Applying for my first AE role, however AE does not do the demos - Solutions Consultant does instead

Hey everyone!


First time posting on here, discovered the site a week ago - seems like a great resource :)


So will fire away, applying for my first AE role, from a SDR / Account Management background and the AE role I am applying for does not handle product demos, instead they hand this over to a Solutions Consultant. Instead the AE prospects (like an SDR) and has some inbound / marketing leads trickling through. Following on from this the AE's role is to close these opportunities.


However surely an AE should be demoing the platform, I thought that was a large part of the role! From a professional development standpoint, should I be concerned that I won't be learning this vital skill, or should I not worry. Ultimately I would like to get into sales management (either SDR or AE, then hopefully both).


Let me know your thoughts, I hope I was clear!


☁️ Software Tech
🧢 Sales Management
📣 Demos
19
CuriousFox
WR Officer
7
🦊
This is nothing to worry about. I'd rather my Engineer run the demo while I run the call. I'm technical enough to be dangerous. 
jefe
Arsonist
1
🍁
Absolutely. If there's anyone technical on the other end I have someone from that team with me to handle stuff I don't know. 
1nbatopshotfan
Politicker
6
Sales
Your company is hiring experts across the sales cycle. You’d be silly to be worried about the effect they have on the sale. You’re the expert on bringing in and closing business. Solutions answers the tough questions so you can focus on redlines, exec alignment and steps to signature. 
jefe
Arsonist
0
🍁
Great perspective.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Not always.   Not all SaaS solutions are OOTB.  In those cases, the demo  will need tuning to showcase the capabilities that map to a prospect's use cases, and to clearly align with the value your solution provides.   For the presentation, the Enterprise AE can set the stage by doing the upfront introductions and present the overview of the company, the solution, repeat the value prop, validate the use case alignment for the demo, and then let the SC guide the platform component.   The AE will be there to guide the conversation, interject with any differentiators, customer stories or other examples, and make sure that all follow up requirements are captured.  The AE is also there to make sure that anything that separates your company/service/solution from the competition is clearly defined and illustrated.
poweredbycaffeine
WR Lieutenant
2
☕️
This is entirely dependent on the complexity of the product you are selling. In some cases, you should NOT be demoing as the platform has a heavy lift during implementation due to the complexity of how the solution works. I've noticed this to be the case when buying/selling enterprise-level tech that spans across data architecture or multiple systems.
Diablo
Politicker
1
Sr. AE
That should be fine, but try to be on some calls to get a grasp on some of the terminologies solutions specialist use that might be helpful during prospecting.
FormerStartupJobHopper
Tycoon
1
AE
I can tell you my situation. About 1/2-2/3rds of the time, I am demo-ing our "entry level" solution that is fairly intuitive. For those calls, I am by myself as it would not be a good use of the sales engineers time and their help is not necessary. For any of our other solutions that are more complex/expensive, I involve the SE. 

Now, about half the time on those, I run the demo, and fall back on him as a subject matter expert, or if I get stuck. The other half of the time, if I'm still learning the product or it's highly complex, I let him demo. But it's somewhat a matter of preferance the relationship between the AE and SE.

I will say, I of course attend all of these calls, and completely drive the agenda, follow up, next steps, pricing, etc. I'm lucky that my SE isn't just some engineering nerd lol and is actually a seasoned sales pro and helps me out, but it's not his job.

I like my setup a lot. Not doing demos at all? Eh, I wouldn't love it, but for the right opportunity if the product is that complex, idk that it's a red flag
SgtAE
WR Officer
1
AE
Selling DevOps Software here: Solutions architects are exceptionally necessary for our product and AE's work in tandem, we sell across Dev, Ops and security in IT all with very specific technical requirements and questions. Initial overview, intro and pitch meeting for requirements gathering is done by AE's but then we bring in the solutions architects.
Auracle
Executive
1
Enterprise Account Manager
Consider yourself extremely fortunate to be in a position where you’re able (and encouraged) to leverage a solution architect on your calls and demos.
AE’s that demo their own shit end-to-end is (often, but not always) indicative of a widget-type product or something more complex but easier to grasp conceptually (like CRM) that doesn’t require a tailored demo environment.
Solution architects are incredibly important in a complex, IT-centric sales cycle.
Avon
Politicker
0
Senior Account Executive
I used to be a BDR at a company with this model. AEs made bank there, and instead of salespeople demoing a product they barely knew about, an expert did it. Worked very well.
Beans
Big Shot
0
Enterprise Account Executive
I don't do demos.

I lean on a Sales Engineers, I can do high level, but our software is robust with 100's of applications.

Team based selling is absolutely phenomenal and I'd take full advantage.

Also Sales Engineers / Solutions Consultant is not the path to leadership anyway, having that skillset isn't necessary. 
MonthEndSpecial
Valued Contributor
0
Enterprise Account Executive
Don't worry at all. A lot of times it's better this way. Just remember (once you get going) it's your A$$ that is on the line, so don't be afraid to run the demoer. Stop them to ask questions, clarify, add input, etc. 
saashunter2.0
Executive
0
Mid-Market Account Executive
Agree with other comments. However, you still have to quarterback the calls/demos as the SME can get too caught up in all the software capabilities and lose track of the buyer’s needs and use case
DealDonkey
Acclaimed Answer
0
Director of Business
An SE running a demo is great resource. Bring them in later in the process and prospects will love it, especially if the SE is not selling. Run your own high level demos earlier in sales cycle.
IYNFYL
Politicker
0
Enterprise SaaS AE
I’ve been with both types of orgs with Sales Engineers / Solution Consultants as well as doing it my own. If you have a good SC it’s best as they become the product experts. However if they just do generic demos it makes your sales job a lot harder to get the hooks and help them see the value after the demo
draculina
Fire Starter
0
process development specialist
Not software, but I used to be in a similar role for supply chain sales. I would design the solution, price it, and if a technical walkthrough was necessary, i'd interact with the customer, but that was pretty much it. I would have the knowledge my sales guy or gal didn't have, because literally, it was my solution -- so customer's questions would be answered fully. But still, it was on sales to close the deal. 

I would say don't worry. 
CRAG112
Valued Contributor
0
Account Executive
It’s really nice to have ses and etc.
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