Shows
Coffee with Sales EngineersCoffee with Sales Engineers - Ben Hills, IrisSend us a textIn this episode of Coffee with Sales Engineers, host Sachin Wadhawan interviews Ben Hills, CEO and founder of Iris, an AI-first RFP automation platform. They discuss the evolving role of sales engineers, the challenges of RFPs, and how AI can transform the procurement process. Ben shares his journey in sales engineering, the importance of understanding buyer needs, and how RFPs can be leveraged as a strategic tool rather than a burden. The conversation highlights the growing trend of RFPs in procurement and the potential for AI to enhance efficiency and effectiveness in sales...2025-07-2433 min
Coffee with Sales EngineersCoffee with Sales Engineers - The Power Of Storytelling by Cortney ZammSend us a textIn this episode of Coffee with Sales, Sachin Wadhawan and Cortney Zamm discuss the vital role of storytelling in sales engineering. Cortney shares her unique journey from film school to becoming a sales engineer, emphasizing how storytelling skills can enhance customer engagement and differentiate offerings in a competitive market. They explore practical strategies for integrating storytelling into sales demos, the importance of practice, and how to benchmark storytelling skills. The conversation highlights the power of narrative in creating memorable customer experiences and fostering deeper connections."We are hardwired to ingest stories.""Practice...2025-07-1621 min
Coffee with Sales EngineersCoffee with Sales Engineers - Max Elster (Minoa)Send us a textIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Max Elster from Minoa, discussing the critical role of sales engineers in driving value within organizations. They explore the journey of Minoa, the importance of value intelligence, and the challenges sales engineering teams face in incorporating value into their processes. The conversation highlights the need for a seamless connection between pre-sales and post-sales activities to ensure that customers realize the value promised during the sales process. Max shares insights on emerging trends and priorities for sales engineering teams, emphasizing the importance of...2025-06-0622 min
Coffee with Sales EngineersCoffee with Sales Engineers - Shivani SivashankarSend us a textIn this episode of Coffee with Sales Engineers, Shivani Sivasankar shares her journey from software development to sales engineering. She discusses the importance of sales engineers as interfaces between technical teams and customers, the dynamic nature of the role, and how AI is transforming the sales engineering landscape. Shivani also addresses common misconceptions about sales roles and emphasizes the collaborative nature of the profession.Chapters00:00 Introduction to Sales Engineering Journey02:44 The Role of Sales Engineers as Interfaces04:32 Transitioning from Software Development to Sales Engineering06:49 The Dynamic Nature...2025-05-2015 min
Coffee with Sales EngineersCoffee with Sales Engineers - Sandeep MadhavanSend us a textsummaryIn this episode of Coffee with Sales Engineers, Sandeep Madhavan shares his unique journey into the world of sales engineering, discussing the pivotal moments that shaped his career. He emphasizes the importance of customer engagement, the evolution of the sales engineering role, and the impact of AI on the profession. Sandeep reflects on his leadership experiences and the significance of taking action and making an impact in one's career.Chapters00:00Introduction to Sandeep Madhavan's Journey03:01Transitioning from Engineering...2025-05-1417 min
B2B Sales Trends52. Mastering Startup Sales: Lessons from a One-Person Sales TeamIn this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leader—and now returns with fresh insights from his role as Chief Revenue Officer at a fast-growing startup.
