Justin Mottram’s Post

The best Sales Engineers (SE) marry their technical expertise with exceptional human skills. Here's my take on what makes a really good SE.👇 Human Skills: - Storytelling 📚 - Relationship building 🤝 - Empathy 💖 - Active listening 👂 - Handling objections like a pro 😎  Technical Skills: - In-depth product knowledge 🧠 - A keen understanding of the industry and competitors 🕵️♀️  - Mastering product demos 🔧  - Debugging prowess 💻 I am on the lookout for my next Sales Engineering role in SaaS. #SalesEngineering #SaaS #JobSearch #SkillsforSuccess

#hiring Sr. Solutions Engineer, Denver, United States, fulltime #jobs #jobseekers #careers #Denverjobs #Coloradojobs #SalesMarketing Apply: https://lnkd.in/gM2YVSZG FreeWheel, a Comcast company, provides comprehensive ad platforms for publishers, advertisers, and media buyers. Powered by premium video content, robust data, and advanced technology, we're making it easier for buyers and sellers to transact across all screens, data types, and sales channels. As a global company, we have offices in nine countries and can insert advertisements around the world.Job SummaryResponsible for providing subject matter expertise on the design and implementation of complex ad-serving platforms that enable customers to stream, track and monetize their content online including, new customer deployments, expansion projects and internal initiatives. Works as a collaborative member of the sales team to market and sell the Company's product lines. Provides insight to customers on current network solutions and configuration design. Works closely with sales executives on presentations and the technical design of new sales. Has in-depth experience, knowledge and skills in own discipline. Usually determines own work priorities. Acts as resource for colleagues with less experience.Job DescriptionCore ResponsibilitiesServes as subject matter expert on one or more business solutions for products that enable customers to stream, track and monetize their content online.Performs needs analyses for the Company and its customers. Develops and documents strategic, cost-effective business and technical solutions.Translates complex technical design requirements into information that customers can understand and respond to.Supports Sales team with product modifications and engineering expertise for custom projects.Architects solutions during presales process based on the ability to translate business requirements directly from customers.Provides timely, technical support and problem resolution for field service questions.Consistent exercise of independent judgment and discretion in matters of significance.Regular, consistent and punctual attendance. Must be able to work nights and weekends, variable schedule

Hiring an Account Executive and asking them to single-handedly solve your revenue problems is like hiring a Software Engineer and asking them to write code on a piece of paper. Without tools, process, and support, neither will produce anything at all and is just you setting your money on fire. To build a real sales organization, even if that's a team of 1, you need systems and workflows behind the organization to turn a bunch of random work into a unified push towards an outcome. The irony is that most individual sales reps, even the very good ones, aren't necessarily good at setting up such a system. It's a different mindset from the work of selling prospects. It's not just that they'll be slow or produce too little, it's that they'll produce literally nothing at all while they struggle to balance a jumble of tasks without direction. If you're sales results are underwhelming, consider the process before you take aim at the individuals. You might have a problem on both fronts, but you won't know until you solve process.

#SalesEngineers #CareerAdvice #TechJobs Hey everyone! 👋 I've been mulling over the idea that more of you might really want to think about pursuing a career as a Sales Engineer. Now, let’s dive into what that could look like for you! Is it for everyone? Nope! But if you're the kind of person who loves connecting with others, it might just be the right fit for you. Variation in roles: Sales Engineer positions can differ greatly between companies. Some might need a bit of coding chops, while others only require a solid technical background. What do you do? Essentially, you’ll team up with an Account Executive during product demos and tackle any technical questions that arise. 🛠️ Work-life balance: Most SEs work standard 9-5 hours, making it a less stressful option compared to a traditional sales role. Good earnings: According to RepVue, the average base salary for a Sales Engineer is around $140k with a potential OTE (On-Target Earnings) of $190k. Top performers c... Could a Sales Engineer Career Solve Your Job Stress and Income Woes? Answers: https://lnkd.in/gQKPsGW8

We’ve seen some pretty cool career pivots into AE, CSM, and SE/SC roles lately… Real Estate Agent. →  Account Executive Product Manager  →  Account Executive Employment Counselor  →  Customer Success Manager Account Executive  →  Sr. Solutions Consultant Higher Ed Assistant  →  Solutions Engineer Teacher  →  Solutions Consultant SDR  →  Sales Engineer If you’re working on your career transition, stick with it, your time is coming. Already made the pivot? What was your background? I'd love to hear about more examples. #csm #presales #techsales #careerpivot

