PRESALES COLLECTIVE
EXECUTIVE SUMMIT 2022

November 1 | November 2

Day 1: 8AM to 1:30PM PT

Day 1 (11/2 for APJ) 9:30AM - 1PM (AEST)

Day 2 (11/2): 8AM to 12:45PM PT

The Premier Event for PreSales Leaders

PreSales Leadership Collective presents the Third Annual PreSales Executive Summit!
This two-day event will feature 50+ leaders over 21 sessions.

Learn from PreSales Veterans

Keynotes, presentations, and discussions with PreSales thought leaders on the most relevant topics for the modern PreSales executive.

Opportunities for Building Your Network

Each day will begin with an optional speed networking session! You'll have the chance to be paired with other leaders for a quick introduction and connect for future 1:1 interactions.

Live Discussion on Real Experiences

Presenters and attendees are ready to share ideas, experiences, and strategies to help you overcome challenges and drive progress for your team.



What Members are Saying...

"The sessions I attended were so well done. As a first-level leader in an organization that has a lot to do, I enjoyed learning from these strong program leaders."

"Every contributor gave enriching content and this event validated my commitment to the value of the presales. Thank you very much for your very positive impact."

"Fantastic event - great learnings, and such an eye opener on the transformation of our profession, and the influencing opportunities ahead of us as a community. Well done!"

Meet the speakers

Priyanka Amrith
Manager Solutions Architecture
Stripe
Paul Baptist
VP, Solution Engineering APJ
Alteryx
Stephanie Barnett
Head - Solution Engineering
Cloudflare
EVP, Global Customer Success
Yext
Andrea Bondi
VP, Global Solutions Engineering
Onfido
Siobhan Boucher
Director, EMEA Early in Salesforce
Career Program - Salesforce
Chris Browne
Director, Solutions Consulting
Lattice
Wally Bruner
Sr. Manager, Applications Sales & SE
Onboarding & Excellence - Oracle
Steve Bullington
Director, SE Talent
Development - Salesforce
Diana Cappello
Director Solutions Engineering
Eightfold
John Cook
Matthew Darrow
Co-Founder & CEO  
Vivun
Aditya Dohroo
Head - Solutions Consulting
Adobe
Tim Ebbers
Field CTO / VP of Customer Engineering
Era Software
Linda Glucina
Enterprise Solution Consulting Manager
MYOB
Vikram Gupta
Senior Director, SE and TAMAkamai Technologies
Sarah Hayward-May
Nazneen Irani
Head - Enterprise Solutions Architecture
Stripe
Dan Katz
Head - Solutions Engineering
Demostack
Ryan Lavallee
David Maloof
GVP, Strategic Advisory Services
Salesforce
Wendy McHenry
Director, Solution Consulting
Pegasystems
Leah Katsekas McTiernan
Delia Parman
Lori Payne
VP, Global Solutions Consulting
BlackLine
Ross Rotherham
Technology and Business Innovation Director
Mental Fitness Crew
Brendan Sapience
Director, Customer Solution
Twingate
Chris Streit
VP, Solution Consulting and Industry Principals
Domo
Angelica Veness
Senior Manager Solution engineering Development - Salesforce
Yuji Higashi
Co-Founder
PreSales Collective
Shawna James
Community and Events Manager
PreSales Collective
James Kaikis
Co-Founder
PreSales Collective
Kevin Mefford
Head of Community
PreSales Collective
Priyanka Amrith
Manager Solutions Architecture
Paul Baptist
VP, Solution Engineering
Stephanie Barnett
Head of Solution Engineering - Asia Pacific, Japan and China
Lexi Bohonnan
EVP, Global Customer Success
Andrea Bondi
VP, Global Solution Engineering
Siobhan Boucher
Dir, Early in Salesforce Career Program
Chris Browne
Director, Solutions Consulting
Wally Bruner
Sr. Manager, Applications Sales & SE Onboarding
Steve Bullington
Director, Solution Engineering Talent Development
Diana Cappello
Director, Solutions Engineering
Matt Darrow
Co-Founder & CEO
Dominic Dinardo
CEO & Co-Founder Aforza
Aditya Dohroo
Head, Solutions Consulting
Tim Ebbers
Field CTO / VP of Customer Engineering
Marc Ferrentino
President and COO  Yext
Linda Glucina
Solution Consulting Manager
Vikram Gupta
Sr Director, Solutions Engineering
Alex Hall
Sr Director, Global SC Academy
Sarah Hayward-May
Director, Technical Services APAC
Garin Hess
Founder and CEO  Consensus
Amin Ibrahim
Sr Director, Value & Solutions
Naz Irani
Head, Enterprise Solutions Architecture
Todd Janzen
Global Vice President of Q Branch
Alethea Josephson
Community Impact Manager -Zoom
Dan Katz
Head, Solutions Engineering
Karthik Krishna
Manager, Solutions Engineering - Freshworks
Ryan Lavalee
VP, Solution Engineering
Peter Lyu
VP, Global Solutions & Customer Success Rescale
David Maloof
GVP, Strategic Advisory Services
Davinder Mann
Sr Director, Global Citizen Philanthropy Programs - Salesforce
Wendy McHenry
Director, Solutions Consulting
Leah McTiernan
Presales Solutions and Industry Value GTM
Delia Parman
Sr Director, Solutions Consulting
Lori Payne
VP, Global Solutions Consulting
Tina Phillips
Director, Global PreSales Consultants
Ross Rotherham
Technology and Business Innovation Director | Coach
Brendan Sapience
Director, Customer Solutions
Achint Sehgal
Director, Solutions Engineering
Chris Streit
VP, Solution Consulting and Industry Principals
Angelica Veness
Sr Manager, Solution Engineering
Cortney Zamm
Solutions Engineering Leader - Sprout Social

