Sales Engineering: On the front lines of evolving business technology

SALES ENGINEERING: ON THE FRONT LINES OF EVOLVING BUSINESS

TECHNOLOGYSWE Lightning Talk

Lizzie Epstein, Appian Corporation

OVERVIEW Who am I? Why are there Sales Engineers?

The Evolution of Enterprise Technology What do Sales Engineers do? Why is it a Cool Job? How Do You Get There? What’s Next? Questions

WHO AM I?

• Senior Solutions Consultant @ Appian

• DC Area Native• Stanford CS/Math

2004• Former Would-Be

Astronomer / Neurosurgeon / Management Consultant

• Captain of the AppianSox

• Star Alliance Gold

WHY ARE THERE SALES ENGINEERS? Rapidly Changing Enterprise Technology Intensive, Complicated Sales Cycles Technology as a Competitive Advantage

Increase Revenue & Customer Satisfaction Decrease Risk & Inefficiency

Technology as the Medium for Business Activity

WHAT DOES A SALES ENGINEER DO?

WHAT DOES A SALES ENGINEER DO?• Sales Cycle: Qualification & Technology Evaluation

• Demos, Presentations, POCs!• Sales Cycle: Relationship-building, Schmoozing, and

Strategy• Develop Product Expertise• Present at Conferences• Develop Reusable solutions, Tips & Tricks• Competitive Intelligence• Respond to lengthy RFIs

WHY IS IT A COOL JOB? Learning Opportunities

Best way to learn about business. It all happens in sales. Always using the latest technology, pushing the envelope,

exploring the art of the possible. In-depth learning about your company’s technology & market Learn about the business problems and industries of your clients Presentation & Communication skills

Fun / Exciting Dynamic Environment: Very competitive and creative, need to

think on your feet Autonomy, work on many different projects Meet lots of people, develop a broad network, travel Be the hero / expert Present to C-Level Execs, help companies make important strategic

decisions Lifestyle / Career Growth Good Compensation with less pressure than a

pure sales job Generally reasonable work hours Highly in-demand skill set Become very connected in your organization

ROADS LEADING TO SALES ENGINEERING Domain Specialist

(Industry/Government)

Product Expert Consultant Software Engineer Technical Project

Manager Trainer Client

WHAT’S NEXT? Account Executive Sales / Competitive

Strategy Product Manager Sales Engineering

Manager Industry Analyst Technology Startup CIO ?

QUESTIONS?

Feel free to contact me! I love e-mail.bizzie@gmail.com

Stop by the Appian booth and chat. Further Reading:

The Evolving Sales EngineerThe Challenger SaleDemonstrating to Win!