I have an ...

Question

I have an Enterprise AE interview within Business Services / specialised BS:
Is this a good territory?
It's a 'core' job selling the whole suite, is that better/worse than specialising?
SF define 'Enterprise' as 2000+ employees. What do they call actual enterprise customers? ($1B+)

Former Employee · Accepted Answer

Cannot speak to the vertical of Business Services.  I would suggest asking about the specific accounts, the footprint (established customer vs. greenfield, growing account vs. stagnant), but regarding Core vs. Specialist roles, it will depend on how you like to sell, interact with customers, and interact with your team.  A Core rep manages the entire portfolio, the strategy for the account, and coordinates an entire virtual team.  Core essentially takes point to determine which products are being positioned at a given time, is responsible for the overall contract negotiations, reporting the account strategy to management, coordinating team calendars, conducting regular account strategy calls, and is also the face of the customer, so if something goes wrong with any one product that they own, Core is usually the first person on the hook.  A specialist would have more in-depth knowledge on a product, so if you like to be an expert, this is a great role.  Specialists do not have to manage a customer's happiness as much, unless it is regarding specific questions about a product.  While it is nice to be "brought in" to deals by Core, being a specialist also involves educating your core reps and selling to them (e.g.  Why is X product something that we should be positioning right now?  Can you please introduce me to your executive level contacts?).  Overall, I preferred the Core role over the Specialist role (Core vs. MuleSoft) because I had more to sell, preferred being the "quarterback," and enjoyed talking to multiple parts of the business.

Current Employee · Answer

Core is better than specializing - specialists appear to be the first cut when layoffs happen. I don’t know anything about that territory sorry

Current Employee · Answer

This has to be a UK role based on the tile so can't speak on territory, but generally, you want to sell in the 'core' segment. Enterprise customers in the US are 10,000+ employees

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Anonymous Q&A

I have an Enterprise AE interview within Business Services / specialised BS: Is this a good territory? It's a 'core' job selling the whole suite, is that better/worse than specialising? SF define 'Enterprise' as 2000+ employees. What do they call actual enterprise customers? ($1B+)