Agenda

Any sessions in yellow are for PSLC members only

Day 1 - November 1, 2022

7:00AM - 7:45AM (PDT)

Optional Pre-conference Networking and Gathering (Exclusively for PSLC Members)

  
8:00AM - 8:15AM (PDT)

Opening Messages (Exclusively for PSLC Members)

James Kaikis - Co-Founder @ PreSales Collective
Kevin Mefford - Head of Community @ PreSales Collective
Shawna James - Community & Events Manager @ PreSales Collective
8:15AM - 9:00AM (PDT)

PSLC Opening Keynote: Forging a Career Path: Develop Your Team While Paving Your Own Way

Speaker:
Dominic Dinardo, CEO & Co-founder @ Aforza

Your role as a leader is to steer members of your team along the path to career growth. But what about your own? Join us for this keynote as Dominic Dinardo, CEO and Co-founder of Aforza, shares how he leveraged his experience in PreSales to advance his career and found his own company. Get inspiration for finding unique opportunities to develop your team and planning your own career path.
9:00AM - 9:45AM (PDT)

Aligning PreSales to Business Outcomes

Speaker: 
Todd Janzen - GVP, Q Branch @ Salesforce

Moderator: 
Amin Ibrahim - Senior Director, Value & Solutions @ Hootsuite

Too often, PreSales leaders prioritize growing their SE teams — and while this is important, it’s more critical to tie the team’s initiatives to revenue. In this session, we’ll discuss why Solutions Engineers should own all demo interactions, not just live demos with buyers. Learn how making this shift can lead to a 30% increase in deal velocity, 2X close rates and happier SEs.
9:45AM - 10:30AM (PDT)

Leading Through Turbulent Times

Speakers: 
Naz Irani - Head - Enterprise Solutions Architecture @ Stripe
Andrea Bondi - VP, Global Solutions Engineering @ Onfido
Priyanka Amrith - Manager Solutions Architecture @ Stripe

Moderator: 
Amin Ibrahim - Senior Director, Value & Solutions @ Hootsuite

Change in an unstable economy presents many challenges for leaders across industries, and requires proactive planning. The way you treat your team during a crisis permanently defines your brand moving forward. So, how do you develop trust in unpredictable times? Attend this discussion to discover the most common frameworks and best practices for leading change and preparing for a successful future. 
10:30AM - 11:00AM (PDT)

Break

Sponsor booths will be open in the expo area!
11:00AM - 11:15AM (PDT)

Public Kickoff
(Open to all registrants)

         
11:15AM - 12:00PM (PDT)

Keynote: The Future of PreSales: Reimagining the Profession

Speaker:
Matt Darrow - Co-Founder & CEO @ Vivun
James Kaikis - Co-Founder @ PreSales Collective

PreSales Collective has teamed up with Vivun to introduce a new approach to the name, structure and overall profession of PreSales. As a start, we want to have a conversation around the word “PreSales” and propose a new title for those in the role that better describes its evolution and power in modern organizations: Solutions Consultant. To better understand, benchmark, brand and build an industry community, we’ve got to reimagine and standardize the role.
12:00PM - 12:45PM (PDT)

Nurturing Relationships Across the Sales Cycle

Speakers: 
Diana Cappello - Director, Solutions Engineering @ Eightfold
Tina Phillips - Director, Global PreSales Consultants @ ADP
Vikram Gupta - Senior Director, SE and TAM @ Akamai Technologies

