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I can recall one of my earlier conversations with Chris Mabry, general manager of the PreSales Collective.
We were discussing how eye-opening and exciting it is to step into a community, like the PSC, where there are so many different versions of the job you do, and so many different people looking to make a real impact and contribution. It was then when Chris said this line that has stuck with me in the ensuing months:
"Jeremy, PreSales is the greatest job in tech that no one has heard of!"
And truer words have never been spoken. Today in the United States alone, there are over 125,000 of these individuals performing both this significant, and highly diversified kind of job.
But, ask a PreSales individual what they do, and you will get a look of puzzled confusion that can best be described as parents or grandparents’ facial expressions, when you tell them what you do for a living.
And you will most likely get these three words as a reply: “Well. It depends…..”
What Exactly is PreSales?
But what exactly is "PreSales" and how does it fit into the larger, and rapidly changing technology landscape of 2024?
Well, "PreSales" by definition is cited as: "A process of set of activities normally carried out before a customer is acquired". And that is technically true. However, anyone who has worked a "PreSales" job, or one of the many other titles that have been borne out of the function, knows there is so much that goes into this role in order for it to be successful!
Go to most technology companies today and you will see a role, or sometimes several roles, that serve this critical customer-facing role. They may be Solution Consultants, or Solution Engineers, or Sales Engineers, or Sales Consultants. And of course, you can simply add 'PreSales' to any of those titles and have another entirely different position!
But most would be able to agree that this key position often serves as a point person accountable for the customer's solution.
The Unique Skill Set of a PreSales Engineer
If salespeople (AEs) are responsible for the "what" and "who" of opportunities, then think of a PreSales (SE) responsible for the "Why" and the "How".
Your SE will most certainly need to possess a diverse and unique set of skills. An SE must be able to provide both technical expertise, in addition to being able to communicate the product and solutions underlying value.
Beyond this, however, is often where the similarities end.
Like Baskin Robbins, there absolutely are 31 (probably more) unique ways the SE functions are performed.
Some SEs are hired to more exclusively focus on product-led motions such as demoing the product, understanding what features are important for the customer, and providing technical support should the product be having issues.
Other SEs may be more "business value focused" and be sales led, ensuring customer satisfaction will also mean revenue acceleration.
Traits of Successful PreSales Engineers
There are multiple different permutations you can take this kind of role, but most of the SEs who having long lasting careers have these traits in common:
- Curiosity - Between constant new technologies to learn and understand how they might benefit your industry, having a natural curiosity will absolutely benefit you.
- Empathy - Even more so, potentially, than an AE the customer will expect someone like an SE to understand their business challenges to a greater degree. These personable related attributes are focal to having a good customer relationship.
- Agility - No one’s role functions will be stretched more than a SEs. Some days you may be presenting to C-suites and board of directors, and others you may be head down in product specifications working on a key feature. Often no two days are alike!
Back when I served as a Solutions Consultant, the variance in my tasks and responsibilities shifted day to day. This is the kind of dynamic, ever-changing environment that I, and most other SEs thrive in. One morning I may be meeting with a CIO to defibrillate….sorry I mean DISCUSS a groundbreaking data analysis tool, whereas then in the afternoon, I may be submitting detailed production specifications to assess that proposed solutions initial proof of concept, while needing to prepare for a completely different demonstration the following day. This job is not for those who crave a sedentary profession!
Why is PreSales Overlooked?
In closing, let’s go back to the original statement of the SE being the best job nobody knows about. So why has no one heard of it?
That answer is a little more complicated to explain. Often team selling motions can get overshadowed by the individual(s) responsible for the customer and the sale. As such, a lot of attention is given to the AE function, with all other roles serving a supporting role.
Thus, I do believe in recent years, and with fantastic communities like the PSC, we can bring a whole great deal of deserved attention and awareness to this key position.
Often SEs are brought in for a PreSales purpose such as a "demo" or presentation, so the cadence in which they are generally active is not one always conducive for people to see what they are doing and working on.
Your SE of today serves as both a critical member of the selling team, as well as the internal team building the solution. They must be able to juggle the internal and external priorities of the engagement while always keeping an eye out for the customer, to ensure their needs are being met.
The Unsung Heroes of Tech
Rest assured, the SE is one of the hardest working and creative teammates you have! And today? Well today there is no better time to be a Solutions Engineer! And maybe now a few more of you know who we are!
About Jeremy Spiegel:
With two decades of global success in various roles across multiple industries, Jeremy has excelled in sales, marketing, sales engineering, operations, and program management. His true passion lies in Sales & Solution Engineering, where he spent over eight years earning multiple honors, including President’s Club annually. In 2017, he co-founded and built a world-class Solutions & Delivery team for a multi-billion-dollar company, growing it to over 100 members and contributing nearly $1 billion in revenue in 2023. Jeremy also focuses on leadership, fostering top-performing cultures. He resides in Marblehead, Massachusetts, with his wife Sarah, their son Levi, and their dog Max.
