Jeff Goldstein's Blog - Life as a Sales Engineer

This is what the author of this blog has to say about himself:

"I am, a 'Geek with a Personality.'

I fell in love with computers back in college and ended up with a Computer Science degree from Chico State. While Chico was and probably is a party school, it also had one of the top Computer programs in the world where we wrote whole compilers, databases and every component of a computer imaginable.

After school I went to work at Tandem Computers where I spent 8 years in IT Development (back before everyone bought CRM's and ERP's) then moved to Tandem Software Engineering for three years. During those last three years at Tandem I was as what we called a Technology Transfer Agent. It's a fancy name for an internal Program Manager, Sales Engineer, Sale Rep, Trainer all in one. I became so good with talking about the product I was deploying out to Tandems 1000 developers worldwide I ended up working for that vendor as a Sales Engineer. Almost 15 years later, I'm still in the field helping prospects understand how they can leverage my solution to solve their business issues and win in the market place.

I differentiate myself from other Sales Engineers through a strong balance of both technical and business capabilities and as an excellent speaker that keeps an audiences attention and interaction. I can comfortably talk to executives about their initiatives and development and IT about implementation.

I partner with each Sales representative to work both parts of the deal as a team which brings a deeper more strategic approach to our sales campaign. In being responsible for the technical and functional buy-in of the prospect, I work with the Sales representative to understand the value and competitive advantages we bring to the prospect and work with them on the best approach of bringing the solutions back to our prospect. To understand customer needs and issues, I use a consultative approach of discovery that includes stories and use cases similar to the prospects so they understand that we have done similar solutions and have been successful with like companies and possible competitors. During this process I'm working on being their Trusted Adviser which will bring our conversations to other projects that the prospect may be looking at in the future.

Over the years I have sold to Governments at many levels, large corporations, start-ups, high-tech, retail, and every department from Executives, Marketing, Development, IT, HR, etc. Products have ranged from SaaS, CRM, Analytics, Web Technologies, Business Applications, and development tools."

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