Presented by: Lizzie Epstein, Appian Corporation

1. SWE Lightning Talk
Lizzie Epstein, Appian Corporation

2.  Who am I?
 Why are there Sales Engineers?
 The Evolution of Enterprise Technology
 What do Sales Engineers do?
 Why is it a Cool Job?
 How Do You Get There?
 What’s Next?
 Questions

3. • Senior Solutions
Consultant @ Appian
• DC Area Native
• Stanford CS/Math
2004
• Former Would-Be
Astronomer /
Neurosurgeon /
Management
Consultant
• Captain of the
AppianSox
• Star Alliance Gold

4.  Rapidly Changing Enterprise Technology
 Intensive, Complicated Sales Cycles
 Technology as a Competitive Advantage
 Increase Revenue & Customer Satisfaction
 Decrease Risk & Inefficiency
 Technology as the Medium for Business Activity

6. • Sales Cycle: Qualification & Technology Evaluation
• Demos, Presentations, POCs!
• Sales Cycle: Relationship-building, Schmoozing, and
Strategy
• Develop Product Expertise
• Present at Conferences
• Develop Reusable solutions, Tips & Tricks
• Competitive Intelligence
• Respond to lengthy RFIs

7.  Learning Opportunities
 Best way to learn about business. It all happens in sales.
 Always using the latest technology, pushing the envelope, exploring
the art of the possible.
 In-depth learning about your company’s technology & market
 Learn about the business problems and industries of your clients
 Presentation & Communication skills
 Fun / Exciting
 Dynamic Environment: Very competitive and creative, need to
think on your feet
 Autonomy, work on many different projects
 Meet lots of people, develop a broad network, travel
 Be the hero / expert
 Present to C-Level Execs, help companies make important strategic
decisions
 Lifestyle / Career Growth
 Good Compensation with less pressure than a
pure sales job
 Generally reasonable work hours
 Highly in-demand skill set
 Become very connected in your organization

8.  Domain Specialist
(Industry/Government)
 Product Expert
 Consultant
 Software Engineer
 Technical Project
Manager
 Trainer
 Client

9.  Account Executive
 Sales / Competitive
Strategy
 Product Manager
 Sales Engineering
Manager
 Industry Analyst
 Technology Startup
 CIO
 ?

10.  Feel free to contact me! I love e-mail.
 bizzie@gmail.com
 Stop by the Appian booth and chat.
 Further Reading:
 The Evolving Sales Engineer
 The Challenger Sale
 Demonstrating to Win!