Coffee with Sales Engineers

Send us Fan MailIn this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing trend of RFPs in procurement and the potential for AI to enhance efficiency and effectiveness in sales processes.Chapters00:00Introduction to the Podcast and Guest01:16Ben Hills' Journey in Sales Engineering04:46Innovating in RFP Solutions08:59The Evolving Role of RFPs in Procurement16:58RFPs as a Qualifying Tool for Buyers22:49Leveraging AI in RFP Processes27:16The Future of Sales Engineering and AI Integration

Send us Fan MailIn this episode of Coffee with Sales, Sachin Wadhawan and Cortney Zamm discuss the vital role of storytelling in sales engineering. Cortney shares her unique journey from film school to becoming a sales engineer, emphasizing how storytelling skills can enhance customer engagement and differentiate offerings in a competitive market. They explore practical strategies for integrating storytelling into sales demos, the importance of practice, and how to benchmark storytelling skills. The conversation highlights the power of narrative in creating memorable customer experiences and fostering deeper connections."We are hardwired to ingest stories.""Practice makes storytelling natural."Chapters00:00Introduction to Storytelling in Sales Engineering03:47The Importance of Storytelling in Sales Engineering08:09Transforming Technical Demos into Engaging Narratives11:05The Role of Questions in Storytelling13:33Practical Steps to Incorporate Storytelling15:58Measuring the Impact of Storytelling17:38Building a Story Library for Sales Engineers

Send us Fan MailIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers realize the value promised during the sales process. Max shares insights on emerging trends and priorities for sales engineering teams, emphasizing the importance of adapting to the evolving landscape of sales and customer success.Chapters00:00Introduction to Value Intelligence in Sales Engineering02:05The Role of Sales Engineers in Value Conversations05:27Challenges in Implementing Value in Sales Engineering08:59Value Maturity and Its Importance13:45Connecting Pre-Sales and Post-Sales Value18:29Future Priorities for Sales Engineering Teams

Send us Fan MailIn this episode of Coffee with Sales Engineers, Shivani Sivasankar shares her journey from software development to sales engineering. She discusses the importance of sales engineers as interfaces between technical teams and customers, the dynamic nature of the role, and how AI is transforming the sales engineering landscape. Shivani also addresses common misconceptions about sales roles and emphasizes the collaborative nature of the profession.Chapters00:00 Introduction to Sales Engineering Journey02:44 The Role of Sales Engineers as Interfaces04:32 Transitioning from Software Development to Sales Engineering06:49 The Dynamic Nature of Sales Engineering09:30 Empathy in Sales: Understanding the Sales Process12:06 The Impact of AI on Sales Engineering

Send us Fan MailsummaryIn this episode of Coffee with Sales Engineers, Sandeep Madhavan shares his unique journey into the world of sales engineering, discussing the pivotal moments that shaped his career. He emphasizes the importance of customer engagement, the evolution of the sales engineering role, and the impact of AI on the profession. Sandeep reflects on his leadership experiences and the significance of taking action and making an impact in one's career.Chapters00:00Introduction to Sandeep Madhavan's Journey03:01Transitioning from Engineering to Sales Engineering06:15Building Customer Relationships and Trust08:58Leadership in Sales Engineering12:02The Evolution of Sales Engineering and AI Impact18:10Future of Sales Engineering and Thought Leadership

Send us Fan MailsummaryIn this episode of Coffee with Sales Engineers, Sachin Wadhawan hosts Dan Chen, founder of Quilt, a company focused on enhancing sales engineering through innovative technology. They discuss the importance of knowledge management in sales engineering, the challenges faced by sales engineers, and the evolving role of AI in the industry. Dan shares insights from his entrepreneurial journey and the significance of understanding the sales engineering process to build effective tools for sales teams.takeawaysQuilt aims to stitch together knowledge silos in organizations.Sales engineers play a critical role in the sales process.Generative AI is transforming how sales engineers work.Knowledge management is essential for effective sales engineering.AI can automate repetitive tasks for sales engineers.Sales engineers often face challenges in software procurement.The importance of clean data for AI applications cannot be overstated.Sales engineering tools should be designed with SEs in mind.Understanding customer needs is vital for sales success.The future of sales engineering will heavily involve AI technology.

