Allisce

Account Executive

Huge deal for my space, CGO wants me to partner with national rep

I opened my biggest deal ever (by 10x) that's in the millions. It's far bigger than any deals on my team. The account is firmly in my territory and demarcation and it is the result of 6 months of solid relationship building.

Our CGO wants me to be mentored by a National Account rep and have it be managed by that team's SVP. Obviously they are not going to do this for free so there is going to be some sort of bookings/commish split. What do you all think is fair?

My CGO says he really wants me in a Regional role soon and sees this as a great training opportunity for when I make the jump. He keeps saying they are going to "take care of me," but that is too vague for me and I want hard numbers.

Has anyone dealt with any simiair scenarios where they developed a deal outside of their depth and they brought in more experienced people to help with it.

Really don't want to get screwed here.

🎈 Mentorship

👑 Sales Strategy

11

11 comments

Sort by:

ChunkyButters

Tycoon

6

AE

If the CGO wants to increase the chance of the deal closing by having another 1-2 reps work it, they should be paying them out of company revenue....not your commission.

If the deal is that big, and you don't have the experience, it is valuable to get some training, but it sounds like they are just trying to put a more senior rep on it.

If they actually want to team approach, ask them to define the roles and payout structure so that everyone has rules of engagement.

Filth

Politicker

2

Live Filthy or Die Clean

*

antiASKHOLE

Tycoon

3

Bravado's Resident Asshole

Um, you shouldn't have to split shit if you don't want to. I mean there will always the gesture of throwing a bone to those that help you in the deal, but you did all of the work to get to this point, not them.

CuriousFox

WR Officer

2

🦊

If you've done all of the work why would you split it?

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Yeah, I'd be uncomfortable without hard numbers too, because it sounds like they're edging you out without saying as much, and putting the other rep in the driver's seat and calling it "training". Honestly, I'm not sure how much you're going to be able to assert your dominance here on such a large account, but it's certainly worth fighting for. Having exec support and a big team to rely on is common on a strategic and large account, but I'd put up a fight to stay as the rep - you got this deal, you own the territory, you should be the one driving this, and any "training" should come from your manager and up the chain that direction (as this impacts their line as well) to make sure you get what you need to bring this in.

FinanceEngineer

Politicker

1

Sr Director, sales and partnerships

It’s yours and you are running it. Tell him you can give the SVP 10% at most and you are doing the work. See what he says. Force his hand on it or you are going to get screwed.

TennisandSales

Politicker

1

Head Of Sales

so i totally understand this.
I would ask to have leadership be specific on the comp split.
If i was you, i would take what ever they give you.

If this deal is really this big you are going to come up against things you havnt dealt with yet so having a solid team is important.

Thripe

Fire Starter

1

Head of Sales

You are about to get fucked.

GDO

Politicker

0

BDM

Fight for your commish. Tell them you will earn full commission so why would you donate a part to them. If they want extra hands on the job fine but the company should pay. (This is your initial stance).

Then use your negotiation skills to keep as much commish as possible

adrienmc

Good Citizen

0

Founder @LaGrowthMachine

I’d be blunt with them, that you appreciate the help as well as understand their concern to make the deal will close by offering more ressources, BUT that you will not be sharing your commission on this (or max of X% for you to decide).

You need to have such conditions agreed in writing (not a handshake agreement) or you’ll get screwed for sure

DungeonsNDemos

Big Shot

0

Rolling 20's all day

Can you get a clear layout of what duties will be performed by whom? I would worry about the whole deal being taken away from you at the last moment.

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

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

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.