Sales Engineering Worklife - Therapy Uncovered: Recent Episodes
Kevin Kunz
Unique and bold conversations that no one is willing to have about the real day in the life Sales Engineering experience. This podcast series will expose the untold truths, opportunities, and challenges Sales Engineers experience. We will protect the identities and voices by providing an open and safe place to discuss taboo topics. Topics - Working with Account Executives, Compensation, Splits, Managing Up, and Negotiations should be spicey and exciting.
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Here we look at how the Hyvara.ai Hive can help the SDR prep for his/her call with the AE - review the conversation - not be on the call with the SDR but listening and then questioning the SDR - to help save time with the AE. We also wrap this session with our overview and industry challenges to help guide the design team
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Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Here is a role play of SDR calling a Prospect with a wrap-up on the end
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Now we will call the AE and role-play how this prospect looks and convince to have a meeting with the SE and the client
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Role play next step - AE Talks to the SE and looks to convince them to invest their time.
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Andrae and I go deep into what the 3Rs are for the SEAC - Sales Engineer, Architect Consultant -
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Part of helping the design team understand the roles rules and responsibilities -we constructed a discussion of our experiences -
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Andrae and I are helping The Dev team understand the players and the process
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
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Andrae and I helping our Dev team understand the process and people - 3R's
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
SE Worklife: Unlocking Your Future as a Sales Engineer – Episode 3: Why Choose a Sales Engineering Career?
Uncover why Sales Engineering is a top career choice in Episode 3! Kevin Kunz reveals six-figure salaries, tech challenges, and client impact that define this dynamic role. Through leadership stories, like a Snowflake retail win, and insights from Salesforce and ServiceNow, explore financial, intellectual, and emotional rewards. Learn practical steps to kickstart your journey with five actionable takeaways, from reflection to networking. Connect at Kevin.kunz@seworklife.com or seworklife.com to join the community. Tune in to fuel your Sales Engineer career!
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Dive into the world of Sales Engineer roles in Episode 2! Kevin Kunz, with 30 years at Adobe (1999–2012), Oracle (2013–2017), Elastic (2017–2019), and Snowflake (2019–2022), unpacks titles like Systems Architect and Solution Consultant, revealing their unique skills. Through leadership stories, like mentoring of team’s at Elastic , learn how to find your career fit. Discover how future AI tools like Adobe’s GenStudio will streamline demos while sharpening your expertise. This episode clarifies job roles and equips you with insights to kickstart your tech career. Connect at Kevin.kunz@seworklife.com or seworklife.com. Tune in to shape your Sales Engineer future!
Overview and Listener Benefits:
This engaging Episode 2 of SE Worklife: Unlocking Your Future as a Sales Engineer offers a clear, exciting exploration of Sales Engineer job titles and skills, helping you navigate the diverse roles in this dynamic tech field. You’ll gain a deep understanding of titles like Systems Architect, Solution Architect, and Evangelist, learning their responsibilities and the skills needed to succeed. Through Kevin Kunz’s leadership stories, including a compelling 2018 Elastic demo, you’ll see how these roles come to life and how you can find your perfect fit. The episode also previews the future of Sales Engineering, highlighting how AI tools like Adobe’s GenStudio will enhance efficiency while emphasizing the importance of your problem-solving skills. By the end, you’ll be empowered with actionable steps to identify your ideal role and start building your career, making this a must-listen for aspiring Sales Engineers eager to unlock their potential.
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Episode 102 Overview
- Objective: Define S.E.A.C. (Sales Engineer, Architect, Consultant) early, explore the various S.E.A.C. job titles (e.g., Systems Architect, Solution Architect, Sales Engineer), detail their unique responsibilities and skills, and clarify how listeners can find their fit.
- Book Sections Used: Chapter 4 (Job Titles and Descriptions), with Introduction (career appeal) and Acknowledgements (mentors, family) for context.
- Story Structure:
- Hero: Listener, aspiring S.E.A.C. professional seeking role clarity.
- Villain: Confusion over S.E.A.C. job titles and their differences.
- Beginning: Introduces S.E.A.C. definition and title confusion.
- Middle: Explores job titles, responsibilities, and skills with stories.
- End: Empowers listeners to identify their ideal role with actionable steps.
