies

We have totally been in touch if you worked purple promise or brown.

bendandsnack

Politicker

1

Account Exec

I'd say no to AWS because the office employees get the same benefits as warehouse workers.

So no unlimited PTO. No thanks.

Gasty

Notable Contributor

1

War Room Community Manager

AE IC > Managerial role

TennisandSales

Politicker

0

Head Of Sales

i mean I would for sure see it through to the end and see if you get an offer and then decide.

what ended up happening with this?

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