Anthony Antonellis

I’ve helped 12+ AEs and SDRs transition into SE/SC roles. There’s no doubt that you can earn a lot as an AE. AEs can make $1,000,000+ in a good year - a very lucrative career path. But the reality is most AEs don’t get there. It takes an exceptional AE to earn consistently at high levels, year in and year out. (I personally would be a terrible AE 😅) A big reason why folks pivot to Sales Engineering is because the earning potential is solid and much more consistent. That’s what the data in the image shows: 36% avg quota attainment for AEs vs... 74% for SE from this same company, with similar OTE’s As an SE, you don’t always have the extreme upside* that your AE counterpart will, but your income is more stable. (*there are some companies that pay SEs similar to AEs, with SEs able to clear $1M+ in a great year, though this is more of the exception than the rule) As an SE, there’s also less pressure to hit quota, quarter after quarter. The roles are different, with different responsibilities and varying degrees of risk (and upside). Both paths can provide tremendous opportunities depending on your strengths and the type of work you enjoy. Hope this provides some perspective for those who are considering SE or AE career paths. #sales #presales #compensation (source: RepVue)

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We're excited to share that Docker, Inc has partnered with JaneTech, a forward-thinking software development firm based in New York. This partnership focuses on leveraging Docker’s capabilities to tackle substantial challenges and drive success for enterprise clients. 🏆 𝗞𝗲𝘆 𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀: 👉 Seamless integration of JaneTech’s applications across various services, including AWS Lambda, Amazon ECS, and Kubernetes. 👉 Management of up to 1,800 concurrent container instances during peak periods, ensuring robust performance and high availability. 👉 Significant reductions in setup times and minimized deployment errors. 🐳 𝗪𝗵𝘆 𝗗𝗼𝗰𝗸𝗲𝗿? “Docker is a core service for us - it’s critical for building enterprise-grade systems that last.” - Mona F., CTO and founder of JaneTech. Docker's flexibility and reliability are vital for JaneTech’s tech stack, enhancing continuous innovation and ensuring customer satisfaction. 💻 𝗜𝗺𝗽𝗮𝗰𝘁 𝗼𝗻 𝗝𝗮𝗻𝗲𝗧𝗲𝗰𝗵: 👉 Improved scalability and deployment efficiency. 👉 Consistent software performance across multiple projects. 👉 Docker’s container technology allows JaneTech to quickly adapt to new technologies, maintaining its edge in a competitive market. As Docker continues to support JaneTech’s growth and innovation, we are committed to providing solutions that address both current demands and future opportunities. Interested in how Docker can optimize your development processes and increase operational efficiency? For a detailed look at our successful partnership with JaneTech and the impacts achieved, check out the full case study here: https://lnkd.in/dsH2-FE5 #Docker #JaneTech #SoftwareDevelopment #EnterpriseSolutions #TechNews #Tech #Partnership #CaseStudy

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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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Many organizations still use rolling restarts to fix problems, but it simply isn’t acceptable anymore. Check out Sumo Logic CEO Joe Kim's latest blog to learn why standards for #observability and #reliability are changing and what you need to stay ahead.

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Sales folks especially SDRs and AEs I will tell you a hack about how to achieve more in less time ↓ "Start blocking your calendar thoughtfully and strategically every single day" Working out of whims & fancies and adhocism will not get you the desired result you aspire to achieve. You need to have a plan for your day even before starting the day. Every time you block your calendar make sure you block it for a single activity and you define what output you want to achieve out of this activity. Have a time block for at least Prospecting, Identifying new accounts, and Follow-ups on a daily basis, the rest you can block based on your roles and KRAs. Remember: "You cannot control time but you can surely control how you want to spend the time"

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Many organizations still use rolling restarts to fix problems, but it simply isn’t acceptable anymore. Check out Sumo Logic CEO Joe Kim's latest blog to learn why standards for #observability and #reliability are changing and what you need to stay ahead.

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** Cybr Donut's outbound is FAILING, and the VP of Sales needs to fix it.** Most cybersecurity sales teams I talk with say they need more pipeline to hit their numbers this year. But if you ask 20 GTM leaders how to get more pipe best, you'll get 30 different answers. Pipeline generation is in transition and there are many opinions of what's dead or alive, working or not working. Often, our opinions are shaped by what we see in our teams, and we don't have the perspective of many other teams trying different approaches. That's why I was excited to talk with 🖋Dave Breshears. Dave has consulted with many teams over the last five years, so he has that wide perspective that many don't. And he is a straight talker! In this episode, Dave helps Bob McDonald (the VP of Sales at Cybr Donut) work through how to fix their broken outbound engine.

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When IDC researchers analyzed the business value of Sumo Logic for observability, they found improved downtime and MTTI. This latest Sumo Logic blog shows how enhanced organizational efficiency leads to 82% less downtime.

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SDR Manager: "Do 100 activities per day using this very specific set of instructions. We created these scripts for a reason, they work, don't deviate from them." Commercial AE Manager: "You need to close 50 deals per year to make your number. Qualify hard and run our playbook." Enterprise AE Manager: "Do detailed research on an exceptionally complicated organization then develop a unique perspective on this organization's business that would get the attention of a person who has >10,000 people that they are responsible for and makes more than anyone that works at our company." If we don't encourage critical thinking on the way up the AE career path, why would we expect people to be great at it when they get to the top?

