The War Room
Advice
Post

What do you do when you have no faith in your Solution Engineer?

I work in a tech startup that's been going really well so far. We have two solution engineers and when one in particular get's assigned to one of my deals, I can almost see it slipping away before it's even begun. Any advice?

☁️ Software Tech
5
braintank
Politicker
+6
Enterprise Account Executive
Take control? Can you pinpoint what they're doing that is detremental to the sale?
Callbacklater
Sales Manager
I agree take more control of the process with them.  Bring them into the conversation more and set them up for success the best you can.  

You'll have to work more and do more with them to bridge the gap.

You will eventually be better for it by working with them because it will force your technical growth.  You'll need an SE less and less and hopefully only to confirm the technical solutions you're considering.  

I feel your pain and it does suck having a weak SE.  

sfdc
Valued Contributor
+5
Senior BDM, Enterprise
I have a similar issue. I allocate deals to the better solutions engineer, and if unavailable I scope the solution with him prior to the call and present it myself.

Also - give his manager feedback.
softwaresails
Politicker
+4
Sales Manager
I cannot provide any advice in this situation because I have never worked with a sales engineer. In all my positions I’ve always been the sole person from my org in on the demos and phone calls. 

What’s the purpose of a sales engineer? 

I’m sorry if this question comes off rude... is it because AEs don’t understand their own product?

The last thing I’d want is someone else in on the phone call screwing it up. Only one person gets to screw up my demos and that’s me haha. 
le
leverage
Politicker
+3
AE
For more technical products SE's are necessary to talk to prospects about data ingestion, implementation, etc. 
softwaresails
Politicker
+4
Sales Manager
Thank you! That’s what I was assuming but still not something I would appreciate. 
hellodarknessmyoldfriend
Solution Engineer
Solution engineer here!


My advice: Communicate, communicate, communicate. 


The best AEs I've partnered with are just that - partners! They don't think of me as a technical resource, but a partner who can push the deal forward and drive more value. Be comfortable on giving feedback even if it's constructive. We need to have an open mindset and assume best intentions. 


YOU are the quarterback on the account. SEs rely on AEs to take the reign when it comes to general account strategy. We need the feedback so we can knock it out of the park when it comes to the technical win. AE = Business Win & SE = Technical Win. 

Good luck!
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