NeanderthalToNerd profile picture
NeanderthalToNerd profile picture

NeanderthalToNerd

Account Manager

Valued Contributor
Good Citizen
Fire Starter
+1

Comp Negotiation Question AM —> AE

Hey all, 

I'm currently an AM at a cybersecurity consulting org. Current OTE is 180k (50/50 split). In 2023 I worked in a pod of 3 (2 AM's and 1 AE) with a $10M quota. 

We're going to hit the # this year but my leadership has indicated that I'm going to move territories to set up a new territory in my back yard. 

I'm going to fight the good fight to keep my current accounts but I have a feeling that decision has been made already.

If I need to start over as a new AE in a fresh territory, that we don't have much of a presence in, with no AM, what is a reasonable comp package/split to request?

I know this is obviously dependent on the quota they give me, but I am curious if this has happened to my fellow Am's out there who have been promoted to AE? 

Any suggestions from my cybersec peers? 


🧠 Advice
💰 Compensation
🔐 Cybersecurity
5

10 comments

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Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
Ask for quota relief if they take away your accounts. You need time to rebuild.
jefe
Arsonist
3
🍁
100%. OTE won't mean anything for awhile.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Yeah - agreed. And a bump overall, base in particular.
Kosta_Konfucius
Politicker
2
Sales Rep
I would ask for partial revenue for all current opps so if they close a month or 3 after you get rev
GDO
Politicker
2
BDM
Good idea
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Are your AEs comped on a 50/50? And do you know what their OTE is?
NeanderthalToNerd
Valued Contributor
2
Account Manager
Historically, I think our AE’s are 225-275 (50/50 split) based on experience. The caveat here is that we are changing to a flat org and all of the AM’s may now be AE’s. So I’m guessing that number is gonna get slashed pretty good.

I know there’s a million variables here so it’s tough to get a realistic answer, just curious if anyone has gone through this sort of thing.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Shifting organizations and territories? Yes. That said, if it's inevitable and really not entirely by choice, I'd be making a case for a bump because of your need to build up the new territory in addition to your overall worth to the company.
NeanderthalToNerd
Valued Contributor
1
Account Manager
Thank you for your input! 😎
pirate
Big Shot
1
🦜☠️ Account Executive
Should ask for 60/40 at least, 70/30 if you have great track record. If territory is completely new, chances are you will not close anything for a while.

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