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In 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 Experience

03:04 Transition to Technology and IBM

06:54 First Steps into Sales Engineering

10:29 Mentorship and Growth in Sales Engineering

13:06 Challenges and Successes in Sales Engineering

14:13 Mentoring the Next Generation

21:31 Creative Passions and Marketing

22:28 AI in Sales Engineering

32:05 Future of AI and Sales Engineering

33:36 Conclusion and Farewell

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Empowering Journeys in Sales Engineering: A Conversation with Jessica Hood

Join 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 Welcome

00:53 Jessica's Journey into Sales Engineering

02:09 First Demo Experience

04:54 AE and SE Relationship Dynamics

12:55 Empowering Women in Sales Engineering

16:14 Conclusion and Final Thoughts

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In 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 Icebreakers

02:09 The Evolution of Sales Engineering

02:42 Discovering the Sales Engineering Role

07:43 The Unique Position of Sales Engineers

14:08 Building Relationships with Account Executives

19:29 The Importance of SE and AE Synergy

21:18 Conclusion and Final Thoughts

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In 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 Journey

02:25 First Encounter with Sales Engineering

03:56 The Role and Importance of Sales Engineers

05:25 Transition to Leading Sales Engineers

08:19 Sales Engineers and Product Management

13:57 The Impact of AI on Sales Engineering

19:27 Final Thoughts and Future Discussions

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In 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 Engineering

03:29 Transitioning from SE to SE Leader

06:27 Hands-On Leadership in Sales Engineering

08:48 Managing Pre-Sales and Post-Sales Teams

16:05 AE and SE Relationship Dynamics

21:23 Conclusion and Final Thoughts

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We 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 less
2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team
3. Let's keep our SEs focused on closing deals only

Join 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 Engineering
01:12 The Evolution of Sales Engineering
04:28 Role Play: Addressing SE Team Challenges
06:30 Data-Driven Decision Making
11:01 Leveraging Technology in Sales
14:07 Understanding Industry Challenges
14:13 The Shift to Value Realization
14:58 Reimagining the Buyer's Journey
15:37 Investment in Technology
16:06 SE/AE Ratios and Use Cases
16:49 Optimizing the Buyer Journey
17:19 Sales Methodologies and Problem Solving
19:02 Strategic Relationships and Technology
19:13 The Role of SEs in Sales
21:25 Evolving Sales Strategies
23:49 The Experiential Economy
25:07 Conclusion and Final Thoughts

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In 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 Journey

04:15 Transition to Sales Engineering

09:40 Insights on Sales and Customer Focus

17:29 Leadership and Team Empowerment

21:30 Conclusion and Final Thoughts

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In 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 Career
01:52 First Experiences as a Sales Engineer
03:45 Learning and Growth in Sales Engineering
05:33 Lifelong Learning and Certifications
08:21 Transition to Leadership and Go-to-Market Challenges
15:23 Motivating and Leading a Sales Engineering Team
22:06 Conclusion and Final Thoughts