Page 38 - Superion Sales

SUPERION – Sales Playbook

Sales Roles & Responsibilities

As a general guideline we have four primary sales roles within our sales organization and each individual
maintains an assigned geographic territory they are responsible for managing. The specific roles are
broken out as follows:

• Account Executive (AE)
o Also known as “Field Sales”
o Each AE is assigned to either PA or PSJ and is solely responsible for signing net new customers
within their assigned geographic territory
o Depending on the product line, AEs may also work deals that migrate a current customer from
one product line to another (relationship based)
o PA AE’s can being new customers to Superion under either platform - premise or hosted
solutions
• Client Success Executive (CSE)
o Also known as “Inside Sales”
o Responsible for adding new products and services to our existing customers. CSEs in both PA
and PSJ have a designated geographic territory.
o Can work migration deals to move existing client from a legacy Superion solution to another
solution
o Find the gaps and work on add-on sales (i.e. new products/services; disaster recovery, etc.)
• Account Manager (AM)
o Designated AMs for both PA and PSJ have multiple accounts within a territory
o There are specific select strategic account managers with accounts aligned across multiple
territories for both groups
o Focuses on increasing customer satisfaction
o Overall goal is to deepen the level of customer conversations around how we support the
client’s strategic direction and be an active partner in their long-term success.
o While not officially a true ‘sales’ role, they are selling the client every day on why they want to
remain with Superion.
• Business Development Representative (BDR)
o Maintain multiple prospects within a designated territory, responsible for generating net new
leads (lead generation) from ‘suspect’ accounts. Reps are assigned geographic territories and
dedicated to either support PA or PSJ accounts.
o Engage in cold calling, email, attendance at tradeshows, industry research etc. to qualify
‘suspects’ and flip to AE to determine if a qualified lead and to be worked.

3/8/2018

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