The future of PreSales Leadership
April 7th, 2021
7am - 12pm PT (14:00-19:00 UTC)
PreSales Leadership Next
Leadership Next is the first PreSales Conference geared toward building the next generation of great PreSales Leaders. Many individuals want to grow into a Leadership role because they feel it is the next step but is it always? First time managers are thrusted into a position without adequate training and resources and are expected to perform.
Leadership Next is for first time managers, those early in their leadership journey, and individual contributors who aspire to become PreSales leaders. This one day event is focused on understanding the realities of PreSales management, how to navigate the day to day challenges, and learn the tricks of the trade to allow you to make a greater organizational impact from early in your career.
Developing the Future Leaders of PreSales
Position Yourself for the Next Level
Connect with the next Generation of PreSales Leaders
Speakers
Jeff Schieman
Manager, Solutions Engineering @ Procore Technologies
Favorite thing about being in PreSales?Being the perfect blend of sales and product. Also getting to work with so many departments at the company.
Favorite thing about being a Leader?Watching the growth of my team, getting to promote those I hired, and coaching.
Little bit more about you
San Diego native, love exploring new breweries and restaurants in the area. Avid golf hack and love how many courses there are to explore in San Diego.
Gaurav Shewaramani
National Leader, Solution Architecture and PreSales - Commercial @ Hewlett Packard Enterprise
Favorite thing about being in PreSales?Helping people solve real-world problems through the use of technology
Favorite thing about being a Leader?
The ability to inspire and make a difference
Little bit more about you
I live by the mantra " variety is the spice of life." A family man who loves to be outdoors, loves to think out of the box and loves taking new challenges head on!
Bill Stolte
Sr. Manager, Technical Sales Engineering @ Lenovo
Favorite thing about being in PreSales?Problem Solving
Favorite thing about being a Leader?Mentoring
Little bit more about you
I lead a team of technical sales engineering at Lenovo
Syra Arif
Manager, Solution Consulting @ ServiceNow
Favorite thing about being in PreSales?
I love the flexibility of the role & leading from the front. Presales is the best job in the universe.
Favorite thing about being a Leader?
Seeing my team have fun at work, and grow at the same time.
Little bit more about you
Syra Arif currently runs a $30M business for ServiceNow’s IT Transformation product suite as a Manager of Solution Consulting. She loves to make work, flow.
Favorite thing about being in PreSales?
With PreSales there are so many facets to the job. It is the perfect blend of value and technical and with that blend you can solve for important problems.
Favorite thing about being a Leader?
I love watching people learn and grow, and if I can be a part of that journey then that is what makes all the hard work worth it.
Little bit more about you
Based in the Bay Area, I've been at Slack for the past 2.5 years and been a manager for the past year. When I'm not working, I'm with family, sewing, or playing video games.
Amanda Bertucci
Presales Team Leader, EMEA North @ Arcserve
Favorite thing about being in PreSales? I love using my technical knowledge to help solve customer's problems. Becoming a trusted advisor to customers is quite fulfilling.
Favorite thing about being a Leader?Encouraging and helping my team to be the best version of themselves and supporting them with their growth objectives in the future.
Little bit more about you
When I'm not working, you'll find me spending time with my family, enjoying the beach or playing board games. I'm also involved in DEI initiatives in the workplace and beyond.
Heather Blackwell
Senior Manager, Solutions Consulting @ Hootsuite
Favorite thing about being in PreSales?
I love solving problems!
Favorite thing about being a Leader?
Witnessing the growth and development of my team.
Little bit more about you
Heather is based in Vancouver, BC and when she is not busy in the world of PreSales, she can usually be found in the mountains hiking or in the kitchen creating a new recipe!
Favorite thing about being in PreSales?
The hard evidence of contribution (i.e. closed won $) that most other roles lack.
Favorite thing about being a Leader?Rewarding trust, they could be taking your advice or helping on some shared objective, my favourite thing is when that trust in you is rewarded with a positive outcome.
Little bit more about you
I've been working in Presales for just over 10 years but recently moved into a leadership role where I'm forming a global Presales team from scratch.
Favorite thing about being in PreSales?
I'm a technologist at heart. Playing with technology to solve customer problems is my favorite thing about PreSales.
