DotCom

Account Executive

AWS Offer Negotiation

Well Sales Savages, its finally happening and I have you to thank! I have an offer walkthrough at AWS this afternoon for Demand Gen (Associate AE). I should be receiving my offer via email here shortly, before my call.

I'm looking for advice on how I should go about the negotiations. Every one of my internal contacts has told me to ask for more money. But I don't have any competing offers and want to make sure I don't come into the negotiations too aggressive. Role would be L4, and on levels.fyi its looking like OTE is roughly anywhere from 110 - 185.

Anyone have experience with strategy or specific numbers? In Seattle if that helps

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Kosta_Konfucius

Politicker

Sales Rep

Use RepVue for more of an accurate base/ote. 110-185k is a huge range from where you will stand. Be prepared to re-explain your experience on why you deserve to be on the high end, and use ongoing deals with your current company to justify needing more.

Be prepared to having to negotiate with HR but not the person making the decision. Big companies like to hide behind someone when negotiating

CuriousFox

WR Officer

🦊

Such babies that way 😆

antiASKHOLE

Tycoon

Bravado's Resident Asshole

right?!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Great advice. Always have something to back up your reason for being on the high end of the scale.

DotCom

Fire Starter

Account Executive

This is awesome advice. I just received my offer, and it looks like I am fairly close to the high end.

I really like the idea of current deals - because they day they called me I also got sent the biggest deal request of my career. So I will be walking away from quite a bit of commission.

I'm curious if this "offer walkthrough" call is the place to negotiate or not. Do you think they will just rescind the offer instead of negotiating?

Kosta_Konfucius

Politicker

Sales Rep

As long as you are not an ass when negotiating they shouldn't rescind. They can so no this is the offer and not negotiate, but I have not heard of them rescinding an offer outside of losing budget in the role which would have happened anyway.

I would use the offer walkthrough to "express concerns due to deals in process" show excitement for AWS and they will understand

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Run down RepVue on that company as well as just look at the market average/range for the industry.

saaskicker

Celebrated Contributor

Enterprise AE

Curious about AWS titles - is Demand Gen (Associate AE) a fully outbound AE role or are they putting a shiny title on an SDR role?

DotCom

Fire Starter

Account Executive

Essentially shiny title on SDR. but with the expectation that you really only sit in the role for 12 mo. measured in opportunities created *as well as* how many of those convert (quality). they told me they were in the process of reinventing the Demand Gen role - hence the name change to Associate AE.

I'm actually taking a step back from 4 years in a full cycle closing role for the pay bump and FAANG on resume.

Fully outbound AE would be ISR (Inside Sales Rep) - to my knowledge.

saaskicker

Celebrated Contributor

Enterprise AE

awesome, thanks for the thoughtful response, appreciate it. did you complete any of the aws certifications before applying? i've been eyeing AWS for a few months and debating if that will be a gamechanger or not. best of luck with the negotiations.

my connects at amazon (albeit going for L6-9 roles) had most wiggle room on the signing bonus portion of the package as it was tied to a stock vesting schedule.

DotCom

Fire Starter

Account Executive

I did complete Cloud Practitioner *during* my interview process (between phone & onsite). All of the interviewers in my loop seemed really impressed that I had it, but I can't confirm if it made a difference.

I would say if you are going for L6 - L9 it would strengthen your case if you passed the Solutions Architect Associate. I am expected to take that during my ramp up, and is kind of the catch all AWS cert. But I'll say the internal referral from a friend was the biggest factor in getting me on the phone with someone, where I could shine.

If you wanna DM me, I'm happy to answer any questions.

TennisandSales

Politicker

Head Of Sales

first off love the photo 😂.

then i would look at everything they offer.
-base
-OTE
-Restricted Stock Units
-stock Options

these are normally the levers a company this size has (i know from experience.)
Lets say that the Base salary is the MOST important thing for you, you could :

1. reply back that you were expecting to have a base pay of X because from your research and understanding of your skill level that is what you feel is appropriate.

2. if they say they cannot increase the base pay, you can then reply (assuming this is all via email) and suggest lowering one of the other benefits to make room to increase base pay. so maybe you suggest lowering the Stock Options in trade for a higher base.

this shows that you are reasonable and willing to work with them. Hopefully one of those two things work.
If it doesnt, then you ether walk away or take what they give you.

if it was me and I had to lower one of those benefits, i would choose stock options (especially if you have RSUs) since stock options are only good once you pay for them.

DotCom

Fire Starter

Account Executive

Hey everyone! Thank you all so much for the thoughtful responses and advice.

I wanted to chime in and say that I accepted my offer! with your help I negotiated up from 145 to 153 and I pulled that fucking trigger!

LFG

SADNES5

Politicker

down voters are marketing spies

Big congrats. See you around 😅

DotCom

Fire Starter

Account Executive

👀

carbonara

Executive

Account Executive

Congrats! What’s the split for base and variable?

Diablo

Politicker

Sr. AE

Congrats and all the best !

SADNES5

Politicker

down voters are marketing spies

Cash comp might be more or less restricted. Ask for more RSUs this is what the hiring manager and recruiter can sign off on without getting L8 involved.

NotCreativeEnough

Big Shot

Professional Day Ruiner

110-185 is a huge range, I would try and get that narrowed down first before any negotiations.

Next I would look at RepVue to see what other reps in the seat already are earning. that will help you gauge whether it's a strong offer or not and how much room they likely have to negotiate.

When asking for more, treat it like when you're justifying your price to a customer. show your value, explain why you're worth what they're asking, and be firm and direct with it. You aren't asking, you're telling.

Know how much you would like, and know what the lowest you are willing to accept is as well. This will help you in the negotiation. And don't accept anything under that minimum. If you give them a minimum and they don't meet it, then you accept anyway, not a good look for you in the future and now they know they can low ball you again for promotions and what not.

GDO

Politicker

BDM

Just check what others are earning. Try to go a bit above and negotiate.

Gasty

Notable Contributor

War Room Community Manager

did you end up accepting the offer, @DotCom ?

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DotCom

AWS Offer Negotiation

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