Send us Fan MailsummaryIn this episode of Coffee with Sales Engineers, Tim Chinchen, a leader in solutions consulting, shares his journey from post-sales to pre-sales, discussing the importance of curiosity, engagement, and storytelling in sales engineering. He emphasizes the evolving role of AI in the industry and how it can enhance the effectiveness of sales engineers. Tim also highlights the significance of building a high-performance team and the characteristics that define top performers in the field.key takeawaysCuriosity and engagement are essential traits for top performers.Building a high-performance team is an ongoing journey.AI will significantly impact the role of sales engineers.Storytelling is a powerful tool in sales engineering.The importance of networking in career transitions High-performing teams focus on continuous improvement and learning.AI tools can enhance the efficiency of sales engineers.Chapters01:46Tim's Journey into Solutions Consulting07:02Transitioning from Post-Sales to Pre-Sales11:35Characteristics of Top Performing Sales Engineers16:37The Importance of Curiosity and Storytelling in Sales Engineering20:46Balancing Technical Skills and Client Engagement22:40Defining Team Excellence and High Performance26:41The Journey of Building a High-Performance Team30:46The Power of Storytelling in Sales Engineering32:36The Impact of AI on Solutions Consulting

Send us Fan MailSummaryIn this episode, Sachin Wadhawan interviews Grace, a solutions engineer with a background in finance and economics. They discuss Grace's transition from consulting to solutions engineering, the unique aspects of her role, and the challenges she faces, particularly as a woman in a male-dominated field. Grace shares her experiences working internationally and emphasizes the importance of problem-solving over selling in her profession. The conversation also highlights the collaboration between solutions engineers and account executives, and the need for effective communication in achieving success.takeaways- The role of a solutions engineer is about problem-solving rather than selling.- Solutions engineers have a unique position that allows them to touch various aspects of a project, including sales and delivery.- Technical knowledge is important, but the ability to communicate complex ideas simply is equally crucial.- Grace emphasizes the importance of building relationships with stakeholders to ensure project success.- Effective communication between account executives and solutions engineers is key to success in sales.The conversation underscores the evolving landscape of women in technology and the importance of representation.Chapters00:00 Introduction to Solutions Engineering02:37 Transitioning from Consulting to Solutions Engineering04:54 The Role of a Solutions Engineer07:20 Navigating Technical Challenges09:07 International Experience in Sales Engineering11:22 Being a Woman in FinTech13:57 Collaboration with Account Executives

Send us Fan MailIn this episode of Coffee with Sales Engineers, host Sachin Wadhawan speaks with Yuji Higashi and Mattie Stremic, co-founders of Better Career, about the evolving landscape of sales engineering and the challenges faced by professionals in this field. They discuss the importance of self-promotion, the trends in career transitions to sales engineering, and the key qualities that lead to securing top job offers. The conversation also delves into how the role of sales engineers is changing in the age of AI, emphasizing the need for both technical skills and soft skills to succeed in this competitive market.takeawaysBetter Career helps sales engineers and account executives advance their careers.The job market for sales engineers is increasingly competitive.Self-promotion is a critical skill for sales engineers.Many professionals transitioning to sales engineering come from diverse backgrounds.Key qualities for success include commitment, confidence, and coachability.Sales engineers are evolving into value architects rather than just technical presenters.Understanding business outcomes is crucial for sales engineers.AI is changing the sales engineering landscape significantly.Soft skills are becoming more important than technical skills in sales roles.Sales engineers are being integrated earlier into the sales cycle.Chapters00:00Introduction to Better Career and Its Impact03:56The Journey of Coaching Sales Engineers07:45Challenges Faced by Sales Engineers in Job Searching11:45The Importance of Self-Promotion for Sales Engineers15:30Qualities That Lead to Successful Job Offers22:20The Evolution of the Sales Engineering Profession

Send us Fan MailsummaryIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Neil Parekh from SiftHub  discussing the evolving role of sales engineers in the context of AI and technology. They explore how AI can augment the workflows of sales engineers, allowing them to focus on higher-value tasks and improve their productivity. The conversation also touches on the changing dynamics between account executives and sales engineers, the importance of trust in sales, and the future trends in sales engineering.takeawaysSales engineers are essential for building trust with prospects.AI is not replacing sales engineers but augmenting their capabilities.Technology can help sales engineers focus on high-value tasks.The relationship between AEs and SEs is evolving with AI.Sales engineers should be involved earlier in the sales cycle.SEs can provide valuable insights to product and marketing teams.The demand for specialized tools for sales engineers is increasing.Sales engineers are becoming more strategic in their roles.AEs are expected to become more technical in their interactions.The future of sales engineering is focused on productivity and innovation.

