The core team

This operational team can really be split up into a few different groups, and we will explore them in depth. Your core team are the folks that you work with directly in your region. In other words, they are also field personnel assigned to your area of responsibility and this typically is aligned to some geographical area of coverage or possibly a specific market vertical.

Account executives

Sometimes, you will hear the term sales rep or possibly sales consultant. For our purposes, we will use account executive or AE to attribute this important role in the organization. Depending on your organization and the type of SE role you are in (that is, generalist or specialist), you may support one AE exclusively, or you may support three or even more. Regardless, this is the single most important person (or people) that you work with on a daily basis. AEs are the individuals that carry what is called a quota, or in essence, they literally are making a commitment to the...