Coffee with Sales Engineers Co-creating with your AE and your prospect - Jessica Hood
Nov 26, 2024
Join Jessica Hood, a go-to-market and pre-sales leader, as she shares her inspiring journey into sales engineering. She highlights the pivotal role of first demos in building AE-SE trust and the importance of fostering strong partnerships. Jessica discusses co-creating solutions with customers for better alignment and urges SEs to challenge assumptions and tailor their presentations. Additionally, she emphasizes her commitment to empowering women in tech through mentoring and outreach programs. Tune in for practical advice and heartfelt stories!
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First Demo Three Days In
- Jessica fell into sales engineering after being a practitioner and was asked to demo three days into the job.
- She defaulted to values-based demoing by showing the real results she had achieved with the technology.
Swim Lanes Meet At Strategy
- The AE–SE relationship is a swim lane where roles are distinct but should strategically intersect.
- Partnering on account plans and dividing relationship work unlocks credibility and scale.
Challenge, Propose, Co-Create
- Don't be afraid to challenge your AE and share what you actually heard in meetings.
- Propose alternative engagement formats and co-create solutions with customers to increase buy-in.