Send us Fan MailIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Steve Bullington, Director of Solution Engineering Talent Development at Salesforce. They discuss the evolution of sales engineering, the importance of diversity in talent development, and the innovative training programs at Salesforce, including the Scout Academy and the Rise program. Steve shares insights from his journey into sales engineering and highlights the key characteristics that make successful sales engineers. The conversation emphasizes the need for awareness and education about the sales engineering profession, as well as the importance of continuous learning and curiosity in the field.A few takeaways:Curiosity is essential for both sales engineers and sales reps.Teaching is an effective way to reinforce learning.Continuous learning is crucial in the rapidly evolving tech landscape.

Send us Fan MailIn this episode of Coffee with Sales Engineers, Amanda Utstein shares her journey as a purebred sales engineer, discussing her transition from mechanical engineering to sales engineering, the importance of simplifying technical concepts, and the dynamic nature of her role. She emphasizes the impact of technology and automation in sales while highlighting the necessity of maintaining human connections in the sales process.

Send us Fan MailIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Kintan, CEO of Olto, discussing the evolving role of sales engineers and the impact of AI on personalized product demos. They explore the importance of human connection in sales, the need for tailored demos for every prospect, and how technology can enhance the efficiency of sales engineering teams. Kintan shares insights on leveraging live product instances for demos and the future of sales engineering in an AI-driven world.takeaways- Sales engineers are crucial in tailoring product narratives for prospects.- AI can significantly enhance the personalization of product demos.- The role of sales engineers is evolving with technology advancements.- Human connection remains vital in the sales process despite AI's rise.- Understanding buyer needs is essential for effective sales engineering.- Pre-sales scaling is a common challenge for sales engineering teams.- Live product demos can build trust and authenticity with prospects.- The cost of implementing POCs has decreased, making them more accessible.- AI tools can automate mundane tasks, allowing SEs to focus on value-added activities.- The future of sales engineering will involve more collaboration with product teams.

Send us Fan MailBuckle up for an electrifying episode of Coffee with Sales Engineers! We sit down with Sameer Kausar, the dynamic host of Diary of a Sales Engineer, to uncover his extraordinary path from software developer to senior solutions consultant and influential podcaster.🎧 What’s in store?Sameer reveals how his coding roots and a surprising passion for dance ignited his transition into sales engineering. Discover the golden nuggets of wisdom he’s gathered from industry legends, the hurdles he’s overcome, and why he’s championing the evolution of tools tailored for SE teams.Prepare to be inspired as Sameer paints an exciting vision for the future of sales engineering and shares actionable tips for anyone in—or curious about—the SE world.Episode Highlights:🕒 00:00 – A warm welcome and thrilling intro🛤️ 02:16 – The inspiring journey into sales engineering🚀 06:08 – Joining Automation Anywhere🎙️ 09:15 – Launching Diary of a Sales Engineer💡 12:43 – Mastering demos for sales engineers🔮 18:19 – What’s next for the SE profession🎄 22:59 – Heartfelt holiday wishes and closing thoughtsThis isn’t just another podcast episode—it’s a masterclass in reinvention, resilience, and the art of thriving in a constantly evolving industry. Don’t miss it!

Send us Fan MailIn this episode of 'Coffee with Sales Engineers', we chat with Brian Rossi about his fascinating and unconventional journey from flipping burgers at McDonald's to becoming a sales engineer. Brian shares his insights on the impact of AI in sales engineering, his career progression, and the importance of creativity and technical curiosity in the field. We dive deep into Brian's early tech interests, his pivotal career moments, and his thoughts on leveraging AI to enhance sales engineering processes. Tune in to learn how Brian mentors upcoming SE talents and explores innovative AI applications in his work.00:30 Brian Rossi's Early Career and McDonald's Experience03:04 Transition to Technology and IBM06:54 First Steps into Sales Engineering10:29 Mentorship and Growth in Sales Engineering13:06 Challenges and Successes in Sales Engineering14:13 Mentoring the Next Generation21:31 Creative Passions and Marketing22:28 AI in Sales Engineering32:05 Future of AI and Sales Engineering33:36 Conclusion and Farewell

