Sales Role Names and Basic Functionalities Flashcards
(22 cards)
What does the AE role stand for?
Account Executive
What is the responsibility of the AE’s?
Account Executives are assigned a territory and are responsible for managing New Customer Opportunities. AEs are also responsible for managing Upsell Opportunities with the AM assigned to each of their customer Accounts. AEs acquire their pipeline from (Pre-qualified) Opportunities passed on to them from SDRs & MDRs or create new ones as new use cases or requests arise from the customer.
What does the AM role stand for?
Account Manager
What is the responsibility of the AM’s?
Account Managers have a high impact position combining equal parts relationship management and client satisfaction. The AMs work with existing DocuSign customers, managing a book of business based off of their vertical (SMB, Midmarket, and Majors) to develop and maintain extraordinary relationships to ensure their satisfaction, retention and expansion. The AM is Accountable for customer retention, proactive client management, forecast accuracy, and driving adoption/usage with customers in collaboration with internal teams and the broader DocuSign Partner ecosystem.
What does the SDR role stand for?
Sales Development Representatives
What is the responsibility of the SDR’s?
Sales Development Representatives typically handle inbound Leads and outbound calls to potential clients who have expressed interest in learning more about DocuSign or appear to be strong potential customers based upon our general market focus. The Sales Development Representatives qualify prospective customers through targeted questions about their business strategy, which include informing them about DocuSign’s offerings while also ascertaining the likelihood of the prospect being a good match for DocuSign’s services.
What does the MDR role stand for?
Market Development Representatives
What is the responsibility of the MDR’s?
Market Development Representatives make outbound calls to potential clients who have expressed interest in learning more about DocuSign or appear to be strong potential customers based upon our general market focus. The Market Development Representatives qualify prospective customers through targeted questions about their business strategy, which include informing them about DocuSign’s offerings while also ascertaining the likelihood of the prospect being a good match for DocuSign’s services.
What does the EAE role stand for?
Enterprise Account Executives
What is the responsibility of the EAE’s?
Enterprise Account Executives are assigned a territory and are responsible for managing New Customer Opportunities. AEs are also responsible for managing Upsell Opportunities with the AM assigned to each of their customer Accounts. AEs acquire their pipeline from (Pre-qualified) Opportunities passed on to them from SDRs & MDRs or create new ones as new use cases or requests arise from the customer.
What does the EAM role stand for?
Enterprise Account Manager
What is the responsibility of the EAM’s?
The Account Manager, Enterprise Division is a high impact position combining equal parts relationship management and client satisfaction. The ideal candidate brings a proven record of success in a SaaS technology company where they have helped drive customer adoption, been responsible for revenue retention and demonstrated an ability to drive growth in their assigned Accounts. This person will work best in a dynamic, fast paced, technology-driven environment to effectively manage a high volume of Accounts.
What does the SE role stand for?
Solution Engineer
What is the responsibility of the SE’s?
Solution Engineers are involved in Pre-Sales and support the sales team by helping to understand complex customer business problems and requirements, and translating them into solutions leveraging DocuSign’s platform.
What does the ESR role stand for?
Enterprise Sales Representative
What is the responsibility of the ESR’s?
The Enterprise Sales Representative is responsible for developing and closing new business (use cases) within an assigned vertical market or geographic territory. This ESR will acquire new customers and sell additional use cases, products and services into existing Accounts. Ultimately, the ESR is Accountable for exceeding monthly/quarterly quota, proactive deal management, forecast accuracy, and driving adoption/usage with customers and prospects in collaboration with internal teams and the broader DocuSign partner ecosystem. This role will sell to geographical regions or verticals based on relevant experience.
What does the EBR role stand for?
Enterprise Business Representatives
What is the responsibility of the EBR’s?
Enterprise Business Representatives make outbound calls to potential clients who have expressed interest in learning more about DocuSign or appear to be strong potential customers based upon our general market focus. The Market Development Representative qualifies prospective customers through targeted questions about their business strategy, which include informing them about DocuSign’s offering while also ascertaining the likelihood of the prospect being a good match for DocuSign’s services.
What does the VE (Commercial) role stand for?
Value Analysts
What is the responsibility of the VE’s?
Value Analysts are responsible for supporting the DocuSign Commercial sales organization through ongoing value-based programs. These programs focus on the creation of quantified value propositions to support the business case for digitization of business processes using DocuSign, within our current and prospective customers.
What does the VMO role stand for?
Value Management Office (Enterprise)
What is the responsibility of the VMO’s?
Value Management Office works with the enterprise sales organization on strategic Accounts (i.e., >$10K MRR) to support the value selling efforts. VMO is engaged on all states of the sales cycle, from first executive meetings through value discovery, building the demand plan and helping with deal structuring/pricing. Account Executives should leverage the VMO to create an executive-ready presentation, outside-in points of view on the value potential, business cases (a.k.a SVA), deal structuring and pricing support and closing executive presentation. Working with the VMO will help the AE grow their deal, improve chances of success and close faster. This is the VE equivalent for Enterprise.
