The SE Leadership Institute
After spending over 25 years in enterprise software and 15 years in SE Leadership positions with some of the world's most successful organizations (Salesforce, Siebel, Box, Mixpanel, mParticle), our CEO came to the startling realization that much of the canon on the philosophy and practice of Sales Engineering Leadership in SaaS had never been definitively documented, discussed, or brought to the community at large. Sales Engineering (also known as Customer Engineering, Solutions Engineering, Field Engineering, and many other names) is a critical part of any successful enterprise technology company, and it is our goal at the SE Leadership Institute to bring together the content and the community focus around execution and continuous innovation to ensure the continued growth and impact of this essential craft to both its practitioners, and to the highest performing technology organizations of today and tomorrow.
Sales Engineering is instrumental in achieving revenue and performance goals, driving customer lifetime value, and building differentiated products.
The Sales Engineering role is also one of the most nuanced, encapsulating values that are both art and science, and sometimes at odds: timely revenue attainment and customer trust; scientific solutions showcased artfully, futurist vision-setting with real world pragmatism. Good SE leaders show and cultivate exceptional commitment to domain expertise development and retention of high performing teams, focusing on strategies that are grounded not only in the solution selling process, but that also encapsulate empathy and creativity to deploy the right people and approaches to create success internally and externally.
We hope that you will engage with The SE Leadership Institute to learn, contribute, and gain the critical knowledge to support your ongoing success.
"The content and experience of the SE Leadership training was world class and provided immediate positive impact. This course was delivered by experienced leaders who brought current real world scenarios and challenges that SE leaders face to the table. The collaborative hands on approach well exceeded my expectations, and I have already brought several new tactics and programs into to the organization, including: SE Vision and Alignment; Projects Management; Value Engineering; Win Loss Reviews; and Technical Opportunity Forecasting Not only am I a better leader from the immersive two days, but I've also extended my network and have a fantastic group of leaders I can connect with for future support."
— Justin McManus, Head of Sales Engineering, mParticle