Clip from Episode 35: Trey Simonton, Global Accounts Director at Bazaarvoice:

In corporate business development alliance management whatever the title is there’s typically two types of people there’s relationship managers that are literally focused on just managing a long term relationship with a key alliance partner. More importantly I like people and I really gravitated to roles where you carry a number. You want to make a certain contribution to the company and key alliances key channels that take you into the market can scale in a drastic way. You start to look at over multiple years how this can become an annuity that’s going to help you meet your numbers. Year after year when you look at selling that’s a little bit different. You eat what you kill. You start out every year at zero and yes you got to build out your territory and we talked earlier about a long term view of that territory. But in sales you absolutely get very focused on managing your own personal space and executing against driving sales and driving revenue in that territory.

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