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Send us a text
Table of Contents: SE Worklife Podcast Series
- Prologue: Welcome to Your S.E.A.C. Journey
- Introduces the series, S.E.A.C. career, and Kevin’s 30-year expertise, setting expectations for the 12 episodes.
- Episode 1: What Is a Sales Engineer?
- Defines the S.E.A.C. role, daily responsibilities, and required skills, debunking misconceptions about technical expertise.
- Episode 2: Exploring S.E.A.C. Job Titles and Skills
- Breaks down S.E.A.C. roles (Sales Engineer, Solution Architect, Sales Consultant) and their unique skill sets.
- Episode 3: Why Choose a Sales Engineering Career?
- Highlights the financial, intellectual, and emotional rewards of S.E.A.C. roles and their growth potential.
- Episode 4: A Day in the Life of a Sales Engineer
- Walks through a typical week, showcasing the dynamic balance of technical and customer-facing tasks.
- Episode 5: Getting Hired – Job Search and Interview Prep
- Guides listeners through finding S.E.A.C. jobs, analyzing postings, and excelling in interviews.
- Episode 6: Negotiating Your S.E.A.C. Compensation
- Explains compensation structures (salary, bonuses, equity) and strategies to maximize earnings.
- Episode 7: Onboarding Success – Your First 90 Days
- Offers a 30/60/90-day plan for starting strong, including tools, training, and mentorship.
- Episode 8: Mastering S.E.A.C. Skills – Storytelling and Objection Handling
- Teaches key skills like storytelling, objection handling, and deal qualification for customer impact.
- Episode 9: Building Relationships and Collaboration
- Explores fostering connections with customers, sales teams, and cross-functional groups.
Support the show
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
I have broken down the SE Worklife - My Journey Book into four parts series. They all are about 30 to 40 min.
“How is the book broken up?
This book is broken into four major critical milestones in my life journey. We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions. The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms. From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. .
My Journey
So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”
The TOC for all of these sessions
Part 1
Disclaimers| Acknowledgements | Introductions | Model Homes
Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms
Part3
Jetform | Adobe | Involver | Oracle
Part 4
Elastic Search | Snowflake | Retirement
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
I have broken down the SE Worklife - My Journey Book into four parts series. They all are about 30 to 40 min.
“How is the book broken up?
This book is broken into four major critical milestones in my life journey. We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions. The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms. From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. .
My Journey
So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”
The TOC for all of these sessions
Part 1
Disclaimers| Acknowledgements | Introductions | Model Homes
Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms
Part3
Jetform | Adobe | Involver | Oracle
Part 4
Elastic Search | Snowflake | Retirement
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
I have broken down the SE Worklife - My Journey Book into four parts series. They all are about 30 to 40 min.
“How is the book broken up?
This book is broken into four major critical milestones in my life journey. We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions. The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms. From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. .
My Journey
So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”
The TOC for all of these sessions
Part 1
Disclaimers| Acknowledgements | Introductions | Model Homes
Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms
Part3
Jetform | Adobe | Involver | Oracle
Part 4
Elastic Search | Snowflake | Retirement
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Hi folks
This episode includes one of my great friends Jake Vernon and his approach to storytelling. For those who know Jake, he likes to do things differently than most.
His methodology is :
- Quick Research
- Natural - No Scripting
- Validations Confirmation Loop
Finer Points you will learn -
- Work with SMB, Enterprise, Corporate, and Strategic Teams to learn great stories that can transcend your conversation.
- Work Value into every Pitch
- Use these vignettes to build trust and expand your conversation
- It's Ok to say I don't know - get that next meeting.
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Hi folks
I was thinking hard about this episode - https://youtu.be/rq3n2sJ43Hg
I break down the value in how to tell the story - but how to do the research and connect with the customer!
I reference an excellent friend Alex Dombroski - who did this at Oracle with DIL Day in the Life.
In this episode, I will give a quick example of searching for information, pulling out the details, and assigning a point of View/ Value!
I do this with a quick 10 min search on Chickfila - and show you how I can save them 13 Million a year over their 2600 storefronts. -
https://www.tripadvisor.com/ShowUserReviews-g60898-d4369384-r330765858-Chick_fil_A-Atlanta_Georgia.html
You are welcome!
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
So this month, we will walk through storytelling, this episode is the launch episode, and we will have a few guests to cover their experiences, success, and failures for all of you to learn from.
