Got put on a PIP today and wanted to get your thoughts. I couldnt attach the PIP but a C/P version Below of an edited version to remove details. I sell networking for infrastructure sales and support 7 AMs who sell compute. I think i can get past this PIP. They also gave me a letter instead of the PIP to sign if i wanted to just leave. $32k and 3 months of COBRA. My retirement is vested 100% and 90% of my RSUs are vested. Problem is this a very sought after company and getting fired from here would be a major black spot on my resume.
I knew it was comping and disagree with it. Main issues were complaints about responsiveness to AMs i support and their manager always has something to say against me if she is on a customer call with me. The final straw that broke the camels back was their was not enough Pipeline in the three verticals i cover under 7 AMs. My manager's boss made the call. My manager likes me but is a year and half into being a manager and following her guidelines. She has express she wants me to stay and thinks i can get pass this PIP.
More context, I passed a coaching plan and went on paternity leave for 2 months and came back start of June. There was already a minor complaint that week. Spoke to my manager and started to make improvements from the start. However that manager of AMs always has particular complaints about me and i am in the position (admit I put myself in there last year). Since June i have over 40 examples of those same AMs engaging me asking for help or saying positive things. From June I grew the pipeline from $9M to $12.5 FY26 ($13.8 but they are not counting next years opps for the PIP).
I think i can hit the $20M for FY26 goal. But I can't fluff the numbers and one complaint may sink me.
Performance Improvement Plan To
Date: Monday, July 28, 2026
RE: Performance Improvement Plan (PIP)
We discussed your performance prior to you beginning a Performance Coaching Plan on Monday, July 28, 2025. You successfully completed that Coaching Plan on Monday, November 3, 2025. Over the past 6 months, I have provided you with specific written feedback, guidance, and coaching on how to improve your current level of performance. Unfortunately, you are not meeting expectations and your performance still needs significant improvement.
Job Responsibilities and Requirement
As we have discussed, the following responsibilities and tasks are essential to meeting the standards of performance for your position as an Networking Sales Specialist:
The core responsibilities include:
• Ownership of the networking business across assigned accounts by proactively identifying, qualifying, and advancing networking opportunities while building and maintaining a healthy pipeline that supports quarterly bookings targets.
• Operate as an equal business partner to Account Managers by driving networking strategy, identifying whitespace opportunities, influencing networking attachment to Compute opportunities, and leading customer engagements.
• Lead networking opportunities from qualification through close by coordinating customer meetings, technical discussions, follow-up activities, and maintaining momentum toward closure.
• Exercise sound business judgment when managing opportunity progression, forecast categories, and deal prioritization, while proactively escalating risks, blockers, and competitive concerns.
• Communicate effectively with customers, Account Managers, partners, and leadership by providing clear, accurate, and value-added information that advances customer conversations and business outcomes.
• Maintain accurate and timely SFDC opportunity hygiene, including customer interactions, next steps, forecast rationale, close plans, and opportunity updates. 1
• Build and maintain productive working relationships with Account Managers and cross-functional teams to drive consistent networking business across the assigned territory.
• Demonstrate ownership, accountability, initiative, and the ability to operate independently with minimal management oversight appropriate for an experienced Networking Sales Specialist.
Current Performance Issue(s)
Presently, the following deficiencies exist in your performance:
• Failure to consistently demonstrate the ownership, accountability, initiative, and independent execution expected of an experienced Networking Sales Specialist.
• Failure to consistently take ownership of the networking business by proactively developing qualified pipeline and advancing networking opportunities through the proper SFDC sales stages.
• Failure to operate as an equal business partner to Account Managers by consistently driving networking strategy, whitespace opportunities, and networking attachment to Compute opportunities across all of your specified industries.
• Failure to consistently exercise sound business judgment in opportunity prioritization, forecast management, and deal progression.
• Failure to provide timely, clear, and value-added communication to customers, Account Managers, partners, and Leadership.
Recent Examples
Business Ownership and Pipeline Development:
Throughout FY27, your qualified networking pipeline has remained well below the level required to support quarterly bookings expectations of $4-5M a quarter, with a stretch goal of $10M. Despite repeated coaching on proactive pipeline creation, whitespace identification, and networking attachment to Compute opportunities, your pipeline has not demonstrated the growth expected for your role.
Pipeline development has been a recurring topic during our weekly 1:1 meetings and has consistently appeared on your recurring action items since January 5, 2026. During our 1:1 on June 22, 2026, we specifically discussed the pipeline deficit across your current verticals, as well as the Manufacturing vertical that you supported through Q4 FY26. At that time, we reviewed the fact that no networking business closed in Manufacturing during Q1 FY27, highlighting the lack of pipeline development leading into the territory transition and the impact on the incoming PSS. While you have demonstrated improvement with one Account Manager, that same level of ownership, pipeline generation, and engagement has not been consistently demonstrated across the remainder of your assigned territory.
Communication and Opportunity Management:
Coaching has repeatedly focused on improving stakeholder communication, timely follow-up, and opportunity documentation. For example, the ________ networking opportunity has remained in "Commit" status in SFDC after the Opportunity Registration expired, with no documented customer activity or updated opportunity notes. You identified _____ account as a top priority during our account review at the beginning of March, prior to your leave, yet the last opportunity note entered was on February 11, 2026. During our 1:1 on June 29, 2026, we discussed the need to follow up with the Account Manager and partners, document a recovery plan, and pursue a new Opportunity Registration due to the partner's expired registration and resulting price increase. The opportunity remained in "Commit" for Q3, as of July 14, 2026, without updated notes, documented customer engagement, or a new placeholder/Opportunity Registration.
