alCan

Account Executive

Leveraging Account Managers

Folks,

We are being asked to incorporate Account Managers (aligned to end-user enterprise companies) into our sales strategy of selling into/recruiting partners.

Since ideas and success has been less than forthcoming management is doubling down on this ask. We have basically been limited to exchanging ideas and informal conversations so far.

Any ideas for leveraging AMs into the formal new business sales strategy?

Much appreciated, team.

🔎 Prospecting

👑 Sales Strategy

27 comments

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Kosta_Konfucius

Politicker

Sales Rep

Intro them after demo to show how the client will be supported?

ThatNewAE

Big Shot

Account Executive - Mid enterprise

We did in this in my ex company - just to keep it smooth.

alCan

Contributor

Account Executive

Definitely, thanks

GDO

Politicker

BDM

AE signs deal -> AM protects the recurring business and tries to upsell.

What market are you in? Then we could be more specific

alCan

Contributor

Account Executive

Cheers, GDO... It is tech software... they like channel reps to leverage end-user facing AEs.

braintank

Politicker

Enterprise Account Executive

I still don't understand...

Sunbunny31

Politicker

Sr Sales Executive 🐰

Oh, I'm glad it's not just me.
I'm not sure what the roles are or what the go-to-market is to be from what it currently is.

alCan

Contributor

Account Executive

Sorry for the confusion.Me: Partner ManagerAM: Owns customer end-user firms.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Thanks for clearing that part up.
Now for the rest.

Who are you selling what to? Selling into partners? Partners who co-sell or?

oldcloser

Arsonist

💀

just waiting for some facts here

alCan

Contributor

Account Executive

Hi thanksI sell by acquiring partners who would sell our software to customers. Yes, AMs sell the software too so the AMs and partners compete for customers.
As a partner manager i do co-sell with the partners.Management wants us partner managers to work together as part of our territory plan with AMs.I just cannot figure out the angle.

alCan

Contributor

Account Executive

Hope the above helps

Sunbunny31

Politicker

Sr Sales Executive 🐰

The problem I see is that the partners and the AMs are competing for the business, so why would they co-sell? They’re not compensated that way. Fix the compensation so nobody loses when you work together, and the plan becomes much easier.

CuriousFox

WR Officer

🦊

What's in it for me

Sunbunny31

Politicker

Sr Sales Executive 🐰

Always! Incentivize the behavior you want.

pirate

Big Shot

🦜☠️ Account Executive

If you work in the same org, no one should be competing which other. Sounds like at the moment it would be a bit of competition and it needs to be more collaborative? Answer based on the comments

Revenue_Rambo

Politicker

Director, Revenue Enablement

Do you currently have AM roles in place? If so what function do they serve?

alCan

Contributor

Account Executive

Yes, they take care of customers (end-user firms).

Revenue_Rambo

Politicker

Director, Revenue Enablement

What are end-user firms?

alCan

Contributor

Account Executive

Companies that use our software products.

Revenue_Rambo

Politicker

Director, Revenue Enablement

Sorry but I’m in the same boat as everyone else here. I just don’t get

@Sunbunny31 laid it out. We need to know the current roles, GTM strategy, and problem with current. From there we can try to point you in a direction.

alCan

Contributor

Account Executive

Hi,
Me: Acquire and manage partners (Partners re-sell the product)
RM (Regional Manager): Acquire and manage end-users (end-users are companies that use the products)Me (Partner Manager) is asked to come up with a strategy to leverage The Regional Managers in my job.

oldcloser

Arsonist

💀

So, you're a channel guy. Your management wants you to bring in people who know how to speak directly to HR? Is this the thing? Is this because your team sells SaaS to partners and the RM team sells solutions to people?
Seems like they want you to bring the solution to life in real terms so that your channel partners will have a more specific understanding of the actual use case.. and be able to relate better to end users? Yeah? Or am I still lost here?

HVACexpert

Politicker

sales engineer

How do the regional managers get paid? Is there a way to incorporate them with your partners to leverage the service given by the RM after the partner sells a job?

alCan

Contributor

Account Executive

Yes, you are on to something here. The issue is their job is to spend time with customers and not with partners. They get paid for sales to customers and not to partners today.

AnchorPoint

Politicker

Business Coach

AMs are not hunters.

ChumpChange

Politicker

Channel Manager

If they're big enough... we do a warm hand-off after the client signs.

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alCan

Leveraging Account Managers

27 comments

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