We The Sales Engineers: A Resource for Sales Engineers, by Sales Engineers #46 How to Move from Product Management to Sales Engineering
Mar 4, 2019
Eric Watson, Manager of Solution Engineering for Europe at MotionPoint, moved from product management and data analysis into SE leadership. He talks about hiring and building European SE teams, differences between product and SE roles, accordion communication, scaling and training SEs, career mobility, and pitfalls like narrow branding and losing technical chops.
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Distill Discovery To The Core Problem
- Do focused discovery and distill the customer's implicit needs into a concise core problem to solve.
- Confirm AE findings, probe technical teams, then propose demos or solutions that address the heart of the customer's issue.
Where SEs Fit In GoToMarket Teams
- Go-to-market organizations combine sales and often marketing and customer success to build a funnel from lead to retention.
- SEs sit inside that GTM as technical experts who stabilize the funnel by advising SDRs, AEs, and marketing.
Be The Multidisciplinary Stabilizer In Small Teams
- In smaller companies, act as a multidisciplinary stabilizer: be the technical oracle for SDRs, AEs, and new hires.
- Build one-to-one relationships with AEs and share codified knowledge to raise overall sales effectiveness.
