69. The New Sales Engineer: Scaling Impact Without Spreading Thin

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to explore how the Sales Engineering role is evolving in today’s complex enterprise sales environment. Leading a global team of 750+ SEs across 13,500 accounts, Nirav shares how SEs are moving far beyond demos to drive strategic outcomes — influencing deals, scaling impact, and shaping customer journeys from start to finish. Inside the conversation: - How the SE role is shifting from technical expert to trusted advisor. - Where SEs deliver the most impact across the sales cycle — beyond the demo. - How to scale SE expertise with account vs. specialist roles and proactive post-sales engagement. - What healthy, high-trust SE–AE collaboration looks like in practice. - How SEs can turn unique customer insights into real influence on opportunities and strategy. If you want to understand how modern SEs drive value and help customers achieve meaningful outcomes, this episode is packed with practical insights.