The Sales Engineering Podcast

In this episode, Snowflake Sr. Recruiter Jessica Andrelevich shares a behind the scenes look into tech recruiting and what you can do to stand out. Jessica has been exclusively hiring SEs for over five years. We'll also cover how to have compensation conversations, work with recruiters better and much more.   Book recommendations: 1) High Trust Selling - Todd Duncan 2) The Asshole Survival Guide -  Robert I. Sutton 3) Untamed - Glennon Doyle If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, Slack Sr. Account Executive Kendra Searle shares how to build an incredibly strong AE/SE partnership. We'll also cover how to build trust and an operating model, how to take ownership, how to deepen empathy for your AE partner, how to resolve tensions that arise in the sales cycle, and how to prioritize your most strategic opportunities.  Book recommendations: 1) Start With Why. If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, Zendesk Sr. Solutions Consultant Josh Kanakaratnan and Lever Solutions Engineer Matt Wright (also founders of the SEs of Toronto organization), share insights on how to thrive as a remote SE. We'll also cover specific advice and best practices for onboarding and executing day to day SE activities as a remote SE. These insights and this conversation are incredibly useful as much of the world is working from home and will continue to work in a distributed way moving forward.   Book recommendations: 1) The Alchemist 2) Kindred.    If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, Github Principal SE, Cory Dobson, shares best practices on how their team innovates, how they share knowledge, and how the SEs can help grow the account footprint. You'll also learn: How Github leverages SEs, how Github innovates on internal projects, and how they leverage Twitch streams and live demo days.    Book recommendations: 1) It Doesn't Have to Be Crazy at Work and 2) Principles: Life and Work   If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with Google Product Manager Mark Church about how he navigated being a SE to now PM. You'll also learn: Step by step how he actually made that transition to being a product manager. How can you stand out and build relationships with stakeholders while interviewing. What advice he has for SEs interacting with Product and Engineering teams. Book recommendations: Cracking the PM Interview If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with Google Marketing Platform Sales Engineering Leader Liz Raschke. We talk about the qualities of a great SE manager. You'll also learn: How does Google Marketing Platform leverage SEs? How to consistently drive great team outcomes? How to build team culture and psychological safety? How to build more trust with your team? Book recommendations: 1) Harry Potter and the Declassified CIA Sabotage Manual: https://www.cia.gov/news-information/featured-story-archive/2012-featured-story-archive/CleanedUOSSSimpleSabotage_sm.pdf If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with Solution Engineering Leader Joe Casson from Qualified.com. We talk about how do you develop new SEs from non-traditional backgrounds into a high performing team. You'll also learn: How do you hire for potential? How do you measure “high performance”?  How do you overcome and avoid a bad hire? How do you deliver constant feedback and encourage continued growth? Book recommendations: 1) Radical Candor 2) Extreme Ownership 3) High Output Management If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with an Optimizely SE on a very important topic that needs to be discussed. We talk through how we can support and show up for our Black teammates in more meaningful and consistent ways. This episode amplifies Devin Saxon's voice as we hold a space to listen to his experience, and he shares ideas to help society move forward.    Devin's recommended actions: 1) donate and support foundations: blacklivesmatter.com, gofundme.com/f/Anti-Racism-Fund, naacpldf.org, and knowyourrightscamp.com, 2) protests, 3) listen to Black people sharing perspectives, 4) most importantly, educate yourself!! Here are some additional resources for that:    Book recommendation: The New Jim Crow - Mass Incarceration in the Age of Colorblindness.    Documentary: 13th (on Netflix).    If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with two amazing Twilio SEs, Mark Shavers and Jay Parisi. We talk about what a world class AE / SE partnership looks like today. You'll also learn: What general tensions (double booking, agendaless meetings, & more) exist and how to resolve them. What opportunity tensions (demos, RFP/RFI, ownership) exist and how to resolve them. How to operate as a highly paid professional? Book recommendations: 1) Outliers: The Story of Success. 2) The Phoenix Project: A Novel about IT, DevOps, and Helping Your Business Win.  Check out Twilio's job board for open roles https://www.twilio.com/company/jobs. If you have a topic you'd like to discuss or know someone great that should be on the show, please comment below or reach out at salesengineeringpodcast@gmail.com.

In this episode, we speak with Cat de Jong who is an incredible Sales Engineering leader at Snowflake. We talk about the Sales Process that led to Snowflake's success and the qualities of great Sales Engineers. You'll also learn:  What qualities make a great SE?  How do you challenge customers?  What are top SE hiring managers looking for in an interview?  How do you develop these qualities and traits?  How are Sales Engineering skills going to evolve in the next few years?   Check out Snowflake's job board www.snowflake.com/about/careers/ for open roles or reach out to Cat on Linkedin for SE specific roles. If you have a topic you'd like to discuss or know someone great that should be on the show, please reach out at salesengineeringpodcast@gmail.com

This first episode uncovers why we are creating this podcast and will give you a chance to get to know your hosts, Conor and Alex.  If you have a topic you'd like to discuss or know someone great that should be on the show, please reach out at salesengineeringpodcast@gmail.com. About the hosts: Alex Navarrete is a Solutions Engineer at Slack and Conor Meng is a Senior Solutions Engineer at Twilio.