SR Mgmt too involved, manage via spreadsheet vs. working to support reps in field, horrible interaction between product & vertical focused teams, unknown entity outside of DC Metro, no vision/integration between recent acquisitions (ERP/EVM software), overly focused on sales process that they sometimes lose sight of fact that good reps bring in deals because they themselves have solid foundation- process is inherent, just not documented to mgmt prefernence. Ridiculous level of scrutiny on any deal over $50K, Mgmt at VP and Director level clearly play favorites so you get an "us vs. them" mentality, integration between acquired firms very poor. Too many reps involved in account - AM's really do service/support role, have reps that then sell add-on products and then have reps sell new business results in confusing model for clients and reps are coin operated so they look out for their little piece of the pie versus strategic/collaborative approach to business - teams rarely work together to seek win/win. Market saturation reaching point that most sales people starting to wonder where next deal will come from, Mgmt done very poor job in exploring new markets or getting product design guys to build tangent market functionality so appears to have very limited growth options.....they can't move up to compete with SAP/Oracle for the Tier 1 business cause the materials capabilities and HR capabilites are not sophisticated/robust enough to compete.....overall sense is this is a company past its peak and transitioning into a stagnant "let's get the maintenance money stream annunity" mindset....fair amount of back stabbing takes place between different sales teams, but at least they do it with a smile on their faces. Some reps very abusive towards SE's - they forget the SE's make or break your deals....silly adherence to a "watch the clock" mentality for sales....almost like they base your rewards on how early/late you are in office versus actual results attained