Send us Fan MailEmpowering Journeys in Sales Engineering: A Conversation with Jessica HoodJoin us for an inspiring episode of 'Coffee with Sales Engineers' as I connect with my longtime friend and successful go-to-market leader, Jessica Hood. Diving into her journey, Jessica shares invaluable insights from her transition into sales engineering, her impactful first demo, the importance of the AE-SE relationship, and her commitment to empowering women in the field. This engaging discussion highlights key strategies for achieving synergy between AEs and SEs and offers encouragement for aspiring female sales engineers. Don't miss out on Jessica's practical advice and heartfelt stories.00:00 Introduction and Welcome00:53 Jessica's Journey into Sales Engineering02:09 First Demo Experience04:54 AE and SE Relationship Dynamics12:55 Empowering Women in Sales Engineering16:14 Conclusion and Final Thoughts

Send us Fan MailIn this episode of Coffee with Sales Engineers, we meet  Michael Jackson, a seasoned sales engineer. Michael shares his journey from a computer science graduate to a successful career in sales engineering. We discuss the evolving roles of sales engineers, the importance of building relationships with account executives, and the unique skills required to excel in this profession. Tune in to learn about the dynamic and influential role of sales engineers from Michael's rich experiences and insights.00:20 Michael Jackson's Background and Icebreakers02:09 The Evolution of Sales Engineering02:42 Discovering the Sales Engineering Role07:43 The Unique Position of Sales Engineers14:08 Building Relationships with Account Executives19:29 The Importance of SE and AE Synergy21:18 Conclusion and Final Thoughts

Send us Fan MailIn this episode of Coffee with Sales Engineers, John Beechen shares his journey from network engineering to leading a global team of sales engineers. With a rich background in product management, services leadership, and e-commerce, John discusses the unique role of sales engineers, their influence on product management, and the potential impact of AI in the field. Tune in for insights on the human element in technology sales, managing teams, and the critical collaboration between SEs and product managers.00:34 John's Background and Career Journey02:25 First Encounter with Sales Engineering03:56 The Role and Importance of Sales Engineers05:25 Transition to Leading Sales Engineers08:19 Sales Engineers and Product Management13:57 The Impact of AI on Sales Engineering19:27 Final Thoughts and Future Discussions

Send us Fan MailIn this episode of Coffee with Sales Engineers, we meet Karthik Pannamaneni, an experienced sales engineering leader. Karthik shares his 20+ year journey in sales engineering, discussing how he became an SE by chance and later transitioned into leadership. The conversation delves into his philosophy on being hands-on, building great SE/AE relationships, and the importance of customer-centricity. Additionally, Karthik talks about his role in managing both pre-sales and post-sales teams, emphasizing operational excellence and the convergence of these functions. Tune in for valuable insights on SE leadership, mentoring, and aligning sales and engineering efforts for optimal customer success.00:39 Karthik's Journey into Sales Engineering03:29 Transitioning from SE to SE Leader06:27 Hands-On Leadership in Sales Engineering08:48 Managing Pre-Sales and Post-Sales Teams16:05 AE and SE Relationship Dynamics21:23 Conclusion and Final Thoughts

Send us Fan MailWe role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:1. Why do we need more SEs? Let's do more with less2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team3. Let's keep our SEs focused on closing deals onlyJoin us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and explore how AI, data, and emerging technologies are transforming the buyer's journey. Discover practical insights on storytelling, strategic relationship-building, and overcoming objections in sales. Learn about adapting sales methodologies, leveraging pre-sales data, and enhancing the roles of Sales Engineers and Account Executives for better market efficiency. This episode is packed with valuable strategies for optimizing go-to-market approaches and achieving sales success. Don't miss this enlightening conversation for sales leaders and engineers alike.00:48 Brian Cotter's Journey into Sales Engineering01:12 The Evolution of Sales Engineering04:28 Role Play: Addressing SE Team Challenges06:30 Data-Driven Decision Making11:01 Leveraging Technology in Sales14:07 Understanding Industry Challenges14:13 The Shift to Value Realization14:58 Reimagining the Buyer's Journey15:37 Investment in Technology16:06 SE/AE Ratios and Use Cases16:49 Optimizing the Buyer Journey17:19 Sales Methodologies and Problem Solving19:02 Strategic Relationships and Technology19:13 The Role of SEs in Sales21:25 Evolving Sales Strategies23:49 The Experiential Economy25:07 Conclusion and Final Thoughts

