Career planning - Valenco case study #11 - Sachin - ride out turbulence or move?

Looking out of the window, Sachin sees the leaves turning brown. Signs of changing weather.

He is sensing something similar at his workplace. There are more frequent discussions around cost management, efficiency, and productivity.

Working as a channel and alliances partner manager, he wonders if his role will come under scrutiny for rationalization.

Beginnings

Coming out of business school, Sachin was recruited by a top 5 technology services company and assigned to the pre-sales function for the hi-tech vertical sector.

The next few years were devoted to preparing collateral, assisting in proposals and hosting clients and prospects.

He got to eat in some of the best restaurants, taste good wine, and put on 10 pounds.

Sachin connected very well with visiting clients. He had the knack of listening carefully, identifying the goals of their visit and what they were looking to accomplish with a partner. He would narrow it down to the right services and business models from the large range which his company offered.

His firm made it to the short list in 7 of the 8 meetings which were hosted by Sachin.

He received an award from the business unit leader, the highest pay hike among his peers, and a transition to the deal pursuit team of his business unit.

Change

For the next four years, Sachin travelled extensively, participating in RFP discussions and proposal presentations.

The household started filling with goods from TJ Maxx and Target.

In 2 of the four years, Sachin’s group had its best order booking achievement.

During one of his travels to the USA, he caught the eye of a regional sales leader who asked if Sachin would be interested in a direct sales position.

With an L1 visa in hand, Sachin found himself in California, prospecting for new clients in the hi-tech and ISV sectors.

His new apartment too started to fill up with goods from TJ Maxx and Target.

Growth

Pursuing in-bound leads, trade show contacts, references and outbound calling, Sachin demonstrated consistency in winning new clients. The brand and breadth of offerings of his firm were a big asset in winning these new clients.

Hit his business goals in four of five years, made the business unit award list twice, and earned good sales incentives.

Put a down payment on a starter home. His two children have their own bedrooms now, with linens and soft furnishing from TJ Maxx and Target.

Shift left

Sachin’s neighbor worked in one of the leading retail software platform companies. There was a role open for someone to lead go to market through SI partners like Sachin’s employer.

The pay bump was very good. It would allow him to pay down his mortgage at an accelerated pace.

Sachin moved to the other side and started to call on his ex-colleagues and their peers in the leading SI’s to include the retail platform in their bids.

In his 5^th year with them now, he has done well though he does miss the experience of selling directly to clients. He also reminisces about the wide range of services and solutions he would sell. Every deal was different. With a software platform, the offering changes little. Success is driven by the number of contacts he can build and convince to include the platform in their sales pursuits.

The buzz of rationalization and cost management has started to unnerve Sachin. He is starting to think if it is time to look out.

Options

Sachin’s prior employer is looking for a senior salesperson to grow business with two clients in the hi-tech sector. He will again sell direct and with a wide range of offerings. The base compensation is higher than what he is making but the overall package will be a little lower than his current W2

A mid-tier European technology services company is looking to hire a regional sales leader for the US West. The existing business is negligible. It is an individual contributor position which will build a sales team as business grows. The base compensation is competitive and if he does really well, there is a big upside in commissions. He will go back to work he had performed very successfully for his last employer in the early years in the USA – identify, reach out to, pursue and win new clients.

A top 3 cybersecurity company is looking to grow partnerships with SI’s, especially those headquartered in India. They are recruiting for a partner / channel manager position, very similar to Sachin’s existing role. The compensation will be competitive with what he is making.

A chat over coffee

Walking out of a Starbucks on a Sunday, Sachin bumped into you.

Both of you had started the USA career leg together with Sachin’s ex employer and also shared an apartment.

A short conversation led to a longer one. Valuing your advice, Sachin shared his job dilemma

1.      He is doing well with his current employer and in a key go to market role. Should he stay and hope that the recent churn settles down

2.      Go back to his previous employer. The money will be a little lower but he will again be selling direct, and a richer range of offerings.

3.      Build the West for the mid-tier UK SI. Grow with them as the business grows

4.      Move to the cyber platform firm in a similar SI channel development role

The advice he received

The advice he received is evenly split between staying with his current role and moving to his previous company in a direct sales role.

What is he planning to do

Sachin is realizing that he enjoys the experience of selling directly to end clients.

Continuing in a SI channel sales role with his current employer or with the cybersecurity firm both keep him one step away from the end client.

The direct sales opportunities are with the UK firm looking to build the western territory or with his prior employer.

He also recognizes that a significant contributor to his success in sales was the range of services which his previous employer made available to sell and hence win new business.

With these in mind, he is tilting towards a firm which will offer him a wide range of services and the opportunity to sell direct.

The role with his past employer offers both, but the likely drop in income is nagging him.

He has decided to stay on with his current employer for now while continuing to explore direct sales roles with companies offering a wide services range and an opportunity to earn close to what he makes currently