Good for branding but demotivating for specialist AEs
Pros
Good for the branding and for building your experience as a salesperson
Cons
The shift to the NNAOV model has effectively transferred the burden of attrition management to Account Executives, unlike many organizations that maintain dedicated Account Management teams for existing business. This represents a significant change for AEs who are accustomed to focusing on new business acquisition, and it can be demotivating for those who thrive in a hunting role. Over time, this shift may impact revenue growth, as AEs move from a proactive, growth-oriented mindset to a more defensive posture. Additionally, there is a noticeable disparity in how Specialist AEs (e.g., Slack, Tableau, Marketing Cloud) are treated compared to Core AEs. Incentives and recognition are consistently weighted toward Core AEs. For example, when customers purchase Professional Services tied to specialist products, compensation is typically allocated to the Core AE rather than the Specialist AE driving the solution. Similarly, most spiffs and incentive programs are directed toward Core roles. As a result, the Specialist AE role may not align with the expectations of a traditional AE position. Those considering such roles should be aware that the scope, recognition, and rewards can differ significantly, often positioning Specialist AEs in a more supporting capacity rather than as primary account owners.