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Presented by: Lizzie Epstein, Appian Corporation
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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 [email protected]
Stop by the Appian booth and chat. Further Reading:
The Evolving Sales EngineerThe Challenger SaleDemonstrating to Win!