Favorite thing about being a Leader?Impact. Helping folks across the team grow as they mature in their careers.
Little bit more about you
My PreSales world to date has been confined to my organization - looking forward to the learning from PreSales professionals across the world!
Elizabethe Lakes
Director of Presales, Northern Europe @ Apptio
Favorite thing about being in PreSales?
The dynamic nature, how quickly things change
Favorite thing about being a Leader?
Helping people develop their careers
Little bit more about you
I just celebrated my 9 year anniversary at Apptio and have worked both IC and leadership PreSales roles in Seattle, Austin, New York, and finally in London.
Vanessa Martin
Solutions Engineering Leader, West @ Slack
Favorite thing about being in PreSales?
The balance of right & left brain activity that comes with being an SE. I love being a student of my customer's business & then coming up with creative strategies & solutions.
Favorite thing about being a Leader?
Watching my team develop, overcome challenges & experiment with new approaches.
Little bit more about you
Lifetime learner, mother of young kids, SE for 9 yrs, various IT roles for 10. Can't wait to be able to travel again!
Favorite thing about being in PreSales?
Design is the most fun phase of technology adoption and I get to do just that as a short-term teammate with legions of people tackling problems for their businesses.
Favorite thing about being a Leader?Running a team with top achievers. Being responsible for coaching & enabling PreSales Leaders in their own right inspires me to innovate and grow.
Little bit more about you
Ramblin' okie with a SUP under one arm and a Macbook under the other. Lucky to be surrounded by extraordinary talent and serving the world's best profession.
Payal Patel
Manager, Solution Engineering @ Freshworks
Favorite thing about being in PreSales?
Ability to be curious and learn from all the various customers that we get to interact with.
Favorite thing about being a Leader?
I enjoy encouraging others to fulfill their potential. I enjoy being a mentor, helping people realize their strengths and ways they can build on them.
Little bit more about you
Payal is an avid traveler who's visited 40 countries, and loves the outdoors — she's made it to Everest basecamp and Kilimanjaro among many other peaks.
Andrea di Rocco
Lead PreSales Consultant South EMEA @ Morningstar
Favorite thing about being in PreSales?
Be the one who will solve the most complex problems
Favorite thing about being a Leader?
Help the team responding beyond the expectations
Little bit more about you
I started working at Morningstar in 2014 and now I lead the Pre-Sales South Europe EMEA Team (Spain, Italy, Middle East and France)
Favorite thing about being in PreSales?
Combining my interest for people & addressing my mental restlessness by always learning new things
Favorite thing about being a Leader?
Nothing beats coaching someone to go from 1 to 100 especially if they thought they could only go to 50
Little bit more about you
NY based technology executive with an passion for coaching & growing people, building bridges across cultures & playing with fluffy dogs
Laura Tagatac
Manager, EMEA Solutions Engineering @ Box
Favorite thing about being in PreSales?Working with customers to find unique solutions to their pains and goals
Favorite thing about being a Leader?Hearing positive feedback about my team and seeing them celebrated by colleagues and other leaders for their contributions
Little bit more about you
When I'm not working, I love to travel, scuba dive, and enjoy a cup of coffee over a crossword puzzle
Carlos Villanúa Fernández
Theater Lead PreSales Engineering EMEA @ OSIsoft
Favorite thing about being in PreSales?Offering to the prospects the solution that they really need to achieve their business goals.
Favorite thing about being a Leader?Being able to make an impact in the Sales Organization through leading, supporting and coaching the OSIsoft EMEA Pre-Sales team.
Little bit more about you
My passions are my family, kayaking, and Q&A testing of OSIsoft software monitoring my home.
Favorite thing about being in PreSales?
Being able to interact directly with prospects/customers and work with different groups internally (i.e. Sales, Product, Customer Success, Marketing, etc.)
Favorite thing about being a Leader?
Hiring and growing a team has been very rewarding. Seeing one of your SCs absolutely own a demo is the best feeling in the world!
Little bit more about you
I grew up in Taipei, Taiwan and was the first SC to get hired out of NY!
Prior to joining Presales, I implemented and led projects in the Enterprise Planning space.
