Sales Engineering: On the front lines of evolving business technology
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Transcript of Sales Engineering: On the front lines of evolving business technology
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SALES ENGINEERING: ON THE FRONT LINES OF EVOLVING BUSINESS
TECHNOLOGYSWE Lightning Talk
Lizzie Epstein, Appian Corporation
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OVERVIEW Who am I? Why are there Sales Engineers?
The Evolution of Enterprise Technology What do Sales Engineers do? Why is it a Cool Job? How Do You Get There? What’s Next? Questions
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WHO AM I?
• Senior Solutions Consultant @ Appian
• DC Area Native• Stanford CS/Math
2004• Former Would-Be
Astronomer / Neurosurgeon / Management Consultant
• Captain of the AppianSox
• Star Alliance Gold
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WHY ARE THERE SALES ENGINEERS? Rapidly Changing Enterprise Technology Intensive, Complicated Sales Cycles Technology as a Competitive Advantage
Increase Revenue & Customer Satisfaction Decrease Risk & Inefficiency
Technology as the Medium for Business Activity
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WHAT DOES A SALES ENGINEER DO?
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WHAT DOES A SALES ENGINEER DO?• Sales Cycle: Qualification & Technology Evaluation
• Demos, Presentations, POCs!• Sales Cycle: Relationship-building, Schmoozing, and
Strategy• Develop Product Expertise• Present at Conferences• Develop Reusable solutions, Tips & Tricks• Competitive Intelligence• Respond to lengthy RFIs
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WHY IS IT A COOL JOB? Learning Opportunities
Best way to learn about business. It all happens in sales. Always using the latest technology, pushing the envelope,
exploring the art of the possible. In-depth learning about your company’s technology & market Learn about the business problems and industries of your clients Presentation & Communication skills
Fun / Exciting Dynamic Environment: Very competitive and creative, need to
think on your feet Autonomy, work on many different projects Meet lots of people, develop a broad network, travel Be the hero / expert Present to C-Level Execs, help companies make important strategic
decisions Lifestyle / Career Growth Good Compensation with less pressure than a
pure sales job Generally reasonable work hours Highly in-demand skill set Become very connected in your organization
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ROADS LEADING TO SALES ENGINEERING Domain Specialist
(Industry/Government)
Product Expert Consultant Software Engineer Technical Project
Manager Trainer Client
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WHAT’S NEXT? Account Executive Sales / Competitive
Strategy Product Manager Sales Engineering
Manager Industry Analyst Technology Startup CIO ?
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QUESTIONS?
Feel free to contact me! I love [email protected]
Stop by the Appian booth and chat. Further Reading:
The Evolving Sales EngineerThe Challenger SaleDemonstrating to Win!