Send us Fan MailIn this episode of Coffee with Sales Engineers, we explore the fascinating career path of Gal Oppenheimer—from starting as a product marketing intern at VMware to becoming a leader in sales engineering. Gal shares his unique experiences, from his background in economics and computer science to roles in product management and sales engineering, all while scaling teams and shaping company culture at Contentstack. Dive into valuable insights about bridging product management and sales engineering, the importance of customer-focused sales approaches, and the transformative power of effective team leadership.01:02 Gal's Early Career Journey04:15 Transition to Sales Engineering09:40 Insights on Sales and Customer Focus17:29 Leadership and Team Empowerment21:30 Conclusion and Final Thoughts

Send us Fan MailIn this episode of Coffee with Sales Engineers, we get to meet Brian Land, a seasoned sales engineering leader with a rich history in tech. Brian shares his journey from starting as a sales engineer, his move into leadership roles, and the importance of continuous learning. He highlights how he maintains his technical edge, motivates his team, and embraces innovation, especially with the rise of AI. Brian also discusses his short stint in go-to-market roles and the lessons learned, along with challenges faced by sales engineering leaders. Tune in for insights into what keeps Brian passionate about his profession and strategies for bridging tech and business gaps in sales engineering.00:55 Brian's Background and Early Career01:52 First Experiences as a Sales Engineer03:45 Learning and Growth in Sales Engineering05:33 Lifelong Learning and Certifications08:21 Transition to Leadership and Go-to-Market Challenges15:23 Motivating and Leading a Sales Engineering Team22:06 Conclusion and Final Thoughts

Send us Fan MailIn this episode of 'Coffee with Sales Engineers,' we sit down with Danny Smith from Stripe's Partner Solution Engineering team. Danny shares his unique journey from a computer science master's degree to becoming a bartender and musician in New Orleans, and how these experiences shaped his transition into sales engineering. He discusses the importance of having a technical background, the role of customer engagement, and the critical lessons he learned in high-pressure environments like American Airlines. Danny also highlights the intriguing dynamics of the partner ecosystem and the value of thorough discovery in sales. Tune in for a deep dive into the multifaceted world of sales engineering and partner solutions.00:27 Danny Smith's Background and Journey00:58 Transition to Sales Engineering01:41 Lessons from Early Career Experiences05:49 Discovering Pre-Sales11:53 Moving to Startups and Cloud Architecture16:47 Role of Sales Engineering in Partner Ecosystems24:18 Value Selling and Discovery27:33 Conclusion and Final Thoughts

Send us Fan MailIn this episode of 'Coffee with Sales Engineers,' we sit down with Ed Duffy, Senior Manager of Solutions Engineering at Feedonomics, to delve into his unique path from IT support and technical consulting to a successful career in sales engineering. Ed shares his personal journey, the serendipitous encounters that guided him, and his insights on the essential qualities for a successful SE team. Tune in to hear Ed's tips on hiring, fostering team culture, and recognizing when a career in sales engineering might be your true calling.00:26 Guest Introduction: Ed Duffy's Background01:53 Transition to Sales Engineering04:16 First Experiences and Challenges05:44 Building and Leading a Team07:08 Hiring and Onboarding SEs11:49 Developing SE Team Culture16:37 Advice for Aspiring Sales Engineers19:23 Conclusion and Final Thoughts

Send us Fan MailIn this episode of Coffee with Sales Engineers, we hear from Katherine Giroux, about her unique transition from an account executive (AE) to a sales engineer (SE). Katherine shares how she initially pursued a career in sales at Oracle, later moving into sales engineering driven by her passion for understanding technology solutions. Learn about the AE/SE relationship, the role of empathy and communication in team dynamics, and Katherine's unique experiences in finding her super power in sales engineering. Discover valuable advice for AEs and SEs on building strong partnerships, setting boundaries, and achieving shared goals.00:00 Introduction and Guest Welcome00:11 Katherine's Journey from AE to SE01:07 Early Career and Training at Oracle04:24 Transition to Customer Success and Product Expertise05:27 Becoming a Sales Engineer12:16 Challenges and Growth as a Sales Engineer16:40 Building Effective AE/SE Relationships23:31 Conclusion and Final Thoughts

