staydynamic

Account Executive

Enterprise AE interview, 'Present your first 90-day plan.' Any ideas?

I've put my hat in for a promotion into an Enterprise AE. I've been at the company for 5 years working primarily with customers under 1000 employees, the new role will focus on organizations with 1-5k employees. Part of this interview process will be to bring 'fresh perspectives,' in my first 90 days. What are you doing in your sales cycles to help you win more deals?

Further context:

Selling SaaS into Sales/Sales Engineering, Marketing, IT
Working with biz users up to the C-suite
Trial's are a big part of our selling process
I currently do my own demos
Sales Cycle 3 - 6 months

🎈 Mentorship

🥎 Training

👥 Hiring

8 comments

Sort by:

CorpBroette

Executive

New Business Account Executive

I do mine as a mindmap with SMART objectives for each area. Cover the basics.
1. Territory
2. Pipeline Gen
3. Solutions
4. Internal Realtionships.
5. CLOSING (not always possible to close in 90days rarely is with some sales but good to show the metrics you want to have achieved, opps in each stage, what's needed to close etc).

softwarebro

Politicker

Sales Director

@CorpBroette @CaneWolf gave good advice. I would put understanding your solutions and building your territory as equally important. You are going to struggle to build a pipeline if you don't know what you are talking about.

I always like to follow up my 90-day plan by asking the interviewer what their 90-day plan is for me as a new employee - what are their expectations.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Ah, this bullshit question. @CorpBroette does a good job covering areas of focus here. I would add some qualitative points such as fully understanding the industries in your territory, examining past wins/losses in your patch and similar patches but otherwise I concur.

staydynamic

Old School Bravo

Account Executive

Thanks corpbroette this is helpful - definitely a great place to start for mapping this out :)

salesnerd

WR Officer

Head of Growth

It seems like the 'fresh perspective' you can bring would be what's working for you in the <1000 employee segment and how it could help in the 1-5k segment.

Is your sales cycle shorter than the larger segment? How could you bring some of those techniques?

staydynamic

Old School Bravo

Account Executive

Thanks salesnerd - I'll put some of my learnings from the current segment into the new one, perhaps map it out using corpbroette's advice above.

Stringer

Arsonist

SDR

Use a bunch of buzzwords, but this question is bullshit. Your territory is assigned,d your leads are often assigned, your cadence is sometimes assigned. I'm going to get an area and generate revenue. That's it.

CuriousFox

WR Officer

🦊

How'd it go?

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

staydynamic

Enterprise AE interview, 'Present your first 90-day plan.' Any ideas?

8 comments

Related posts

How long does it take to move from an AE role to a sales manager role？

Interview Tips for first AE role? (Moving from BDR/SDR Role)

AEs.. How long did it take you in your previous position (BDR, AM, etc.) to get to a closing role?