Armageddon

Enterprise Account Executive

Internal promo interview for Enterprise AE (advice needed)

The time has come, I am finally interviewing for an internal promotion to the Enterprise! I am the only internal candidate being considered (due to geo reasons) and it looks like there will be a number of highly competitive external applicants. I have an impressive track record of success at the company, achieving winners circle every year of eligibility.

Any advice for how I can best make myself shine above the external applicants? What would you do to show that the best rep for the job is right front of them?...

Thanks WR!

🎈 Mentorship

👥 Hiring

18 comments

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CPTAmerica

Opinionated

President/CRO

You know the company better than any external candidate.

Make it obvious that putting you in the role will help them achieve their goals faster and with certainty. Speak to the big goal/s the company is shooting for. You will know what those are and the external candidates wont. Examples; drive for "$500M in ARR" or "Profitable by 24'" or "1,000 customers by EOY" you know... the stuff you hear at the start of the year and on your all hands calls.

Those typically come right from the CEO. Help them see that hiring you for the role gets them closer to what the CEO is shooting for.

braintank

Politicker

Enterprise Account Executive

Emphasize time to value. You're ready to produce day 1, external candidates will need several months to get up to speed on product, process, etc.

pirate

Big Shot

🦜☠️ Account Executive

I suppose
1. Map out everyone internally in the hiring committee and what is your relationship with them? Is everyone aware of your achievements
2. You're doing great in your current role. So what will you bring in and learn in the next one? Why you?
3. Geo focus would probably have a few lines there but not lock yourself into it
4. After Enterprise AE, what's next? Maybe a word on how you are developing yourself outside work to get to this role

Good luck! Keep us posted about the interview process

Pachacuti

Politicker

They call me Daddy, Sales Daddy

One big obstacle to hiring internally is that many times the powers that be want you selling, not managing. Or they want you performing where you are at and don't want to move you up since they will just have to backfill that position (huge headache). Easier to keep you there and hirer external.

So you need to confront that objection head on. Acknowledge it and help solve for it. Its a lesson I have had to relearn several times in my career.

Good luck!

ecroson

Personal Narrative

Head of Sales

Everything that has already been said already + have the mindset that you are interviewing for a new role with a different company. Meaning, don't get too relaxed thinking you are already "in" with the company. Also emphasize again how you can step into the role and ramp up much quicker than an external hire since you know the solutions and internal processes already. Plus review the requirements for the Enterprise role and tailor your experience and accomplishments to them. Good luck and go get'em!

QWhiz

Big Shot

Founding AE / ex-SDR

Great advice @ecroson. The only thing I'd add to this is to study the hiring manager inside out. What floats their hair back? Use it! Take some tactics out of the 48 Laws of Power and play the person. Good luck!

Customer Account Executive - Serving Our Financial Services, State & Local Governments

I tell candidates all the time. You need to compete for this role and out work everyone. It’s easier for you because you are already on the inside. Go well above and beyond.

Good luck!

Johnnyatwork

Valued Contributor

Global Account Director

Come with a solid 30-60-90 day plan and if you know the account / accounts, bring an account plan or territory plan to show your know how and expertise in how your solutions deliver value to the customers balance sheet and cash flow statement.

Show how you’ll hit quota X.

Bring a success story or two with actual tangible work you’ve done like a business case and financial analysis.

Finally get an endorsement in writing from others surrounding you saying your ready for the role. Hiring is a risk analysis, show you’re the least risky and most probably to succeed and you’ll win the role

MTW

Opinionated

Sales Director

Hiring managers whether they admit it or not are usually looking for the safest option.

De-risk yourself.

Do that by discussing -

The knowledge you already have at your company

The relationships you have (VC research shows internal relationships are a better predictor of success than external relationships)

Come with a great plan

Asking closing questions “any reason you wouldn’t give me the role or recommend me”

Sunbunny31

Politicker

Sr Sales Executive 🐰

Some fantastic advice here - I'd take all of it.

Attitude of confidence that you can do the job, but do not be cocky or come across as assuming you are the preferred candidate.

You've got this!

CuriousFox

WR Officer

🦊

Competent, yet coachable 😎

ShavingsMakeAPile

Executive

Enterprise AE

Majority of the comments here are “highlight this, sell this about yourself”. Assuming there are numerous rounds to the interview process, treat the first portion of it like a discovery call. Don’t sell anything before you have what are the definite problems you’re selling against.

Ask about the territory, the open position itself, what challenges does the hiring manager see when it comes to hiring internally vs external. Then start to sell against what you uncover as the hiring managers biggest hesitations.

If the hiring manager wants X (let’s say activity focused) and you come in selling Y (something they don’t feel is a concern - like ability to hit the ground running with knowledge of internal deal navigation), you’re gonna miss the mark.

Maximas

Tycoon

Senior Sales Executive

Knowing the product way more than the others will get you the full advantage,gotta pitch that at the interview,good luck!

Taco

Fire Starter

Sales Manager (Mid-Market)

As a leader myself, I would always prefer an internal promotion. Put your case forward with the following:
- Show that you’ve already been acting as an enterprise rep with initiatives or results that prove you can do enterprise. Eg. share your close rate/success in the higher end of your current segment and how it translated to enterprise
- Outline that promoting you is the easier option for your leadership team. Less ramp time, less new process to learn and less risky as you have proven your results and work ethic
- Promoting internally also sets the culture of internal progression. A good indicator for other employees and external candidates when they consider working for your employer.

I’d also reach out to those who are key in making the decision and ask for feedback on any of your gaps. Use this as an opportunity to show you are hungry to learn. Based on your gaps, find books/podcasts/webinars and shadow peers to start developing yourself before you’re in the role to show you’re invested.

Good luck.

CRAG112

Valued Contributor

Account Executive

Make sure every single person that can is a champion and a backer of you within the company.

All you have to do is not be dumb in the interview.

bigfella

Tycoon

AE (Account Executive)

Leverage those internal relationships, if you’re the only internal candidate it’s likely they picked you for a reason. Double down on your strengths, and the fact that you know your product to a far greater extent then a external hire. You can hit the ground running!

lordyurie

Fire Starter

A Seller

It’s a situation where you will not be asked questions around your fitment. You will be asked if you claim to be fashion designer, show us your designs. You have to bring on the table what you accomplished in the past and how you are going to take it to the next level. These are my two cents for you. I hope this helps.

Regional Director Mississippi East - Enterprise Strategic Team

The great part about being an internal candidate is you have a network that probably overlaps with a hiring managers network. Reach out to your network, let them know you are applying and see if they are comfortable sending a quick note to the hiring manager on your behalf. If not, it could be a great learning experience where they feel you may need to brush up on skills, if yes, it's a powerful reason to get a seat at the table.

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Armageddon

Internal promo interview for Enterprise AE (advice needed)

18 comments

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