Moderator:
Cortney Zamm - Director of Solutions Engineering @ Sprout Social

Most PreSales teams have a narrow focus on new logo acquisition; others may only be concerned with expanding business with existing customers. It’s important to understand the difference between how to manage net-new logo sales versus selling into existing accounts, and align on team and individual roles and responsibilities for each. Join this session as we look into establishing Installed Base SE teams to help customers see value in your products throughout their contracts.
12:45PM - 1:30PM (PDT)

Running Your Team Like a Business: Measuring & Proving Success Through Data

Speakers: 
Achint Sehgal - Director, Solutions Engineering @ OneTrust
Lori Payne - Vice President, Global Solutions Consulting @ BlackLine
Dan Katz - Head of Solutions Engineering @ Demostack
Ryan Lavalee - Vice President, Solution Engineering @ Salesforce

Moderator:
Cortney Zamm - Director of Solutions Engineering @ Sprout Social

How do you measure success? How do you demonstrate the value of your PreSales teams to an executive audience? Many members of the PreSales community are just beginning to track data and leveraging it to get a seat at the table. This session will cover why you need to use data to drive organizational outcomes — and the pitfalls of failing to do so. Leave with a leadership strategy for scaling and aligning PreSales to your sales and financial goals.
1:30PM - 1:45PM (PDT)

Closing

Details to come

Schedule for AEDT Time Zone

9:00AM - 9:30AM (AEDT)

Optional Pre-Conference Networking and Gathering

       
9:30AM - 9:45AM (AEDT)

Opening Remarks

James Kaikis - Co-Founder @ PreSales Collective
Kevin Mefford - Head of Community @ PreSales Collective
Shawna James - Community & Events Manager @ PreSales Collective
9:45AM - 10:30AM (AEDT)

Working Toward a Common Goal: Give Back as a Team

Speakers:
Alethea Josephson - Community Impact Manager @ Zoom
Davinder Mann - Senior Director, Global Citizen Philanthropy Programs Team @ Salesforce

Moderator:
Paul Baptist - VP, Solution Engineering APJ @ Alteryx

Enco
uraging teamwork can extend beyond the four walls of the office and four corners of your computer screen. Working together to give back and help others not only boosts morale but also leads to higher productivity and performance. Employees need a break from core job functions to recharge, and partnering with each other toward a common goal establishes trust amongst coworkers. Discover how to give back to your community while strengthening your team dynamics in this session.  
10:30AM - 11:15AM (AEDT)

Building a Regional Organization Within a Global Business

Speakers:
Aditya Dohroo - Head - Solutions Consulting @ Adobe
Sarah Hayward-May - Director, Technical Services APAC Domo, Inc. @ Domo
Stephanie Barnett - Head, Solution Engineering @ Cloudflare

Moderator:
Karthik Krishna - Manager, Solution Engineering @ Freshworks

Details: This session is brought to you by leaders who are building teams in the APJ region for organizations headquartered in the United States or Europe. This region faces unique challenges, from developing talent to working with buyers across various markets. Sit in to learn ways to more effectively lead your team and align across geographic — and potentially cultural — differences.
11:15AM - 12:00PM (AEDT)

Running Your Team Like a Business: Measuring & Proving Success Through Data

Speakers: 
Angelica Veness - Senior Manager Solution engineering Development @ Salesforce
Chris Streit - VP, Solution Consulting and Industry Principals, Americas @ Domo
Linda Glucina - Enterprise Solution Consulting Manager @ MYOB

Moderator:
Karthik Krishna - Manager, Solution Engineering @ Freshworks

How do you measure success? How do you demonstrate the value of your PreSales teams to an executive audience? Many members of the PreSales community are just beginning to track data and leveraging it to get a seat at the table. This session will cover why you need to use data to drive organizational outcomes — and the pitfalls of failing to do so. Leave with a leadership strategy for scaling and aligning PreSales to your sales and financial goals.
12:00PM - 12:45PM (AEDT)

Embracing a Coaching Culture


Speaker:
Ross Rotherham, Technology and Business Innovation Director @ Mental Fitness Crew

As leaders, we want our Solutions Engineers to continue developing their competencies and maximizing their impact. Instituting a coaching culture motivates individuals to strive to be the best version of themselves, lead from their strengths and perform exceptionally. We’ll dive into the fundamentals of an effective coaching culture, habits of a good coach and the different types of coaching you can incorporate when you return to work.
12:45PM- 1:00PM (AEDT)

Closing

Kevin Mefford - Head of Community @ PreSales Collective

Day 2 - November 2, 2022

7:00AM - 7:45AM (PDT)

Optional Pre-Conference Networking and Gathering (Open to all registrants)

   
8:00AM - 8:15AM (PDT)

Opening

Yuji Higashi - Co-Founder @ PreSales Collective
8:15AM - 9:00AM (PDT)

