Hiring, a difficult deal and the CRO’s expectations land in the same week.
Regular conversations keep them in one view.
Ongoing, one to one
Advisory for Sales Engineering Leaders
Ongoing advisory for Heads and VPs of Sales Engineering who want experienced advice on live decisions, team development and the wider commercial system.
Leader conversationOpportunity clinic
When it helps
What the leader brings
Heads and VPs of Sales Engineering, presales and Solutions Consulting, including leaders in their first months in the role and leaders whose team spans several countries.
The function is moving through change.
Growth, a new region, new leadership or a commercial shift.
Deal reviews stay at status level.
In the monthly clinic two deals go through the technical, business value and qualification puzzles, and each ends with next steps for the Sales Engineer and the account executive.
The leader brings the decisions that are active now: team shape, difficult opportunities, manager development, executive expectations, enablement priorities and the relationship with Sales, Product and the wider company.
The agenda
What we often work on
- Hiring and onboarding decisions
- Career paths and specialist roles
- How the team and the account executives review deals together
- Tests of the champion and the economic buyer in current deals
- The first months of a new Sales Engineering leader
- What the team feeds back to Product
- Where Sales Engineering time goes: which deals get it, and when the team says no
- How the function’s contribution is reported to the CRO and the leadership team
- When to agree to a Proof of Value, and the success criteria the customer commits to
- Hiring across countries and commercial regions
- What AI changes in the team’s preparation, demos and Proofs of Value, and in how many Sales Engineers each segment needs
The rhythm
Conversations and a monthly clinic
Advisory rhythm
Two leader conversations and one opportunity clinic (a deal review with the Sales Engineer and the account executive) each month, with preparation from current material.
Continuity
We agree a first period and look at it together at its end.
YouMe
Leader conversation
Sales EngineerAccount executive
Opportunity clinic
Leader conversation
Before a large Proof of Value, a key hire or a difficult forecast call, you can send the question when it comes up.
What you keep
Notes and the clinic
Decision notes
Clear assumptions, options, consequences and chosen actions from the work.
Monthly opportunity clinic
A structured review of two live opportunities: the customer situation, current hypothesis, buying group, proposed value and the decision currently in play.
Decision note
- Assumptions
- Options
- Consequences
- Chosen actions
Decision notes, and review prompts and examples to reuse in the team’s own deal reviews and one-to-ones.
Experience
I built Sales Engineering at Leapwork from zero to 20 people across six countries and led it internationally. I have also worked as a close commercial partner to founders, CEOs and sales leaders.
Designing the function itself, from mandate and coverage to the hiring standard, is a bounded engagement: Build and Scale Sales Engineering.
Team work: Sales Engineering enablementHow every advisory relationship works
If you think I could help, write to me or give me a call.
I answer as quickly as I can.
The first step is a short call or a coffee. In Copenhagen I am happy to come to your office.