Coffee with Sales Engineers

Send us a textIn 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 a textIn 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 a textIn 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 a textIn 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

Katherine Giroux, an experienced pre-sales professional and solution architect at Stripe, shares her inspiring journey from account executive at Oracle to sales engineer. She discusses the importance of empathy and communication in building effective AE/SE relationships. Katherine highlights her passion for technology and how her background in biopsychology fuels her curiosity in the tech world. She offers insightful advice for AEs on collaboration and balancing competitiveness, emphasizing the significance of understanding team dynamics and setting clear boundaries.

Send us a textIn 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 a textJoin 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 a textIn 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 a textFrom 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 a textJoin 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