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I just watched a podcast with Michael Murphy, VP of Domain Architecture at New York Life, discussing their cloud migration and the challenges of modernizing legacy systems. It’s great that they’re using Kubernetes and cloud-based scaling to transform their infrastructure. But as they scale these systems, securing their workloads in the cloud is key. That’s where Chainguard can help. Our zero-CVE, hardened container images not only simplify compliance but also make cloud environments more secure and resilient. For companies like New York Life Insurance, this can mean stronger, scalable infrastructure without the risk of vulnerabilities. Exciting times for innovation in cloud security! 🚀

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Being a TOP 1% sales rep is hard. First you have to: A) learn how to do so many fundamental things the right way then B) practice executing what you’ve learned then C) unlearn how you were initially taught to speak to buyers then D) talk to buyers in a different way you were taught while still keeping those same sales fundamentals in mind Because buyers don’t want to feel like they’re being sold to. Sellers don’t want to be free consultants. Eventually a prospect needs to buy. There’s a middle ground that comes with good sales training, practice and experience. My man Will is well on his way to getting this right.

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coming off of our H2 kickoff last week, my biggest takeaway is that #observability is a top-down issue. stay with me here... if you are a #CFO, you should be VERY concerned about the observability of your organization's processes and applications. here's a great example: we worked with a massive clothing company (that most of you own clothing from!) to help them gain observability just before #blackfriday. they were having process issues with online check-out and lacking full visibility into the issues. this had been costing them revenue in small amounts, but they were absolutely dreading the uplift in sales during such a high volume event. one issue or outage could cost them BIG. the marketing department was already cranking out the discount codes and advertising the huge sales. they were a sitting duck. the CFO surely was not directly concerned with the exact applications that weren't syncing for their online check-out process to work properly- but i can guarantee you that they cared about a 5, 10, 15% or more decrease in profitability from the biggest retail day of the year. observability is a top-down issue, and now you understand why.

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Average Contract Value by segment: Strat - $278K ENT - $180K MM - $57K Direct correlation with your expected payouts? Yes. Average OTE by segment: Strat AE - $280K See more: https://lnkd.in/gEqj9YQz ENT AE - $255K See more: https://lnkd.in/gb7GeWzW MM AE - $165k See more: https://lnkd.in/gDkDDg5w The larger the deals you're selling, the more earning potential. The more earnings potential, the higher the expectations. All open SaaS roles here: https://lnkd.in/ggz4efaD Any of these surprise you? 🦙

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This is absolute creative gold! Calling on ALL Sales Leaders, BDR Leaders, and sales reps to take a look at this video. 6sense can help you. #Salesintelligence #accountdata #salesai #predictive #accountprioritization #outboundsales https://lnkd.in/gEc_cv5Q

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Co-prospecting If you’re an AE that finds it difficult to carve an adequate amount of time to strategically prospect and you have SDR resources, you should be doing it. During my 8.5 years at Zoominfo, I worked closely with my BDRs, and 8 got promoted: Sam Sheehy, Kyle Volpe , John Basile, Stephanie Siegart, Adam Toothaker, Mark Verrill, Jeremy Delphonse, Steve Nino Sorry if I’m forgetting anyone. Here’s how it works: 📝 Map out your target accounts and identify the key people you want to meet with. This should be the cream of the crop. 🤝 Work with your SDR on messaging. It’s important to incorporate any ideas they have with your own. 🎯 Write an authentic personalized message. Give the prospect a unique compliment, give them insight into the problems you solve with an example, and without being overly salesly. Keep it short and simple. 🏹Finally introduce your BDR on the same email. This is setting them up to call them. You can always drip more content/ messaging. Be sure to follow up with some value. Remember it might take 10 or more touches to land the meeting. This day and age people send video, direct mail campaigns, etc.. This can all be a part of it. But remember not to overdo it. I personally stick to good customer stories. 🏋️This way you’ve done some heavy lifting for the SDR. If the prospect read the note, they are expecting the call, and have already been introduced to you and your company. 📞Now say you’ve done just a handful of these each day, say 5 on average. On Friday, you’ve got 25 calls you can make, easy. Do joint calling sessions with your BDR. Watch what happens to your opportunity creation results. This was a huge key to my success over the years. Be invested in getting your SDR to the next level, they will be movitated to get you meetings and thank you for it. Yes, that might include, giving your SDRs a free meeting once in a while that you prospected. Remember, it’s a team effort. Start co-prospecting today and share some results. #sales #prospecting #coprospecting #sdr #bdr

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Best way to achieve target is to focus on clients with a genuine problem you can solve. Filtering out people who will not buy is crucial to build a realistic and achievable pipeline!

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Check out this video with Sumo Logic's Field CTO Chas Clawson where he explores #cloud threat detection challenges and how to leverage a single source of truth with logs. #DevSecOps

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Tip of the Day 🎥 Classic: Differentiating Value Through Education. There are many different sources of insights we can bring to the table and this will serve as a point of difference potentially vs the other sales reps vying for the business because let's face it: it comes down to you vs the other sellers. #differentiation #tipoftheday #b2bsales #valuebasedselling

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