Harry and Sachin dive into the challenges of standing out in crowded markets, why a technical sales background can be a hidden advantage for CROs, and how early-stage companies can build trust and credibility when competing against bigger, better-funded players. Sachin also shares practical lessons from launching an ambassador program, leveraging AI in both product and sales processes, an...2025-05-0824 minCoffee with Sales EngineersImportance of knowledge management in Sales Engineering - Dan Chen, CEO of QuiltSend us a textsummaryIn this episode of Coffee with Sales Engineers, Sachin Wadhawan hosts Dan Chen, founder of Quilt, a company focused on enhancing sales engineering through innovative technology. They discuss the importance of knowledge management in sales engineering, the challenges faced by sales engineers, and the evolving role of AI in the industry. Dan shares insights from his entrepreneurial journey and the significance of understanding the sales engineering process to build effective tools for sales teams.takeawaysQuilt aims to stitch together knowledge...2025-04-3020 min
Coffee with Sales EngineersThe importance of Curiosity & Engagement in Sales Engineering - Tim ChinchenSend us a textsummaryIn this episode of Coffee with Sales Engineers, Tim Chinchen, a leader in solutions consulting, shares his journey from post-sales to pre-sales, discussing the importance of curiosity, engagement, and storytelling in sales engineering. He emphasizes the evolving role of AI in the industry and how it can enhance the effectiveness of sales engineers. Tim also highlights the significance of building a high-performance team and the characteristics that define top performers in the field.key takeawaysCuriosity and engagement are essential traits for...2025-04-2927 min
The Revenue InsidersBatman & Robin: The Dynamic Duo of Sales & Sales EngineeringTL;DR:This episode is all about the unsung heroes of the sales world: Sales Engineers (SEs). Hosts Kelly Lewis and Tiffany Jones, joined by guest Sachin Wadhawan, explore the vital partnership between Account Executives (AEs) and SEs—framed through the lens of Batman and Robin. They break down what makes this relationship tick, why it’s essential for winning bigger, better, and faster deals, and how organizations can better support and recognize their SEs.Sales Engineers are the secret weapon behind every successful sales team, but their contributions are often misunderstood or overlooked. In this...2025-04-2838 min
Coffee with Sales EngineersPrioritizing "Solve" over "Sell" for Sales Engineers - Grace YangSend us a textSummaryIn this episode, Sachin Wadhawan interviews Grace, a solutions engineer with a background in finance and economics. They discuss Grace's transition from consulting to solutions engineering, the unique aspects of her role, and the challenges she faces, particularly as a woman in a male-dominated field. Grace shares her experiences working internationally and emphasizes the importance of problem-solving over selling in her profession. The conversation also highlights the collaboration between solutions engineers and account executives, and the need for effective communication in achieving success.takeaways- The role of...2025-04-1516 min
Coffee with Sales EngineersEmpowering Sales Engineers for Career Success - BetterCareer.orgSend us a textIn this episode of Coffee with Sales Engineers, host Sachin Wadhawan speaks with Yuji Higashi and Mattie Stremic, co-founders of Better Career, about the evolving landscape of sales engineering and the challenges faced by professionals in this field. They discuss the importance of self-promotion, the trends in career transitions to sales engineering, and the key qualities that lead to securing top job offers. The conversation also delves into how the role of sales engineers is changing in the age of AI, emphasizing the need for both technical skills and soft skills to succeed...2025-04-1029 min
Coffee with Sales EngineersCoffee with Sales Engineers - Neil Parekh (SiftHub)Send us a textsummaryIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Neil Parekh from SiftHub discussing the evolving role of sales engineers in the context of AI and technology. They explore how AI can augment the workflows of sales engineers, allowing them to focus on higher-value tasks and improve their productivity. The conversation also touches on the changing dynamics between account executives and sales engineers, the importance of trust in sales, and the future trends in sales engineering.takeawaysSales engineers are essential for building trust with prospects.2025-04-0326 minCoffee with Sales EngineersTop 3 talents that SEs and SEs must have to succeed in technical salesSend us a textIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Steve Bullington, Director of Solution Engineering Talent Development at Salesforce. They discuss the evolution of sales engineering, the importance of diversity in talent development, and the innovative training programs at Salesforce, including the Scout Academy and the Rise program. Steve shares insights from his journey into sales engineering and highlights the key characteristics that make successful sales engineers. The conversation emphasizes the need for awareness and education about the sales engineering profession, as well as the importance of continuous learning and curiosity...2025-04-0122 min