I can recall one of my earlier conversations with Chris Mabry, general manager of the PreSales Collective.
We were discussing how eye-opening and exciting it is to step into a community, like the PSC, where there are so many different versions of the job you do, and so many different people looking to make a real impact and contribution. It was then when Chris said this line that has stuck with me in the ensuing months:
"Jeremy, PreSales is the greatest job in tech that no one has heard of!"
And truer words have never been spoken. Today in the United States alone, there are over 125,000 of these individuals performing both this significant, and highly diversified kind of job.
But, ask a PreSales individual what they do, and you will get a look of puzzled confusion that can best be described as parents or grandparents’ facial expressions, when you tell them what you do for a living.
And you will most likely get these three words as a reply: “Well. It depends…..”
What Exactly is PreSales?
But what exactly is "PreSales" and how does it fit into the larger, and rapidly changing technology landscape of 2024?
Well, "PreSales" by definition is cited as: "A process of set of activities normally carried out before a customer is acquired". And that is technically true. However, anyone who has worked a "PreSales" job, or one of the many other titles that have been borne out of the function, knows there is so much that goes into this role in order for it to be successful!
Go to most technology companies today and you will see a role, or sometimes several roles, that serve this critical customer-facing role. They may be Solution Consultants, or Solution Engineers, or Sales Engineers, or Sales Consultants. And of course, you can simply add 'PreSales' to any of those titles and have another entirely different position!
But most would be able to agree that this key position often serves as a point person accountable for the customer's solution.
The Unique Skill Set of a PreSales Engineer
If salespeople (AEs) are responsible for the "what" and "who" of opportunities, then think of a PreSales (SE) responsible for the "Why" and the "How".
Your SE will most certainly need to possess a diverse and unique set of skills. An SE must be able to provide both technical expertise, in addition to being able to communicate the product and solutions underlying value.
Beyond this, however, is often where the similarities end.
Like Baskin Robbins, there absolutely are 31 (probably more) unique ways the SE functions are performed.
Some SEs are hired to more exclusively focus on product-led motions such as demoing the product, understanding what features are important for the customer, and providing technical support should the product be having issues.
Other SEs may be more "business value focused" and be sales led, ensuring customer satisfaction will also mean revenue acceleration.
Traits of Successful PreSales Engineers
There are multiple different permutations you can take this kind of role, but most of the SEs who having long lasting careers have these traits in common:
- Curiosity - Between constant new technologies to learn and understand how they might benefit your industry, having a natural curiosity will absolutely benefit you.
- Empathy - Even more so, potentially, than an AE the customer will expect someone like an SE to understand their business challenges to a greater degree. These personable related attributes are focal to having a good customer relationship.
- Agility - No one’s role functions will be stretched more than a SEs. Some days you may be presenting to C-suites and board of directors, and others you may be head down in product specifications working on a key feature. Often no two days are alike!
Back when I served as a Solutions Consultant, the variance in my tasks and responsibilities shifted day to day. This is the kind of dynamic, ever-changing environment that I, and most other SEs thrive in. One morning I may be meeting with a CIO to defibrillate….sorry I mean DISCUSS a groundbreaking data analysis tool, whereas then in the afternoon, I may be submitting detailed production specifications to assess that proposed solutions initial proof of concept, while needing to prepare for a completely different demonstration the following day. This job is not for those who crave a sedentary profession!
Why is PreSales Overlooked?
In closing, let’s go back to the original statement of the SE being the best job nobody knows about. So why has no one heard of it?
That answer is a little more complicated to explain. Often team selling motions can get overshadowed by the individual(s) responsible for the customer and the sale. As such, a lot of attention is given to the AE function, with all other roles serving a supporting role.
Thus, I do believe in recent years, and with fantastic communities like the PSC, we can bring a whole great deal of deserved attention and awareness to this key position.
Often SEs are brought in for a PreSales purpose such as a "demo" or presentation, so the cadence in which they are generally active is not one always conducive for people to see what they are doing and working on.
Your SE of today serves as both a critical member of the selling team, as well as the internal team building the solution. They must be able to juggle the internal and external priorities of the engagement while always keeping an eye out for the customer, to ensure their needs are being met.
The Unsung Heroes of Tech
Rest assured, the SE is one of the hardest working and creative teammates you have! And today? Well today there is no better time to be a Solutions Engineer! And maybe now a few more of you know who we are!
About Jeremy Spiegel:
With two decades of global success in various roles across multiple industries, Jeremy has excelled in sales, marketing, sales engineering, operations, and program management. His true passion lies in Sales & Solution Engineering, where he spent over eight years earning multiple honors, including President’s Club annually. In 2017, he co-founded and built a world-class Solutions & Delivery team for a multi-billion-dollar company, growing it to over 100 members and contributing nearly $1 billion in revenue in 2023. Jeremy also focuses on leadership, fostering top-performing cultures. He resides in Marblehead, Massachusetts, with his wife Sarah, their son Levi, and their dog Max.
