What does this new model mean, Technical AE aka DCSE ? Will they be glorified AE on field with technical design capabilities? Will they be carrying individual quota like any other AE?
6 replies (most recent on top)
Field sellers are more expensive resources than Inside sellers. To reduce OPEX by changing GTM motion, field resources need to be consolidated, more responsibilities for the same pay
I think (with no facts to back this up) it means taking SE's and making them into AE's. In other words Dell is not going to take an AE, give them some amount of technical training, and turn them lose on unsuspecting customers. If they did, Dell would have to invest time and training dollars into their employees. I think they are going to take technical people, saddle them with quota/additional quota, and send them out into the field. I have no reason to expect this will be successful.
Does that mean they are going to receive training on our compute portfolio? Unlike DCSEs
AE’s should have always been technical, but in some regions they are more of a burden and cost to business as they are glorified dinner hosts racking up considerable expenses. I’m sure this played into the decision making.
Love this idea. About time.
where did you hear this term? can you elaborate