Austin Presales Meetup - April 27 Presentation
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Bryan O'Neil of Duo Security and Sachin Wadhawan of BigCommerce on Presales Careers, Impact of Presales, and How to Be Successful as a Sales Engineer
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Austin Presales Meetup - April 27 Presentation
- 4. SE’s Path to Success Getting started Success What’s Next?
- 5. Getting into the SE role Different working experiences and backgrounds Tech + Sales + Culture What was my Path to an SE?
- 6. Building Success and Trust Wearing many hats Building Relationships Managing Expectations Sell Value - So What? Good story tellers
- 7. What’s Next? Career Path Exposure to all teams SE team paths Individual Contributor --> Team Lead / Management / Director / VP Current Chapter of my SE Path
- 8. ▸ Bryan O’Neil ▸ bryanoneil@gmail.com ▸ linkedin.com/in/bryan-o-neil-99a6043/ Contact Bryan by Email or LinkedIn
- 9. SE for Life Sachin Wadhawan
- 10. 90,000 Sales Engineers in the US (Bureau of Labor Statistics)
- 11. 90% % of technology companies have Sales Engineers
- 12. Why more companies need Sales Engineering?
- 13. Sachin Wadhawan
- 14. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
- 15. SE Influence Services Sales handoff | Escalations Marketing Product Tours | Conferences Product Marketing Value | Competitive | White papers Product Management VoP | feature feedback | GTM Sales Enablement Onboarding | Education PR /Comm Blogs | Social Channel Enablement | Certification Training/L&D New hire Onboarding | SME Sales Demo | Demo | Demo Sales Engineering
- 16. SE Influence - Grow Your Impact!
- 17. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
- 18. Ground Zero Let’s start a new SE team
- 19. Do we need an SE team? X Doubles the cost of sale X Product readiness X Complexity of the solution X Need for selling X Sales Leadership Alignment
- 20. Escalations Demo Monkey Strategic Opps Product GTM Business Strategy Company Size & Product Complexity Influence&Impact
- 21. ★@SE alias ★Document EVERYTHING ★Prospect Profile/prep ★Formal Demo Scripts ★Voice of Prospect/Partner
- 22. 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
- 23. The ART & SCIENCE of Sales Engineering
- 24. Attributes for Success Product & Industry Expert Solution Passionate
- 25. Why more companies need Sales Engineering? 1. Impact Beyond Sales 2. Foundational Elements 3. SE Attributes
- 26. Follow Sachin Wadhawan on LinkedIn Saching Wadhawan linkedin.com/in/sachinwadhawa n wadhawan@gmail.com
Hinweis der Redaktion
- Trend on existing customers.
- Becoming an SE Many different backgrounds Naturally curious, problem solver Tell my own story (I never knew of SE roles)
- Success as an SE Build relationships (internal and external) Manage expectations (internal/external) Wear many hats -> Trusted advisor Being a good story teller
- What’s Next? Exposure to many sides of the business Sales, Marketing, Product SE org: Individual contributors > Team Mgmt, Director, VP Expand upon my story
- Trend on existing customers.
- Source: https://www.bls.gov/ooh/sales/sales-engineers.htm#tab-1
- Source: https://www.bls.gov/ooh/sales/sales-engineers.htm#tab-1
- Marketing - Product Tours / webinars Tech Partners - slack channels, tech webinars Account Management - Post sales solutioning, churn risk help Training L&D - New hire onboarding, Tech training Product Management - Voice of prospect and partner Product Marketing - White papers, ROI Calculators, Win/loss analysis PR/Comm - Blogs, case studies, Social Media Sales Enablement - Sales onboarding and training
- http://www.nodemomonkey.com/se-leaders/ground-floor/
- The ART includes being able to read the audience, react to objections, staying positive, being authentic, keep engagement and OWN the show.