We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers What Does a Great Solution Engineer Look Like?
Jul 1, 2024
What does a great Solution Engineer look like? The discussion unpacks the complexities of the SE role, highlighting that there's no one-size-fits-all answer. Key topics include effective collaboration with account managers, the nuances of discovery, and the importance of engaging demos. Techniques for building customer relations and leadership skills are also explored. The conversation wraps with the call for well-rounded SEs who excel both technically and interpersonally, emphasizing growth through self-evaluation and team diversity.
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No Single Recipe For A Great SE
- There is no single mold for a great SE; the role is complex and multi-dimensional.
- You can be good at one area and still miss other essentials needed to be great.
Help AEs Qualify Deals Before You Travel
- Help AEs qualify deals by providing the information or questionnaire you need before joining calls.
- Avoid saying no without an alternative or joining calls blind; protect team time and relationships.
Use Paired Self/Manager Scores For Growth
- Use self and manager scores to justify abilities and spark development conversations.
- Turn mismatched scores into coaching opportunities and team capability planning.