Coffee with Sales EngineersThe story of a purebred Sales Engineer - Amanda UtsteinSend us a textIn this episode of Coffee with Sales Engineers, Amanda Utstein shares her journey as a purebred sales engineer, discussing her transition from mechanical engineering to sales engineering, the importance of simplifying technical concepts, and the dynamic nature of her role. She emphasizes the impact of technology and automation in sales while highlighting the necessity of maintaining human connections in the sales process.2025-03-1313 min
Coffee with Sales EngineersThe importance of personalized demos: Kintan BrahmbhattSend us a textIn this episode of Coffee with Sales Engineers, Sachin Wadhawan interviews Kintan, CEO of Olto, discussing the evolving role of sales engineers and the impact of AI on personalized product demos. They explore the importance of human connection in sales, the need for tailored demos for every prospect, and how technology can enhance the efficiency of sales engineering teams. Kintan shares insights on leveraging live product instances for demos and the future of sales engineering in an AI-driven world.takeaways- Sales engineers are crucial in tailoring product narratives for...2025-03-0531 min
Coffee with Sales EngineersFrom Developer to Sales Engineer Podcaster: A Thrilling Journey with Sameer KausarSend us a textBuckle up for an electrifying episode of Coffee with Sales Engineers! We sit down with Sameer Kausar, the dynamic host of Diary of a Sales Engineer, to uncover his extraordinary path from software developer to senior solutions consultant and influential podcaster.🎧 What’s in store?Sameer reveals how his coding roots and a surprising passion for dance ignited his transition into sales engineering. Discover the golden nuggets of wisdom he’s gathered from industry legends, the hurdles he’s overcome, and why he’s championing the evolution of tools tailo...2024-12-2223 min
Coffee with Sales EngineersFrom flipping burgers at McDonald's to Sales Engineering: Brian Rossi's Unique Journey & AI InsightsSend us a textIn this episode of 'Coffee with Sales Engineers', we chat with Brian Rossi about his fascinating and unconventional journey from flipping burgers at McDonald's to becoming a sales engineer. Brian shares his insights on the impact of AI in sales engineering, his career progression, and the importance of creativity and technical curiosity in the field. We dive deep into Brian's early tech interests, his pivotal career moments, and his thoughts on leveraging AI to enhance sales engineering processes. Tune in to learn how Brian mentors upcoming SE talents and explores innovative AI applications...2024-12-0634 min
Coffee with Sales EngineersCo-creating with your AE and your prospect - Jessica HoodSend us a textEmpowering Journeys in Sales Engineering: A Conversation with Jessica HoodJoin us for an inspiring episode of 'Coffee with Sales Engineers' as I connect with my longtime friend and successful go-to-market leader, Jessica Hood. Diving into her journey, Jessica shares invaluable insights from her transition into sales engineering, her impactful first demo, the importance of the AE-SE relationship, and her commitment to empowering women in the field. This engaging discussion highlights key strategies for achieving synergy between AEs and SEs and offers encouragement for aspiring female sales engineers. Don't miss out...2024-11-2617 min
Coffee with Sales EngineersSales Engineering journey of Michael JacksonSend us a textIn this episode of Coffee with Sales Engineers, we meet Michael Jackson, a seasoned sales engineer. Michael shares his journey from a computer science graduate to a successful career in sales engineering. We discuss the evolving roles of sales engineers, the importance of building relationships with account executives, and the unique skills required to excel in this profession. Tune in to learn about the dynamic and influential role of sales engineers from Michael's rich experiences and insights.00:20 Michael Jackson's Background and Icebreakers02:09 The Evolution of Sales Engineering02:42 D...2024-11-1923 min
Coffee with Sales EngineersUnlocking the Power of Sales Engineering with John Beechen | Coffee with Sales EngineersSend us a textIn this episode of Coffee with Sales Engineers, John Beechen shares his journey from network engineering to leading a global team of sales engineers. With a rich background in product management, services leadership, and e-commerce, John discusses the unique role of sales engineers, their influence on product management, and the potential impact of AI in the field. Tune in for insights on the human element in technology sales, managing teams, and the critical collaboration between SEs and product managers.00:34 John's Background and Career Journey02:25 First Encounter with Sales Engineering2024-11-1820 min