I can recall one of my earlier conversations with Chris Mabry, general manager of the PreSales Collective.
We were discussing how eye-opening and exciting it is to step into a community, like the PSC, where there are so many different versions of the job you do, and so many different people looking to make a real impact and contribution. It was then when Chris said this line that has stuck with me in the ensuing months:
"Jeremy, PreSales is the greatest job in tech that no one has heard of!"
And truer words have never been spoken. Today in the United States alone, there are over 125,000 of these individuals performing both this significant, and highly diversified kind of job.
But, ask a PreSales individual what they do, and you will get a look of puzzled confusion that can best be described as parents or grandparents’ facial expressions, when you tell them what you do for a living.
And you will most likely get these three words as a reply: “Well. It depends…..”
What Exactly is PreSales?
But what exactly is "PreSales" and how does it fit into the larger, and rapidly changing technology landscape of 2024?
Well, "PreSales" by definition is cited as: "A process of set of activities normally carried out before a customer is acquired". And that is technically true. However, anyone who has worked a "PreSales" job, or one of the many other titles that have been borne out of the function, knows there is so much that goes into this role in order for it to be successful!
Go to most technology companies today and you will see a role, or sometimes several roles, that serve this critical customer-facing role. They may be Solution Consultants, or Solution Engineers, or Sales Engineers, or Sales Consultants. And of course, you can simply add 'PreSales' to any of those titles and have another entirely different position!
But most would be able to agree that this key position often serves as a point person accountable for the customer's solution.
The Unique Skill Set of a PreSales Engineer
If salespeople (AEs) are responsible for the "what" and "who" of opportunities, then think of a PreSales (SE) responsible for the "Why" and the "How".
Your SE will most certainly need to possess a diverse and unique set of skills. An SE must be able to provide both technical expertise, in addition to being able to communicate the product and solutions underlying value.
Beyond this, however, is often where the similarities end.
Like Baskin Robbins, there absolutely are 31 (probably more) unique ways the SE functions are performed.
Some SEs are hired to more exclusively focus on product-led motions such as demoing the product, understanding what features are important for the customer, and providing technical support should the product be having issues.
Other SEs may be more "business value focused" and be sales led, ensuring customer satisfaction will also mean revenue acceleration.
Traits of Successful PreSales Engineers
There are multiple different permutations you can take this kind of role, but most of the SEs who having long lasting careers have these traits in common:
- Curiosity - Between constant new technologies to learn and understand how they might benefit your industry, having a natural curiosity will absolutely benefit you.
- Empathy - Even more so, potentially, than an AE the customer will expect someone like an SE to understand their business challenges to a greater degree. These personable related attributes are focal to having a good customer relationship.
- Agility - No one’s role functions will be stretched more than a SEs. Some days you may be presenting to C-suites and board of directors, and others you may be head down in product specifications working on a key feature. Often no two days are alike!
Back when I served as a Solutions Consultant, the variance in my tasks and responsibilities shifted day to day. This is the kind of dynamic, ever-changing environment that I, and most other SEs thrive in. One morning I may be meeting with a CIO to defibrillate….sorry I mean DISCUSS a groundbreaking data analysis tool, whereas then in the afternoon, I may be submitting detailed production specifications to assess that proposed solutions initial proof of concept, while needing to prepare for a completely different demonstration the following day. This job is not for those who crave a sedentary profession!
Why is PreSales Overlooked?
In closing, let’s go back to the original statement of the SE being the best job nobody knows about. So why has no one heard of it?
That answer is a little more complicated to explain. Often team selling motions can get overshadowed by the individual(s) responsible for the customer and the sale. As such, a lot of attention is given to the AE function, with all other roles serving a supporting role.
Thus, I do believe in recent years, and with fantastic communities like the PSC, we can bring a whole great deal of deserved attention and awareness to this key position.
Often SEs are brought in for a PreSales purpose such as a "demo" or presentation, so the cadence in which they are generally active is not one always conducive for people to see what they are doing and working on.
Your SE of today serves as both a critical member of the selling team, as well as the internal team building the solution. They must be able to juggle the internal and external priorities of the engagement while always keeping an eye out for the customer, to ensure their needs are being met.
The Unsung Heroes of Tech
Rest assured, the SE is one of the hardest working and creative teammates you have! And today? Well today there is no better time to be a Solutions Engineer! And maybe now a few more of you know who we are!
About Jeremy Spiegel:
With two decades of global success in various roles across multiple industries, Jeremy has excelled in sales, marketing, sales engineering, operations, and program management. His true passion lies in Sales & Solution Engineering, where he spent over eight years earning multiple honors, including President’s Club annually. In 2017, he co-founded and built a world-class Solutions & Delivery team for a multi-billion-dollar company, growing it to over 100 members and contributing nearly $1 billion in revenue in 2023. Jeremy also focuses on leadership, fostering top-performing cultures. He resides in Marblehead, Massachusetts, with his wife Sarah, their son Levi, and their dog Max.
