Queston about your CAD sales rep please !

I've been in and out of the CAD sales channel for a few years. Typically, the salesman knows nothing of substance about the product. Not that this is a help, its just the way it is. There is usually a technical application engineer to bail out the sales guy, and if you're lucky, the AE knows what he's doing. The sales guy is there primarily to create and manage the relationship with the customer. This is typically a high turn over job, meaning if you don't get results within a few months, you'll be looking for another job.

The main qualifications are typically some sort of technical sales experience.

The good news about a CAD sales job is that without any clue about what you're doing or the product you're selling, you can make more money than a degreed and highly skilled engineer.

PTC has a reputation for being a meat grinder, and the sales side has historically been extremely high pressure. They may have moderated somewhat of late, I don't know.

I agree with most of what Matt says. I have seen that sales people that know less about the software do better. They can push all tech questions to the AE and only deal with the business aspects of the sale. I wouldn't put a whole lot of stock into having to know the software very well. What you will have to do is get results quickly. If you aren't hitting numbers after 3 months you may be out the door.

KM

Hello,

The reason I am writing is because I am being offered a job for selling Pro-E software here in Canada.

I have plenty experience in technological sales (Software/IT /Telecom) but have only limited experience in engineering and CAD software.

Some friends of mine taught me a bit of Autocad and 3D Studio Max a few years ago but thats about it....

Do you think it is feasible for someone like me to be successful at this job ?

I am willing to learn quite a bit about Product development and data management etc. but I am feeling intimidated by this field.

So I would like to hear your opinion please ;-)

Thanks !

Wow. Some interesting and sobering insights from a (small and insignificant) customer's perspective. It seems to fit (brand name non-specific thought).

Pro/E doesn't need to show their sales force how to use it, they sell by intimidation. Basically they will train them to tell your boss and your boss's boss that your all idiots because you didn't purchase the worlds best CAD system on the spot.

It seems apparent from other posts that I was wrong about the salesmen needing to actually use the software. I doubt that I'm wrong about the need to understand the daily needs of engineers, however. How you gonna sell something by continually referring to your sidekick whenever someone asks a question that's not cost or logistics centric? Maybe they do OK like that, but I think Yul is gonna find out it's not easy. Or fun.

'Sporky'

ken wrote:

Having worked in both CAD sales and technical positions for over 18 years, I thought I'd offer my perspective.

Account managers (sales guys) typically call on customers (phone, face to face) to try and generate interest in their products. This position requires communication skills (verbal and listening), some technical skills, persistence, and REALLY THICK SKIN.

Their job typically involves both pre and post sales account management responsibilities.

On the pre-sales side they must present their company and products in a positive and compelling manner, to generate interest from a prospective buyer. Once interest in generated, they must work in coordination with their technical staff, the prospects staff (technical, management and administrative) to move the process forward.

Post sales responsibilities typically include coordinating scheduling for delivery, implementation and training. Additional responsibilities include dealing with dissatisfied customers, soliciting additional purchases, and ensuring that the customer is ultimately satisfied.

A really good account manager (sales guy), doesn't get into the technical details, that is why they have application engineers. If they follow this simple guideline, they don't need to be bailed out. On the other hand, some account managers overstep their capabilities, either consciously, or sub-consciously. Bad ones flat out lie!!

Both jobs are difficult.

The job of an account manager can be financially rewarding, as Matt pointed out. I feel it can be justified, given that CAD software resellers need to consistently generate revenue to pay application engineers, offer training classes and provide technical support.

While some might disagree that account managers should earn more than a "degreed, highly skilled engineer", the position is critical to the companies success.

Yul, good luck!!

John

insignificant)

In terms of generating interest, do you mean by convincing engineering depts. to incorporate some seats of my platform, to upgrade their existing platform by adding new modules etc, as well as additionnal training ?

Thanks a lot

Yes all of the above.

Every year daratech posts some huge numbers for PLM and the money that will be spent on items like PDM. I don't know if the PLM/PDM companies ever hit these numbers. These lofty numbers are industry wide which doesn't fit well with your small to medium business. IMHO these small to medium business's never see the advantage of PDM and with that never find a way to justify the cost. It's a strategy that is important to have but I don't know how often you will ever get throught the whole strategy from point A to point B. Keeping a company to task and on track with some idea of an implementation schedule with training on through PDM will be the toughest part of your job.

KM

Thanks for your answer !

This is what I am looking for. I have very good account management skills and a proven track record. I am alreaady reading about the 3D modelling industry and its basics and learning pretty fast !

In terms of generating interest, do you mean by convincing engineering depts. to incorporate some seats of my platform, to upgrade their existing platform by adding new modules etc, as well as additionnal training ?

Thanks a lot

Yul

John wrote:

On another note, how much the CAD insutry depend on a PLM and DPM strategy ?

Maybe this is the most important notion for me to grasp right ?

snipped-for-privacy@gmail.com wrote:

Yul,

By generating interest, I mean getting the time and attention of the people you are speaking with.

Getting over this hurdle is the generally most difficult. Why would they want to speak with you? What are you offering that is better than what they have, or are considering? Based on your sales experience, I'm sure this is nothing new.

What you need to learn is how to position what you offer, in comparison to legacy and competitive solutions. From an account manager's perspective, this typically focuses on business related issues (cost, productivity, increased market share, etc.). You will have to rely on your application engineer/s to prove the technical case.

Hope this helps.

John

Yes, this helps a lot. I will have a bunch of engineers helping me out !

Thanks a lot !

Yul wrote in news:Kdljf.5851$ snipped-for-privacy@news20.bellglobal.com:

They're desperate. They just want your established client base. (names and contacts)

I personally wouldn't trust someone lacking thorough knowledge of the product they peddle and the field they peddle it to. With or without the accompaniment of and applications enginier.

Either they recognise you as a skilfull professional and are confident they bring you up to speed on the product or as I said in my first paragraph.

So If you want to make a go of it, you'd be advised to know your stuff before you hit the road. Expect to provide a lot of support to your clients. Just look at all the posts in this forum (news group). I would think that most of who post here do so because the support is not forthcomming from the vendors.

Good support sells a lot better than a skilfully crafted sales pitch. But then, you should already know that.

pm

I had my doubts about this and think it is the case.

What happened to good old quality sales work?

As if being a experienced technical sales specialist with great achievements isnt enough...

As far as knowledge goes, I have shown the ability to understand an industry in very little time as I am already reading about basic 3D modelling techniques and applications in the CAD/CAM as well as PDM and PLM etc.

Time will tell but I know they havent given me an answer yet so they are doing something in the background, probably waiting for the jackpot or something...

Thanks !