Coffee with Sales EngineersFrom Implementation expertise to sales engineering leadership - Karthik's journey and insightsSend us a textIn this episode of Coffee with Sales Engineers, we meet Karthik Pannamaneni, an experienced sales engineering leader. Karthik shares his 20+ year journey in sales engineering, discussing how he became an SE by chance and later transitioned into leadership. The conversation delves into his philosophy on being hands-on, building great SE/AE relationships, and the importance of customer-centricity. Additionally, Karthik talks about his role in managing both pre-sales and post-sales teams, emphasizing operational excellence and the convergence of these functions. Tune in for valuable insights on SE leadership, mentoring, and aligning sales and engineering...2024-11-0821 min
Coffee with Sales EngineersBrian Cotter takes on the 3 most critical objections SE leaders struggle withSend us a textWe role play in this episode where I, pretending to be a sales leader, challenge Brian Cotter with the 3 most critical objections for an SE leader:1. Why do we need more SEs? Let's do more with less2. We don't need new tools for the SE team. Let's leverage the systems we already have in place for our sales team3. Let's keep our SEs focused on closing deals onlyJoin us in a deep dive into the dynamic world of sales engineering with industry expert Brian Cotter and...2024-10-2227 min
Coffee with Sales EngineersFrom Product Manager to Sales Engineering Leader: Gal Oppenheimer's Unique JourneySend us a textIn this episode of Coffee with Sales Engineers, we explore the fascinating career path of Gal Oppenheimer—from starting as a product marketing intern at VMware to becoming a leader in sales engineering. Gal shares his unique experiences, from his background in economics and computer science to roles in product management and sales engineering, all while scaling teams and shaping company culture at Contentstack. Dive into valuable insights about bridging product management and sales engineering, the importance of customer-focused sales approaches, and the transformative power of effective team leadership.01:02 Gal's Early Ca...2024-10-1322 min
Coffee with Sales EngineersJourney of a Lifelong Sales Engineer: Insights from Brian LandSend us a textIn this episode of Coffee with Sales Engineers, we get to meet Brian Land, a seasoned sales engineering leader with a rich history in tech. Brian shares his journey from starting as a sales engineer, his move into leadership roles, and the importance of continuous learning. He highlights how he maintains his technical edge, motivates his team, and embraces innovation, especially with the rise of AI. Brian also discusses his short stint in go-to-market roles and the lessons learned, along with challenges faced by sales engineering leaders. Tune in for insights into what...2024-10-1122 min
Coffee with Sales EngineersHow does bartending and playing piano at a bar lead to a Sales Engineering career? Hear from Danny SmithSend us a textIn this episode of 'Coffee with Sales Engineers,' we sit down with Danny Smith from Stripe's Partner Solution Engineering team. Danny shares his unique journey from a computer science master's degree to becoming a bartender and musician in New Orleans, and how these experiences shaped his transition into sales engineering. He discusses the importance of having a technical background, the role of customer engagement, and the critical lessons he learned in high-pressure environments like American Airlines. Danny also highlights the intriguing dynamics of the partner ecosystem and the value of thorough discovery...2024-09-2230 min
Coffee with Sales EngineersFrom IT Support to Leading Sales Engineering: Ed Duffy's JourneySend us a textIn this episode of 'Coffee with Sales Engineers,' we sit down with Ed Duffy, Senior Manager of Solutions Engineering at Feedonomics, to delve into his unique path from IT support and technical consulting to a successful career in sales engineering. Ed shares his personal journey, the serendipitous encounters that guided him, and his insights on the essential qualities for a successful SE team. Tune in to hear Ed's tips on hiring, fostering team culture, and recognizing when a career in sales engineering might be your true calling.00:26 Guest Introduction: Ed...2024-09-2119 min