Developing the Next Generation of PreSales Professionals

Speakers: 
Alex Hall - Senior Director, Global SC Academy @ ServiceNow
Wally Bruner - Sr. Manager, Applications Sales & SE Onboarding & Excellence @ Oracle

Moderator:
Steve Bullington - Director, SE Talent Development @ Salesforce

With limited resources surrounding the PreSales profession, many companies are interested in building their own programs for developing early career professionals or those transitioning into a PreSales role. This session will provide insights from leaders who have successfully navigated the creation of such programs. Learn about the advantages of academy programs for hiring and developing talent and how to get started in establishing your own. 
9:00AM - 9:45AM (PDT)

Level the Field: How Buyer Enablement Eases the Talent Requirement

Speaker: 
Garin Hess, CEO @ Consensus

Research shows that only 7.7% of technical sellers are skilled at meeting the varying needs of the different stakeholders in the buying group. That means the vast majority are ill equipped to lead buyers through the complexity of the buying process. This results in longer sales cycles and lower close rates. In this session we'll explore how technical sales teams (Presales and Sales together) can design and implement a buyer enablement strategy that creates a system that less experienced and less skilled sales engineers and sales reps can lean on to create a more consistent and effective buying experience, regardless of the individual talent of the individuals involved.
9:45AM - 10:30AM (PDT)

Realigning Your Team to Serve Customers

Speakers: 
Tim Ebbers - Head of Customer Engineering @ Era Software
Brendan Sapience - Director, Customer Solution @ Twingate
Peter Lyu - VP, Global Solutions & Customer Success @ Rescale


Moderator:
Wendy McHenry - Director, Solution Consulting @ Pegasystems

It’s an age-old story for organizations: siloed departments leading to disjointed data and a clunky customer experience. By bringing PreSales, post-sales, professional services, customer success and more into one team, businesses can better serve their customers’ needs from day one. Hear from leaders who have successfully tackled this alignment as they share best practices for collaboration and cooperation between departments. 
10:30AM - 11:00AM (PDT)

Break

11:00AM - 11:45AM (PDT)

Commitment Means Success: Leading Your Team as Individuals

Speakers: 
Delia Parman - Senior Director, Solutions Consulting @ Medidata Solutions
Chris Browne - Director, Solutions Consulting @ Lattice

Moderator:
Wendy McHenry - Director, Solution Consulting @ Pegasystems

The new Gen Z member of your team has different motivations than the more seasoned Gen Xers or Millennials — yet many leaders tend to get stuck in a singular management strategy. Developing every PreSales professional on the team means tailoring your approach based on their unique preferences and career drivers. In this session, we’ll explore ways to better understand both your employees and your buyers one or two generations ahead to build a more productive and lucrative team.
11:45AM - 12:30PM (PDT)

How B2B Sales is Evolving and Why Our Role is So Important to that Evolution

Speakers: 
Lexi Bohonnan - EVP, Global Customer Success @ Yext
Marc Ferrentino - President and COO @ Yext

Moderator:
David Maloof - GVP, Strategic Advisory Services @ Salesforce

The world of B2B sales has transformed. Buyers once enjoyed a round of golf, a steak dinner, and a handshake to seal the deal — but now, they’re more sophisticated than ever, doing the majority of their research into products and services before even speaking with a potential vendor.

Sales and revenue teams must bring immediate value, and Solutions professionals have become all the more important in bridging the gap between a buyer’s business needs and the solutions offered.

In this discussion, join our host, David Maloof, GVP at Salesforce, as he talks to Yext’s EVP, Global Customer Success, Lexi Bohonnon, and President and COO, Marc Ferrentino, as they share their experiences in aligning teams to build an effective go-to-market approach.
12:30PM - 12:45PM (PDT)

Closing with PreSales Collective

James Kaikis - Co-Founder @ PreSales Collective
Yuji Higashi - Co-Founder @ PreSales Collective

Our Sponsors & Partners

Thank you for your interest in Executive Summit 2022! We have two offerings as you'll see in the ticket choices below.

The PSLC Member ticket is only for members of the PreSales Leadership Collective (presalescollective.com/leaders) and eligibility will be checked for anyone registering with this ticket. If you are currently a PSLC member, select this ticket. This ticket will allow you entry to the private portion of the conference on day 1.
The Non-member ticket is open to anyone who is currently a people leader. Eligibility will also be checked for these tickets. You will have access to the public sessions, starting in the afternoon of day 1.
We are also hosting sessions starting at 9am AEDT November 2/ 4pm PST November 1 to better accommodate leaders in APJ. These are public sessions, so either ticket will be allowed entry.