From the outside it looks like the SEs do all the work.
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@6lly+1f5QKZ3W sounds like your AM is the exception to the rule. Have some sympathy for your peers without the pleasure of a decent AM.
AM's set account strategy, do business planning and own exec relationships. SE's have strong engineer/mgr level relationships within customers. I can't live without my AM's and he/she can't live without me. Why can't we be acknowledged as working as a team towards a common goal? Why does it have to be one or the other that supposedly does all the work?
From the inside they do little work as do the AMs. That's why sales are in the tank and that they are getting rid of or pooling the SEs. They are even making the SEs billable work because they do so little. Don't be fooled. All of sales has been broken for years.
I am an AM, i can confirm, my PSS/SE and my Vsam do all the work
A few develop trust based business relationships with customers but most just buy lunch and hand out Cisco golf shirts.
It's difficult for an AM to focus on the former when they have crazy RMs breathing down their backs at the end of the week or quarter.
I sense a disturbance in the force. A lot of AM and SE turnover will come with this new plan of only paying for new incremental business and not renewals. Maybe that is what they want to save LR money. Generally customers are not happy by default with Cisco software - it takes some heavy lifting after the sale lest it become shelf-ware.
@uoc+1f5QKZ3W that will still fall on the SEs’ shoulders.
@aae+1f5QKZ3W, previously living off refresh and keeping the customers warm, now having to create new business to earn.
@sty+1f5QKZ3W how is the role transforming?
Luckily, the role is transforming
@xxa+1f5QKZ3W they don’t even organize the meetings or bring the donuts any more.
And organise the discounts to the customers . Get all the commission.
AMs set up the meetings and they bring the donuts.
Take all the credit and commission?