Send us Fan MailIn this insightful episode of Coffee with Sales Engineers, we sit down with Peter Cohan, founder of Second Derivative and author of 'Great Demo' and 'Doing Discovery.' Peter shares his transformative journey from a chemist to an SE legend, offering valuable lessons for current and aspiring sales engineers. Topics covered include the critical pillars of a successful SE, the importance of discovery, and the dynamic relationship between account executives and sales engineers. This episode is packed with actionable advice for anyone in or considering a career in sales engineering.00:00 Introduction and Welcome00:23 Guest Introduction: Peter Cohan01:05 Peter's Early Career Journey02:47 Transition to Pre-Sales and Marketing04:09 Founding a Business Unit04:53 The Role of a Sales Engineer09:14 The Importance of Learning and Teaching12:18 Core Skills and Attributes of a Great SE22:26 Effective Collaboration with Account Executives32:15 Final Thoughts and Recommendationshttps://www.linkedin.com/in/petercohan/ 

Send us Fan MailJoin us for this special episode of Coffee with Sales Engineers featuring Melanie Flores. Discover how Melanie didn't just stumble into the sales engineering profession but made it happen through determination and creative strategies. From her unique career path starting in chemical engineering to becoming a TEDx speaker, entrepreneur, and now a sales engineer at SAP, Melanie shares inspirational insights. Learn about her innovative 21-day LinkedIn challenge, the importance of networking, and the value of being authentic in a competitive job market. Don't miss this enlightening discussion on mastering sales engineering and standing out in your career.

Send us Fan MailIn this episode of Coffee with Sales Engineers, we are joined by Ryan Spencer from Bath, England. Ryan shares his unique career journey from a research library assistant with degrees in statistics and physics to becoming a solutions engineer at Feedonomics. He discusses his initial hesitation towards sales, how his interest in problem-solving led him to this career, and the synergies between his background in data and his current role. Ryan also explains the benefits of diverse skill sets within a sales engineering team and the rewarding aspects of helping clients solve their unique challenges.00:00 Introduction and Guest Welcome00:30 Ryan Spencer's Background and Career Journey05:04 Transition to Sales Engineering07:24 Role and Responsibilities of a Sales Engineer09:36 Challenges and Rewards in Sales Engineering14:32 Advice for Aspiring Sales Engineers15:59 Conclusion and Final Thoughts

Send us Fan MailFrom Math Teacher to Sales Engineer: Daniel's JourneyIn this episode of Coffee with Sales Engineers, we chat with Daniel Vega, who transitioned from being a high school math and computer science teacher to a successful sales engineer. Daniel shares his unique career path, the skills he transferred from teaching to sales engineering, and challenges he faced along the way. Tune in to explore how pedagogy and technology can blend to create a fulfilling career in sales engineering.00:00 Introduction and Welcome00:13 Daniel's Journey from Teaching to Tech02:14 Transitioning to Sales Engineering06:13 Teaching Skills Applied to Sales Engineering13:00 Challenges and Rewards in Sales Engineering16:52 Working with Sales Reps20:52 Conclusion and Final Thoughts

Send us Fan MailJoin us in this episode of 'Coffee with Sales Engineers' where we hear from Nick Riitano, a veteran in sales engineering with nearly 30 years of SE experience. From starting in customer support  to leading sales engineering teams at giants like Salesforce and Asana, Nick shares valuable insights into SE leadership, best practices, and his incredible journey. Learn about the importance of intellectual curiosity, effective AE-SE relationships, and what makes a stellar sales engineer. Whether you're in the field or aspiring to be, this episode is packed with wisdom and practical advice from a seasoned professional.00:00 Introduction and Guest Welcome01:05 Nick Rotano's Career Journey01:56 Discovering Solutions Engineering05:53 The Role of Curiosity in Sales Engineering14:22 Hiring and Skills in Sales Engineering19:08 The Importance of AE and SE Relationship25:35 Conclusion and Final Thoughts

Send us Fan MailJoin us in this engaging episode of 'Coffee with Sales Engineers' as we reconnect with Kevin Burpo, an industry veteran with a remarkable journey through the world of sales engineering. Kevin shares his experiences from integration consulting to co-founding a company and finally working at Salesforce for the past five years. Discover the nuances of his career, the challenges he faced balancing personal and professional life, and the reasons behind his shift from services to sales engineering. Kevin also offers valuable insights into the critical aspects of sales engineering roles in both small and large companies, the importance of the AE-SE relationship, and essential skills needed to succeed in the field. Don't miss this deep dive into the ever-evolving life of a sales engineer!00:00 Introduction and Guest Welcome00:52 Kevin Burpo's Career Journey04:37 Discovering Sales Engineering08:27 The Role of a Sales Engineer12:32 Choosing Between Small and Large Companies20:14 Building Strong AE-SE Relationships