Coffee with Sales EngineersFrom Account Executive to Sales Engineer: Katherine Giroux's Inspiring JourneySend us a textIn this episode of Coffee with Sales Engineers, we hear from Katherine Giroux, about her unique transition from an account executive (AE) to a sales engineer (SE). Katherine shares how she initially pursued a career in sales at Oracle, later moving into sales engineering driven by her passion for understanding technology solutions. Learn about the AE/SE relationship, the role of empathy and communication in team dynamics, and Katherine's unique experiences in finding her super power in sales engineering. Discover valuable advice for AEs and SEs on building strong partnerships, setting boundaries, and...2024-09-0824 min
Coffee with Sales EngineersDiscovering the Journey and Wisdom of a Sales Engineering Legend: Peter CohanSend us a textIn this insightful episode of Coffee with Sales Engineers, we sit down with Peter Cohan, founder of Second Derivative and author of 'Great Demo' and 'Doing Discovery.' Peter shares his transformative journey from a chemist to an SE legend, offering valuable lessons for current and aspiring sales engineers. Topics covered include the critical pillars of a successful SE, the importance of discovery, and the dynamic relationship between account executives and sales engineers. This episode is packed with actionable advice for anyone in or considering a career in sales engineering.00:00 Introduction...2024-09-0733 min
Coffee with Sales EngineersDo you really need to fall into sales engineering? Melanie Flores made it happen!Send us a textJoin us for this special episode of Coffee with Sales Engineers featuring Melanie Flores. Discover how Melanie didn't just stumble into the sales engineering profession but made it happen through determination and creative strategies. From her unique career path starting in chemical engineering to becoming a TEDx speaker, entrepreneur, and now a sales engineer at SAP, Melanie shares inspirational insights. Learn about her innovative 21-day LinkedIn challenge, the importance of networking, and the value of being authentic in a competitive job market. Don't miss this enlightening discussion on mastering sales engineering and standing...2024-09-0617 min
Coffee with Sales EngineersFrom Research to Problem-Solving as a Sales Engineer - Ryan Spencer's journeySend us a textIn this episode of Coffee with Sales Engineers, we are joined by Ryan Spencer from Bath, England. Ryan shares his unique career journey from a research library assistant with degrees in statistics and physics to becoming a solutions engineer at Feedonomics. He discusses his initial hesitation towards sales, how his interest in problem-solving led him to this career, and the synergies between his background in data and his current role. Ryan also explains the benefits of diverse skill sets within a sales engineering team and the rewarding aspects of helping clients solve their...2024-08-1616 min
Coffee with Sales EngineersWhat do Teachers and Sales Engineers have in common? Daniel Vega teaches usSend us a textFrom Math Teacher to Sales Engineer: Daniel's JourneyIn this episode of Coffee with Sales Engineers, we chat with Daniel Vega, who transitioned from being a high school math and computer science teacher to a successful sales engineer. Daniel shares his unique career path, the skills he transferred from teaching to sales engineering, and challenges he faced along the way. Tune in to explore how pedagogy and technology can blend to create a fulfilling career in sales engineering.00:00 Introduction and Welcome00:13 Daniel's Journey from Teaching to Tech02:14...2024-08-0721 min
Coffee with Sales EngineersFrom Mechanical Engineering to a lifelong successful career in Sales Engineering - Nick RiitanoSend us a textJoin us in this episode of 'Coffee with Sales Engineers' where we hear from Nick Riitano, a veteran in sales engineering with nearly 30 years of SE experience. From starting in customer support to leading sales engineering teams at giants like Salesforce and Asana, Nick shares valuable insights into SE leadership, best practices, and his incredible journey. Learn about the importance of intellectual curiosity, effective AE-SE relationships, and what makes a stellar sales engineer. Whether you're in the field or aspiring to be, this episode is packed with wisdom and practical advice from a s...2024-07-3026 min
Coffee with Sales EngineersFrom Services Leadership to Sales Engineering - Kevin Burpo's unique journey across small and large companiesSend us a textJoin us in this engaging episode of 'Coffee with Sales Engineers' as we reconnect with Kevin Burpo, an industry veteran with a remarkable journey through the world of sales engineering. Kevin shares his experiences from integration consulting to co-founding a company and finally working at Salesforce for the past five years. Discover the nuances of his career, the challenges he faced balancing personal and professional life, and the reasons behind his shift from services to sales engineering. Kevin also offers valuable insights into the critical aspects of sales engineering roles in both small...2024-07-2828 min
