I love Sales Engineering. It is a passion. Getting promoted to Sales Engineering Manager was a natural progression because of my love for the craft.
It is worth noting that I wasn’t really striving for the position. I have always thought that the best person for the job is the person that doesn’t need the job. This frees up the individual to hold loosely to outcomes and say the things that need to be said, do the things that need to be done…no matter how difficult.
For some time, I looked at my peers who were targeting a promotion to Solutions Engineering Manager and considered them self-unaware. Do they have the self understanding to know what they are asking for? Often the skills that make a great SE (technical aptitude) are not the skills that make a great Manager (empathy, relationship skills etc). Do most Sales Engineers really want to deal with all their report’s people problems?
Here are the biggest rocks that got me promoted:
- Be a leader NOW
Leadership isn’t a title it is a posture. I believe that the best Sales Professional (SE, AE or otherwise) is one that leads in the sales process. In technology sales, we are driving digital transformation that can be disruptive, scary, and unknown. It is up to us to lead our prospects down the path that serves them best.
I started speaking my mind more and telling my peers and even superiors what I think we should do. This not only allowed me to “try on” Sales Engineering Leadership but also signaled to my colleagues my aptitude for the role. - Communicate your Goals
For better or for worse, I have found that many organizations promote those they see and know. When it is time for a promotion, are they thinking of you? This is especially true in a remote tech company where you may just be a box on zoom or a picture on slack.
I set up monthly meetings with the entire Org Chart of Sales Engineering Leadership in my company. Manager–Director–VP of SE’s. When the opportunity for a Solutions Engineering Manager was available in my location, I was encouraged to apply. - Show you can work on the business not just in the business
By far the biggest shock of being in this new role is the stark difference between day to day work priorities and the outcomes you are driving. As a Sales Engineer, it is about being in the trenches with your Account Executive and working with Customers to understand their technical requirements and map that to realized business value. As a Manager, you are now looking at the business from a birds eye view and determining what needs to change from a people and process perspective.
I love my new role, but I sometimes do miss the heady, deep technical work. Make sure you are ready for this change. This role still is technical, but is focused on getting the most out of people, not the most out of technology.
The most important thing to remember if you are considering a Sales Engineering Manager position is to understand yourself. Perhaps the best way to do this is to find a Mentor. I have a blog post covering that and it is also covered in my course should that help you in your journey.
What are your reasons for Sales Engineering Leadership? Let me know in the comments.