We will cover
What makes a good story
4 step formula
Technology
Character development
Plot design
Delivery
Welcome to February
Let me know if you have a storytelling experience and if you want to join the call
K
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Andrae M Podcast - Relationships
https://www.linkedin.com/in/andrae-middleton-cissp-cisa-crisc-0991446/
Join us in another relationship discussion on the ins, outs, tips, and tricks to help you build relationships beyond just the business.
Andrae is an excellent storyteller, architect, and a fantastic dad of three kids in North Carolina.
Linkedin Bio
I have the amazing role of engaging with customers, understanding not only their use causes, business cases, and business challenges, but I get to engage and understand the people and provide solutions that address their needs which transcends to the needs of the business. In addition, I am part of a team that I can lead in terms of growth, team achievements, industry achievements, and product and solution evolution. In the end, it's people first, always.....
"We need leaders not in love with money but in love with justice. Not in love with publicity but in love with humanity.”
"You Can’t wait until life isn't hard anymore before you decide to be happy."
He will focus on three elements :
Relationship
- You have to care about people - empathy.
- I look customers - several one-off and group conversations
- I take notes with people's names are
- John what he is saying - notes as they speak - and how they say it
- Mannerisms are important
- Their status in the organization - did she just become a VP?
- What does it mean to her in her career
- Be aware of the people
- The way this customer articulates himself - he over-communicates - slows down, and is specific about every word -
- Communication / Access - Phone / Coffee / Texting
- If you do not have a phone number, you do not have a relationship
- Targeting People
- Who would you talk to, and why
- When you have that relationship, you get the sense of assurance of their names and not their Titles - you need to talk to mary - who is she - VP
- Time
- You can not build without time
- Its not 1hr call 3xs a week -
- When I talk to my customer - not always a 1hr long call
- It can be a text
- Relationship Migration
- Most relationships are transactional, and Mine are not
- Tons of people have my number
- Relationships don't move because the opp moves
- One-dimensional relationships do not work - the new SE will build more relationships.
- You can't have a fake relationship.
- Linkedin vs. true relationships
- You genuinely care!
- Those will stand the test of time.
- Most rewarding -
- Customers reach out after they are my customer asking me about a technology that is not even the tech that I sell - who would you reach out to
- You are not a trusted advisor - you are a friend.
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Hi folks, this is the first of hopefully many episodes to come. We have our first guest who is going to cover
1) Account Executive - Abusing the calendar relationship with the SE
2) SEM is not defending the SE in the field
3) Leadership not enforcing SFDC MEDPICC discipline
This episode is to expose these situations but also provides some guidance on how to correct their situations. Happy for all to comment on your solutions regarding these topics and participate in the next episode.
Come to the SE worklife.com Site to see more http://www.seworklife.com and participate in this fantastic community. In addition, check out https://www.presalescollective.com/ another great community site
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Doneyli De Jesus
https://www.linkedin.com/in/doneyli/
Doneyli is a fantastic family man, mentor, and coach focused on data. He is a data wizard who can see between the lines to help clients get to the truth. Doneyli is very proud of his heritage from the Dominican Republic and is now a proud Canadian. This is his first podcast; as expected, he does not disappoint, helping you understand relationship building.
Here is a sample transcription of his opening about himself:
So my name, if you Google me, I am the only one with my spelling, so that will have a little bit of bragging rights. A fun fact about me, so if you spell my name in Google, I'm the only one that will show up. And my dad and my mom were unique in coming up with my name. I'm originally from the Dominican Republic, but I've been living in Canada, and I'm proud Canadian today for the last ten years. And I've always been in tech since I was a little kid, always interested in computers. I remember I was the first one in my class with a computer that my mom and my dad bought, and I was burning CDs, downloading MP3s, and all that good stuff. I've always been interested in computers, coding, networking, and all that, so it's always been a part of my life, and I made a career out of it.
I went and did a computer science major. Then I did a master of Stevens in information management. So, yeah, and at the beginning, I was on the customer side, behind the scenes, developing a lot of stuff. And then I moved into presales, and I think that's kind of what spurred this conversation as well because I was listening to Jake's episode, and a lot of the things he was saying spoke to me in terms of what helped me move into presales and building relationships was key. I want to say why I was able to even know about presales and why now it's the best job I've ever had, and this is why I love his career so much. That's me.