The hidden cost of a vacant Enterprise AE seat: $𝟓𝟏𝟎,𝟒𝟏𝟔 𝐩𝐞𝐫 𝐦𝐨𝐧𝐭𝐡 🤯 It's not just about the missed quota. 💰 Every month you delay hiring a top-performing Enterprise Account Executive, your company could be sacrificing over half a million dollars in lifetime value. Here's the breakdown: The Impact on Revenue ⚫ Year 1 Full quota: $1,400,000 Ramp time (3 months): -$350,000 Adjusted quota: $1,050,000 (assuming 100% achievement) ⚫ Year 2 -Full quota: $1,400,000 (assuming 100% achievement) -The Long-Term Cost -Total Revenue (2 years): $2,450,000 -Average Enterprise LTV (5 years): $12,250,000 Cost per Month of Delay: $12,250,000 / 24 months = $510,416 The Takeaway Speed and quality are paramount in Enterprise sales hiring. The math is clear: every month counts. Want to accelerate your Enterprise sales growth? Let's connect and discuss strategies to optimize your hiring process. #EnterpriseSales #Hiring #RevenueGrowth

Often, the role of a Solution Engineer (SE's) or Solution Consultant is seen as playing second fiddle in a movie. Accurate? No! The two key players in modern B2B SaaS sales are: 1️⃣ Account Executives (AE’s) & Sales Managers 2️⃣ Solution Engineers (SE’s), Solution Consultants, or Pre-Sales Yes, they go by different names in different organisations. Although they might have some slight deviations in the skill sets they bring to the table, all of them play a borderline similar role during the sales cycle. Some common myths: ❌ SE’s do not have the anxiety of carrying a sales quota. ❌ SE’s need not speak to the customer. AE’s handle all communication here. ❌ SE’s only help with decks and demo account set-up. Reality: ✅ SE’s carry a quota. Sometimes it is equal to the sum of the AE’s quota they are mapped to. ✅ SE’s have more skin in the game, talking to the customer and understanding the technical challenges and nitty-gritty around custom config, integrations, API, etc. They unlock those deeper conversations in an evaluation cycle. ✅ SE’s understand MEDDPICC as much as an AE does; but more importantly, they excavate “PAIN” and design a solution that actually solves that pain! A small deal can be won by the AE alone. A great deal is won by the right pair of AE-SE partnership! P.S. We are hiring for 2 Solutions Engineers (One for the US shift and one for the EU Shift). If you have 3+ years of experience in B2B SaaS as a Solution Engineer, Pre-Sales, Onboarding for Mid-market and enterprise deals, please drop your resume with a cover letter at careers@rocketlane.com or DM Janani, Prakash, or me. Feel free to share/tag if you think you know a rockstar we should get in touch with. #interview #solutionengineer #presales #sales #rocketlane #employerbranding #hiring #rocketlane

When hiring for #presales what makes a good SC/SE/SA? It's more than just tech background and soft skills. In my opinion, it comes down to 5 core areas: 1️⃣ Technology - what's the candidate's background? Do they have breadth and some depth? Are they knowledgeable about trends and the state of the market? 2️⃣ Soft Skills - do they present well? can they communicate effectively? can they demo? 3️⃣ Sales - Have they followed a sales process before? Was it successful? If not what were the downsides? 4️⃣ Empathy - Can they demonstrate empathy during a discovery role play? Can they put themselves in a prospect's shoes? 5️⃣ Adaptability - Can they adapt on the fly and still own the room during a presentation? Or can they handle last-minute changes? #presales #solutionsarchitect #salesengineering

It is a true mix of tech/sales/soft skills that make a great SE, just like there is a demonstration and then there's a demonstration that speaks directly to the audience pain by a trusted advisor :)

Still wondering what SaaS SALES is all about? 🤔 According to my recent poll, only 40% of respondents were familiar with it - guess we gotta pump those numbers up! SaaS Sales involves selling subscription-based software solutions and success relies on building relationships and delivering value to customers. Tech companies can serve diverse industries like healthcare, finance, retail, education, marketing - just to name a few! Here's why it's a great career choice: • It's a rapidly growing field, offering great opportunities for career progression and skill development! • The recurring revenue model often leads to attractive compensation packages, including commissions and bonuses. • The fast-paced nature of the industry means there's always something new to learn and innovative solutions to explore. Ready to kick your career off now? Get in touch! --- 🎓 Interested in learning more about the opportunities? apply@timberseed.com 📈 Hiring grads for your team and want some insights? hiring@timberseed.com #SaaSSales #CareerGrowth #SoftwareSales