Ep. 120 - "How Effective Sales Engineering Can Scale Your Business!" with Sean Blenkhorn

The Conference Room with Simon Lader

In this week's episode of The Conference Room we welcome Sean Blenkhorn, the Vice President of Worldwide Sales Engineering at Axonius, a leading cybersecurity vendor. With over two decades of experience in diverse organizations like Symantec, Canadian Bank CIBC, and eSentire, Sean is one of the authorities of Sales Engineering in the cybersecurity sector. Join us as we dive into the intriguing world of "pre-sales", and explore its critical role in bridging the gap between technology and sales. KEY TAKEAWAYS FROM THIS EPISODE

• Defining Sales Engineering: Sean starts our conversation by providing insights into the role of a sales engineer, emphasizing their responsibility in helping customers understand the technical aspects of solutions and products. Tune in at [00:01:12] to get a clear understanding.

• Technical Expertise vs. Sales Skills: At [00:03:25], the discussion delves into the distinct qualities required in a sales engineer, balancing technical expertise with effective communication and relationship-building skills.
• Supporting Account Executives: Learn how sales engineers work closely with account executives to tailor solutions to customer needs. Sean highlights this collaborative nature at [00:05:42].
• Trust and Relationships: Discover how a deeper level of trust often develops between customers and sales engineers, leading to more meaningful interactions and understanding. Join us at [00:07:58] for this insightful discussion.
• Traits of a Good Sales Engineer: Sean outlines the qualities that make a successful sales engineer, including passion for the industry, agility in working with diverse teams, effective communication, and a hunger for learning. Hear more at [00:10:20].
• Transitioning to Leadership: The challenges and rewards of moving from a sales engineer to a leadership position are explored at [00:12:45], underlining the shift from individual contributions to team development and culture building.

THIS WEEK'S GUEST - SEAN BLENKHORN Sean Blenkhorn, Vice President of Worldwide Sales Engineering at Axonius, boasts over 20 years of industry experience across diverse sectors. With roles in renowned organizations such as Symantec, Canadian Bank CIBC, and eSentire, Sean has acquired a deep understanding of both cybersecurity and effective sales strategies. His proficiency as an advisor to early-stage vendors underscores his credibility in guiding technological solutions to success. Since 2021, Sean has steered Axonius' global sales engineering team, showcasing his exceptional leadership and commitment to bridging the gap between technology and sales for optimal customer solutions. Join us as we delve into the remarkable journey of this industry veteran.

You can learn more about Sean by visiting his LinkedIn profile

You can learn about Axonius by visiting their website

YOUR HOST - SIMON LADER

Simon Lader is the host of The Conference Room, Co-Founder of global executive search firm Salisi Human Capital, and lead generation coaching company Flow and Scale. Since 1997, Simon has helped cybersecurity vendors to build highly effective teams, and since 2022 he has helped people make money from podcasting.

Get to know more about Simon at:

Website: https://simonlader.com/

Twitter: https://twitter.com/simonlader

LinkedIn: https://www.linkedin.com/in/headhuntersimonlader

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