Send us Fan MailThe Sales Engineer's Journey: Insights from a Veteran - Coffee with Sales EngineersIn this episode of 'Coffee with Sales Engineers,' Sachin reconnects with his old friend, Corey Bradford, a seasoned sales engineer with over 20 years of experience. Corey shares his unique journey from studying software engineering at the University of Texas to working at major companies like Convio and Google. He discusses the essential skills and mindset required for a successful career in sales engineering, the value of understanding both customer needs and technology, and the critical role sales engineers play in bridging sales efforts with technical solutions. Corey also offers advice for early-stage startups on how and when to incorporate sales engineering into their business. Join us for a deep dive into the fascinating world of sales engineering and learn why this role is integral to customer success and technological innovation.00:00 Introduction and Welcome00:17 Corey's Background and Career Journey02:50 Falling into Sales Engineering04:50 The Role and Responsibilities of a Sales Engineer07:53 Advice for Aspiring Sales Engineers09:50 Sales Engineering in Early-Stage Startups16:33 Key Traits for Success in Sales Engineering21:06 Conclusion and Final Thoughts

Send us Fan MailIn this episode of 'Coffee with Sales Engineering,' please meet Nancy, a sales engineer at Pendo, who shares her incredible journey from working in hospitality and baking pastries to becoming a successful sales engineer. Nancy discusses her transition into the tech industry by taking night classes in coding, her initial roles in tech support, and how she discovered sales engineering. She emphasizes the importance of strong communication and collaboration with account executives, continuous learning, and understanding the value of thorough discovery in sales. Nancy's story is a testament to the power of curiosity and determination in forging a new career path.00:00 Introduction and Guest Welcome00:17 Nancy's Background and Career Journey01:13 Transition to Technology02:46 First Steps in Tech Support05:14 Discovering Sales Engineering07:48 The Role of Sales Engineers14:37 Working with Account Executives21:52 Final Thoughts and Advice

Send us Fan MailIn this inspiring episode of 'Coffee with Sales Engineers,' host Sachin Wadhawan interviews Chris Browne, Senior Director of Solutions at Lattice. Chris shares his unique journey from a finance major to becoming a seasoned sales engineer. He discusses the challenges and rewards of the profession, emphasizes the importance of partnership between sales engineers and sales reps, and offers invaluable tips for both early career professionals and seasoned veterans in the field. Tune in to learn about Chris's passion for technology, his experiences in various industries, and the keys to successful sales engineering.00:00 Welcome to Coffee with Sales Engineers00:33 Introducing Chris Browne: A Sales Engineering Journey01:33 From Finance to Tech Sales: Chris's Career Shift03:13 The Evolution of a Sales Engineer: Chris's Story08:24 The Role of Intellectual Curiosity in Sales Engineering21:56 Building a Successful AE-SE Partnership26:16 Empowering Sales Engineers: A Leadership Perspective31:52 Advice for Sales Reps: Maximizing SE Collaboration

Send us Fan MailIn this episode, we dive deep into the world of sales engineering with an inspiring conversation about career transitions, the impact of mentorship, and the evolving role of sales engineers. Our guest shares personal stories about moving from Business Development to a Solutions Consultant, the importance of intellectual curiosity, and the challenges and successes along the way. We also explore the need for more diversity in the field, the significance of building trust and credibility, and the potential for sales engineering to offer fulfilling and prosperous careers. Tune in to learn about the unique vantage point of sales engineers and how they collaborate across functions to drive meaningful change.00:00 Introduction and Coffee Talk00:16 Discovering the Role of Solutions Consultant00:29 Transitioning to a New Role01:33 Challenges and Opportunities in Sales Engineering02:49 Making an Impact as a Sales Engineer03:53 The Importance of Sales Engineering04:43 Career Path and Mentorship10:15 Diversity in Sales Engineering11:58 Working with Different Sales Personalities15:01 The Evolving Role of Sales Engineers16:54 The Value of Leadership in Sales Engineering17:16 A Memorable Coaching Experience19:00 Empowering Future Leaders19:55 Career Planning and Mentorship22:00 Maximizing SE and AE Collaboration22:21 The Importance of Early SE Involvement23:29 Beyond the Demo: SE's Role in Sales25:38 Concluding Thoughts and Future Plans