Coffee with Sales EngineersFrom Software Engineering to Sales Engineering - Corey Bradford's journeySend us a textThe Sales Engineer's Journey: Insights from a Veteran - Coffee with Sales EngineersIn this episode of 'Coffee with Sales Engineers,' Sachin reconnects with his old friend, Corey Bradford, a seasoned sales engineer with over 20 years of experience. Corey shares his unique journey from studying software engineering at the University of Texas to working at major companies like Convio and Google. He discusses the essential skills and mindset required for a successful career in sales engineering, the value of understanding both customer needs and technology, and the critical role sales...2024-07-2021 min
Coffee with Sales EngineersFrom Pastry Chef to Sales Engineer: Nancy Laliberte's Inspiring JourneySend us a textIn this episode of 'Coffee with Sales Engineering,' please meet Nancy, a sales engineer at Pendo, who shares her incredible journey from working in hospitality and baking pastries to becoming a successful sales engineer. Nancy discusses her transition into the tech industry by taking night classes in coding, her initial roles in tech support, and how she discovered sales engineering. She emphasizes the importance of strong communication and collaboration with account executives, continuous learning, and understanding the value of thorough discovery in sales. Nancy's story is a testament to the power of...2024-07-1922 min
Coffee with Sales EngineersFrom Finance to Sales Engineering: Chris Browne's Journey of Perseverance and PartnershipSend us a textIn this inspiring episode of 'Coffee with Sales Engineers,' host Sachin Wadhawan interviews Chris Browne, Senior Director of Solutions at Lattice. Chris shares his unique journey from a finance major to becoming a seasoned sales engineer. He discusses the challenges and rewards of the profession, emphasizes the importance of partnership between sales engineers and sales reps, and offers invaluable tips for both early career professionals and seasoned veterans in the field. Tune in to learn about Chris's passion for technology, his experiences in various industries, and the keys to successful sales engineering.2024-07-1840 min
Coffee with Sales EngineersFrom Business Development to Sales Engineering: Transformative Journeys and Diverse Insights from Devina BakerSend us a textIn this episode, we dive deep into the world of sales engineering with an inspiring conversation about career transitions, the impact of mentorship, and the evolving role of sales engineers. Our guest shares personal stories about moving from Business Development to a Solutions Consultant, the importance of intellectual curiosity, and the challenges and successes along the way. We also explore the need for more diversity in the field, the significance of building trust and credibility, and the potential for sales engineering to offer fulfilling and prosperous careers. Tune in to learn about...2024-07-1524 min
B2B Sales Trends29. The Sales Engineer Evolution: From Demo Monkeys to Strategic AdvisorsIn this episode of the B2B Sales Trends podcast, host Harry Kendlbacher sits down with Sachin Wadhawan, VP of Sales Engineering at BigCommerce, to explore the evolving landscape of sales engineering in the B2B realm. Sachin shares his journey from software development to sales engineering and discusses the crucial role that sales engineers play in complex sales cycles. He emphasizes the importance of aligning sales reps and sales engineers to deliver value-based outcomes for customers and highlights the dynamic relationship between the two roles. Sachin also delves into industry trends such as composability in technology stacks and the...2024-04-1033 min
Integrate & ConquerGoing deep vs. Going wide with EcommerceIn this episode, Tracey and Myles revisit something that Sachin Wadhawan of BigCommerce said in Episode 43 of the podcast. Topics covered include B2B Ecommerce, B2C Ecommerce, and how the two are converging on each other at a rapid pace. For more on MoJo Active's Ecommerce capabilities, visit https://www.mojoactive.com/ecommerce 2020-06-1914 min
Integrate & ConquerEcommerce Trends to WatchIn this episode, Tracey and Myles revisit something that Sachin Wadhawan of BigCommerce said in Episode 43 of the podcast. Join us as we further explore emerging trends in Ecommerce surrounding online payments, augmented reality (AR), artificial intelligence (AI), and video. For more on MoJo Active's Ecommerce capabilities, visit https://www.mojoactive.com/ecommerce 2020-06-1711 min
Integrate & ConquerKey questions to ask when vetting an Ecommerce providerIn this episode, Tracey and Myles revisit something that Sachin Wadhawan of BigCommerce said in Episode 43 of the podcast. Dive deeper into open-source vs. open-SaaS Ecommerce solutions, as well as questions to ask and things to consider when choosing an Ecommerce platform. For more on MoJo Active's Ecommerce capabilities, visit https://www.mojoactive.com/ecommerce 2020-06-1515 min