For the last several months, I have been mentoring several Presales consultants to become a Presales leader. I start these conversations by distinguishing the difference between a Presales leader and a manager. A leader These two roles are focus on managing people; however, in my view, leadership requires you to have a servant mindset.
Read MoreA few weeks ago, a presales leader reached out to me looking for advice on how they should rethink how they comp their presales organization. After reflecting on my own experience, I wrote a pretty lengthy response on a holistic way to look at Presales compensation plans. Below is my response to this presales leader
Read MoreThis year was a year of many first. 2020 was the first year the world experienced a pandemic that changed the fabric of how people work, the first year that I saw an uptick on Presales content such as blogs, webinars, conferences, and products, this was my first year as the VP, Presales North America at Pluralsight and most importantly it was my first year as a dad. Many first came to many learnings and uncertainties; however, happiness and appreciation of what this year has given me.
Read MorePresales is a unique role. It is often referred to as a sales engineer or solution architect and is part of the sales organization. The U.S. Bureau of labor describes the work environment of a sales engineer as "stressful conditions because their income and job security depend on commission from successfully completing sales". Most sales engineers will work long and irregular hours to meet sales goals and client needs. However, this also describes what makes sales engineering fun and unique!
Read Morehere are no manuals, no best practice and no amount of mentoring on how to respond to this current situation in our country. However, as a leader, it is my responsibility to ensure that I lead my organization through this trying time. A few weeks ago I had a quick town hall to help address the situation. As I prepared my notes, I wanted to make sure I focused on empathy, hope and ways to maintain focus to help everyone - including myself - get through this.
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I am a Senior Sales Engineer with 7+ years in the field of technology. I started as a business analyst in the financial sector before building a career as a sales engineer for companies working to solve complex business problems. My passion is empowering the success of my customers by understanding their goals, problems and opportunities, and creating the best possible solution.
