Notes:
Moving companies is not easy. As Individual Contributors, we have to learn new technologies, how to work with our Account Managers, which colleagues we can go to for which technology. Now imagine having to do that as a VP of Sales Engineering. There is so much more to learn, so much more politics, processes, and strategies to learn.
Today’s guest has been with us for a couple of episodes already, and has had his fair share of words of wisdom about Sales Engineering and handling PreSales teams. In this podcast episode, we’ll learn yet more about Greg Holmes personally- how he has powered through a transition in his career, the things he has learned in his past job, and the things he had to adjust to as a new Vice President in a new environment (company) as well.
Key Highlights:
- Why he decided to move from a company that he has been for already 19 years
- The difference between being part of a small organization and a larger organization
- How he adapted to the new culture while being sensitive and observant of others’
- What he had to learn as the VP (Vice President)
- What an IC (Individual Contributor) has to learn to be effective
- How to correct the wrong things in a new environment and introduce new ideas
- What hiring managers should look for when hiring new Sales Engineers
- Cultural differences he noticed between companies in Europe and America
- How he knows it is time to hire a new Sales Engineer or salesperson
- Specific tools he recommends for Sales Engineers
Quotes:
04:12 “Just the matter of it being a significant change meant that my eyes were opened up to new ways of thinking about similar problems and very different problems over time.”
05:00 “There’s not just one definition of what pre-sales is.”
12:06 “Sometimes, there were some things that we needed to change and go away from, but there were some good things that we could keep going with as well– that really helped maintain momentum and direction.”
18:48 “Hiring managers generally need to look for competency over experience. Experience is great– It’s showing a proven track record and everything, but it still doesn’t necessarily mean that they can do what you need them to do.”