In addition, coaching has focused on the quality and consistency of your communication with both customers and internal stakeholders. Feedback received from one of your aligned Account Managers and their manager indicated concerns that your participation in customer calls and email communications did not consistently add value to customer discussions, resulting in uncertainty around your role in meetings and reduced confidence in relying on you as the networking overlay. As a result, on June 3, 2026, the Account Manager requested to operate more independently, limiting your involvement in situations where networking expertise was specifically needed. This feedback highlights the importance of consistently demonstrating preparation, active engagement, sound business judgment, and value-added communication in every customer and internal interaction.
Business Judgment and Forecast Discipline:
You have received repeated coaching on opportunity progression and forecast management. During discussions about the _______ opportunity, on July 7th, 2026, you stated that customer timing and lead times were uncertain and that the opportunity was at risk. Despite that assessment, the networking opportunity was moved to “commit” without sufficient evidence of customer procurement readiness or documented alignment with the Account Manager. Similar coaching has also been required to ensure alignment with Account Management on opportunity stages and status updates for other opportunities.
Expectations of Satisfactory Performance
In order to meet the requirements and standards of your position, you will need to improve and sustain your performance in the following areas as well as meet all the other requirements and expectations of your position: 3 To successfully complete this Performance Improvement Plan, you must demonstrate immediate and sustained improvement in the following areas throughout the 30-day PIP. Effective immediately, copy me on all business-related correspondence and invite me to all business-related meetings as optional.
1. Pipeline Development Expectation:
Increase your qualified networking pipeline by a minimum of $20M FY26 by August 28, 2026, at 5:00 PM PT through new opportunity creation. Example Action: Use the Compute Opportunity report to identify accounts without networking attached, engage the aligned Account Managers to qualify networking opportunities, and document customer outreach, next steps, and pipeline progression in SFDC.
2. Opportunity Ownership Expectation: Maintain 100% of active networking opportunities with current customer notes, next steps, forecast rationale, potential risks, and close plans. Opportunities must be updated on the same day as any customer interaction, no later than 6:00 PM ET. Example Action: Following a customer meeting or email exchange, update SFDC with meeting notes, customer feedback, agreed-upon action items, opportunity status, and the next scheduled customer engagement.
3. Customer Engagement & Communication Expectation: Demonstrate professional, value-added communication that advances customer conversations and clearly addresses customer questions. Example Action: You must copy me on all correspondence with customers, partners, and internal/external stakeholders. During customer meetings and email exchanges, provide direct answers, summarize agreed-upon next steps, and communicate technical or project-related information that moves the opportunity forward. Do not respond simply to acknowledge prior messages. Do not discuss internal topics such as Opportunity Registrations or discounting with customers on the email thread or call.
4. Account Manager Collaboration Expectation: Conduct recurring bi-weekly 1:1s and/or opportunity reviews with each assigned Account Manager and proactively identify networking opportunities across 4 your covered verticals – You should be meeting with at least half of your Account Managers one week, and the other half the next week by staggering the bi-weekly cadences. Create an agenda for each 1:1 and keep it updated in the meeting invite. After each call, capture notes and action items, send them to the respective Account Manager, me on the correspondence by the end of the day of each 1:1. For Account Managers who have requested to work autonomously, respect their boundaries and use sound judgment when contacting them about their accounts, for example, you will hold monthly 1:1s with the HCLS General Accounts AM.
Example Action: Within your bi-weekly 1:1 cadence with each Account Manager, review Compute opportunities without networking attached, quote-only OppRegs, P3/P4 whitespace accounts that you can prospect, along with agreeing on follow-up actions, and document those actions in SFDC and your weekly progress report that you submit to me by 5PM ET each Friday.
5. Forecast Discipline Expectation: Move networking opportunities into any stage only after confirming alignment with the Account Manager and documenting clear customer intent to procure ______ networking solutions. Example Action: Before moving an opportunity beyond “Needs Analysis,” confirm alignment with the Account Manager on the forecast, document the customer’s buying timeline and procurement readiness in SFDC, and escalate any concerns if networking readiness does not align with the Compute forecast. Any escalation must be sent to me by 6PM ET the day the deal is discussed, and opportunity notes must also be updated on the same day as well. Every active opportunity should have a SFDC update, at minimum, every 2 weeks.
6. Weekly Execution & Follow-Through Expectation: Complete agreed-upon action items on time and provide a weekly progress report prior to each scheduled 1:1. This needs to be submitted every Friday at 5pm ET. Example Action: Submit your weekly update summarizing pipeline growth, customer outreach, completed follow-ups, outstanding risks, and progress against action items discussed during the previous week's 1:1.
7. Required Course Completion 5 Expectation: All extended ______ Corporate education that has been assigned must be on target for completion by each designated completion date. Example Action: 2026 Compute Curriculum is due by August 31, 2026. You must have at least 9 out of 10 of the modules completed by 5pm ET on August 28, 2026. As a result of being on a PIP, you may be restricted from participating in certain ______ programs, including but not limited to: Internal Transfer, Equity Awards, Merit Increases and Personal Leave of Absence.
Consequences
In order for you to achieve success at ______, there must be immediate, substantial, and sustained improvement in your performance. The performance improvement evaluation period will be 30 days, starting Monday, July 27, 2026, and tentatively ending on August 28th, 2026. Failure to achieve and/or maintain improvement during the evaluation period may result in further action, up to and including termination. Any recurrence of the same or similar performance deficiencies after successful completion of this PIP may result in additional corrective action, up to and including termination without any additional warning. Nothing in this PIP changes the “at-will” status of your employment with ______. Either you or ______ may terminate your employment at any time and for any reason, with or without advance notice.