Can someon...

Question

Can someone explain what Enterprise Corporate Sales "ECS" means at Salesforce?  What is the difference between Enterprise Corporate Sales vs. a Mid-Market, General Business or Enterprise Account Executive, especially since it's labeled "Enterprise" Corporate Sales?

Current Employee · Accepted Answer

Great question.

ECS is an Enterprise Corporate Sales Rep that only handles deals on Enterprise sized accounts that are under $150,000. Anything above that goes to the actual Enterprise Account Executive who is the head of the account. ECS is more of a support to handle smaller transactions while the Enterprise AE handles the larger strategic deals.

Now Mid-Market (MM), General Business (GB) and Enterprise (ENT) are just business segments increasing in size according to full time employee count. Those AEs are the head of the account and in a traditional sense the actual account executives running their territory. Hope this helps!

Former Employee · Answer

An ECS rep supports the team of account directors within the Enterprise business unit. Mid market general business account executives are within the commercial business unit. Enterprise corporate sales rep focus on selling deals that are $150,000 or less within the accounts that the ADs have.

Current Employee · Answer

An ECS rep works with a core AD or primary product lead.  ECS typically handles any deal under $150k. For example an ECS rep aligned with core would run the service/sales cloud deal cycles under that 150k value, whether its an add on, smaller new business opportunity etc. ECS reps can align with different product groups (core, digital etc.)

The ECS aligns with their Core AD's primary business size, meaning if the core rep is an Enterprise,  Mid Market, or Commercial level rep the ECS supports their aligned accounts. The benefit here is that an ECS rep may align with 3-5 different core AD's so your book of accounts is much larger than what a full AE may have. So an ECS has quicker deal cycles across many more accounts they support.

A Mid market, enterprise, commercial AE is just that, an actual full account executive who can work deals $150k and above. However you may have a smaller account list.

Current Employee · Answer

ECS works in tandem with the primary Enterprise Account director and handles all opportunities generally < $100k. More run-rate type cycles so that the Account Director can focus on the larger more transformative projects.

The other two roles are the Account Director roles for smaller segments.

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Anonymous Q&A

Can someone explain what Enterprise Corporate Sales "ECS" means at Salesforce? What is the difference between Enterprise Corporate Sales vs. a Mid-Market, General Business or Enterprise Account Executive, especially since it's labeled "Enterprise" Corporate Sales?