Garrett Weber
Area VP, Sales Engineering, North America @ Guardicore
Favorite thing about being in PreSales?
How dynamic the PreSales role is. It gives me the opportunity to embrace my technical, business and competitive sides all in one role.
Favorite thing about being a Leader?
When someone on the team brings an idea to me and we work together to turn it into a reality. Watching team members gain confidence and grow throughout that process is great.
Little bit more about you
I'm am a husband and father first. I am a complete nerd for good data points. I will absolutely re-watch a show (currently Peaky Blinders) before I watch something new.
Favorite thing about being in PreSales?
Helping solve problems for customers. I love watching the "lightbulb" moment where the customer realizes how much time or effort a solution is going to save them.
Favorite thing about being a Leader?
I love empowering people to own their career and accomplish their personal career goals. A good day for me is seeing them succeed.
Little bit more about you
I'm an avid cyclist and love my Peloton bike! I have two dogs, Porkchop and Moxie, and live in CT with my husband.
Favorite thing about being in PreSales?
Being able to see light bulbs go off when showing how the solution(s) we are presenting can truly solve the needs/ challenges of their organization.
Favorite thing about being a Leader?
Helping my teammates to be as successful as possible and to help them to do the work of their lives.
Little bit more about you
I couldn't be more thrilled to be a co-host for PSC's first Leadership Next event!
Agenda
7:00AM - 7:15AM (US PT)
14:00 - 14:15 UTC
Welcome and Kickoff
PSC Leadership Team
7:15AM - 7:45AM
14:15 - 14:45 UTC
Stories from the Field: My First Year as a Manager 1
Jen Wang, Solutions Consulting Manager @ Anaplan
Syra Arif, Manager, Solution Consulting @ ServiceNow
Andrea di Rocco, Lead PreSales Consultant South EMEA @ Morningstar
7:45AM - 8:15AM
14:45 - 15:15 UTC
How I got Promoted
Carlos Villanúa Fernández, PreSales Engineering Lead EMEA @ OSIsoft
Elizabethe Lakes, Director of Presales, Northern Europe @ Apptio
8:15AM - 8:45AM
15:15 - 15:45 UTC
Why Management isn’t for Everyone
Bren Sapience, Global Dir. Sales Engineering @ Automation Anywhere
Steve Green, Head of PreSales @ Squiz
Bill Stolte, Sr. Manager, Technical Sales Engineering @ Lenovo
8:45AM - 9:00AM
15:45 - 16:00 UTC
Break
9:00AM - 9:30AM
16:00 - 16:30 UTC
Own Your Career
Gaurav Shewaramani, National Leader, Solution Architecture and Presales - Commercial @ Hewlett Packard Enterprise
Laura Tagatac, Manager, EMEA Solutions Engineering @ Box
9:30AM - 10:00AM
16:30 - 17:00 UTC
Things I Wish I Knew about Management
Jeff Schieman, Manager, Solutions Engineering @ Procore Technologies
Garrett Weber, AVP of Sales Engineering, North America @ Guardicore
10:00AM - 10:30AM
17:00 - 17:30 UTC
Finding Mentors & Sponsors to Fuel Career Growth
Heather Blackwell, Senior Manager, Solutions Consulting @ Hootsuite
Amanda Bertucci, Presales Team Leader, EMEA North @ Arcserve
Vanessa Martin, Solutions Engineering Leader, West @ Slack
10:30AM - 10:45AM
17:30 - 17:45 UTC
Break
10:45AM - 11:15AM
17:45 - 18:15 UTC
Stories from the Field: My First Year as a Manager 2
Liz Anderson, Manager, Solutions Engineering @ Slack
Prateek Gupta, Director of Presales, West @ UiPath
Ford Parsons, Sales Engineering Manager @ Cisco
Payal Patel, Manager, Solution Engineering @ Freshworks
11:15AM - 11:45AM
18:15 - 18:45 UTC
Closing and Next Steps
PSC Leadership Team
Leadership Next Partners
Graphics Credit
Favorite thing about being in PreSales?
Working and winning as a team.
Favorite thing about being a Leader?
Being a positive influence on others.
Little bit more about you
I love basketball, music, art and my family. All of these things are part of me, but what really drives me is helping others and finding ways to make other people superstars.
