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Yul · Guest

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 !

matt · Guest

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.

Guest

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.
6 months and I would bet on it. ABC always be closing....

KM

Sporkman · Guest

I'm really surprised considering your apparent lack of background in
this particular arena that you are being offered a sales job. It makes
me wonder why, and I can only imagine a handful of answers:
1) They have a really OUTSTANDING method of training, and they train you
for a very long time before sending you into the field. Pro/E is not
known to be especially easy to learn, although with the advent of
Wildfire they supposedly have made things a bit simpler.
2) They're having a terrible time finding anyone in your area who is
even interested in the job.
3) The reseller top brass are all pointy-haired managers who have no
idea what they're doing.

I think you're right to be wary. You really DO need to know how to use
the software quite well to be able to handle questions in sales demos
and not look like a complete fool. Also without intimate knowledge of
the concerns that engineers and designers face on a daily basis you'd be
terribly handicapped. Sounds like you could get yourself into a
situation between a rock and a hard place. Time to ask some very
pointed questions.

'Sporky'
---------------------------
Yul wrote:

YouGoFirst · Guest

If you end up dealing with engineers or designers to make your sales, you
will only help SolidWorks sell more. (Yes I know and realize that the
company you are looking at sells Pro-E)

On the otherhand, if you deal with the PHB you will be able to sell them
Pro-E and possibly undercoating for their computers.

"Yul" <yul@yul.ca> wrote in message
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Jeff Howard · Guest

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

ken · Guest

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.

Ken
"Sporkman" <sporkedUNDERLINEagainMUNGE@bigfootDOT.com> wrote in message
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Sporkman · Guest

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:

Yul · Guest

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:

John · Guest

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

"Jeff Howard" <jeff4136@mindspring.com> wrote in message
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Yul · Guest

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 ?

ken.maren@gmail.com wrote:

Guest

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.

Guest

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

CAD Guy · Guest

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

"Yul" <yul@yul.ca> wrote in message
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Yul · Guest

CAD Guy wrote:

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