Key topics in this podcast:
- His "origin" story: different country: presales because of relationship building
- His takeaways from Jake's episode
- "if you don't ask, you don't get"
- "your network is yours beyond being officially assigned to it by the company."
- Bank your Luck so when you need it - its there
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Jarris Wilkins
Solutions Architect Manager | PMP | Scrum Master | Sailing Instructor
https://www.linkedin.com/in/jarris/
Bio:
Solutions Architect / Sales Engineering Manager with solid pre-sales and leadership experience selling cloud-native PLG software at all levels, including SMB, Commercial, Enterprise, and Strategic. My approach is simple: I put my people first and teach them to do the same for their customers and peers. My specialty is building new teams and bringing structure to existing teams with world-class enablement content including frame control, demo excellence, rapport building, and establishing productive SE-AE relationships.
PodCast Recession Discussion
Listen to Jarris talk about his recent recession encounter and how he saw some of the indicators but missed others. His goal in this podcast is to help other managers and individual contributors better prepare themselves and their teams to weather this storm.
Jarris Background
His Story
Macro Indicators
Micro Indicators
What the Job market looks like now
Advise for those out there
NETWORKING!
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Jake Vernon everyone - the Jake Factor
https://www.linkedin.com/in/jake-vernon/
Listen to our Guest discuss his methodology for engaging in long-lasting relationships. Jake will discuss What to do, What not To Do, and What Never to do!
We weave in real customer examples and the tough decisions to make every new year as your territory gets smaller and your quota goes up. How do you transition that trusted relationship to another SE and ensure the business is not interrupted?
Thanks again Jake, for being a guest on Http://www.seworklife.com
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
This podcast will walk you through my M&A experiences - how to survive them, take advantage of them, learn the signals and understand how to stay calm
What happens in a Merger and Acquisition
- Been part of 6 major acquisitions
- JetForm Merger to Adobe
- Adobe Merger with Macromedia
- Adobe Merger with CPQDay
- Adobe Merger with Omniture
- Involves acquired by Oracle
- Oracle pulls in Vitrue and Collective Intellect
- Elastic - purchase endgame
- Snowflake - Not yet, but soon
- How did they work
- Adobe saves JetForm / Accelio
- Put me in charge - merge the NYC office
- Pay off the Unions
- tried to sell it like a box of software
- Attitude! On all fronts
- Why - we had enterprise experience
- Sales Workflows are so different
- Frustrations
- Elimination time
- Positives - My Dream Job
- Security - Large Company
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
- You have identified your company is going to prepare for riff
- You have decided to stay or leave
- If you are looking to go - you start the campaign
- Look at where sales reps have moved too
- Pull a list of company's wish list first
- Then look at where you have 1st connections
- Have your requirements ready
- Start taking the Recruiter calls
- Have at least three horses in the race
- Say Goodbye - do not take the money
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
Recession is coming; we will cover how to see the signs internally and overcome those before they become a problem for you.
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
This is the first in a series around recession impact. I want you to know how companies prepare, how you can better prepare when to take action, how to take action, and what to understand while inside the storm. I have been through two major global recessions - 1992 and 2009. Good news , we can get through this and you can be successful!
- Mother Nature - How does Company Plan
- Forecasting - What are the Signs to Look for
- Buy Plywood - How to prepare for the storm
- Evacuate - May want to leave earlier - Timing is everything
- Storm Surge - How they decide on who gets a life jacket
- The Rebuild - Mergers, and Acquisitions
Mother Nature
What you will learn in this Podcast -
- How companies plan and when they start planning
- 3 things they Look at :
- Economic Outlook
- Predictive Metrics - Sales Data / Aging Reports / Pipeline/ Renewal Rates
- COGS - ACV TCV, ARR
- Public vs Private Company vs Govt
- Where to look in 2023
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.
This is the first episode to introduce me to SE Worklife Mission and what is coming from this and other series. This will not be a politically correct podcast; the goal is to get to the untold truth regarding the "Day in the Life" of a presales engineer. We will disguise your voice and name to allow for full transparency.
What you will get out of this 30 min podcast is a little bit of my background, how I got here to speak to you and what you should expect from the team, site, and books we are rolling out.
Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.