Welcome to another inspiring episode of Coffee with Sales Engineers! Today, I’m thrilled to host a longtime friend, Jessica Hood. Jessica’s remarkable journey spans roles in sales engineering, business development, leading sales organizations, and now, serving as a go-to-market leader. Let’s dive into her story and insights.
Starting the Day with Open Possibilities
As we kicked off the conversation, Jessica shared her morning routine. While I had my trusty "solutioning" mug, Jessica’s coffee cup was blank. Why? She likes to start her day as an open slate, embracing possibilities. "What am I going to solve today?" This mindset, she explained, is crucial in solution engineering.
Falling Into Sales Engineering
Jessica’s entry into sales engineering was serendipitous. Coming from a background as a digital practitioner, she sought a new challenge after five years in a previous role. She connected with a vendor partner, expecting guidance on new opportunities, only to find herself recruited.
Her first demo, just three days into the job, set the tone for her career. "I knew the value I got from the product, so I simply showed others how they could achieve the same or more." This values-based demo approach became her hallmark. From there, her career expanded into strategic pre-sales roles, blending technology with tactical roadmaps.
Building Synergy Between AEs and SEs
Having worn both AE and SE hats, Jessica shared unique insights into their collaboration. She emphasized the importance of clearly defined roles (“swim lanes”) while finding opportunities to merge efforts.
“If an AE views their SE as just the ‘demo person,’ they’re not tapping into the full potential of the partnership,” Jessica noted. She championed dividing and conquering responsibilities, leveraging the SE’s technical credibility to build deeper connections with prospects. This partnership thrives on open communication, strategy mapping, and mutual respect.
Lessons for Sales Engineers
For SEs looking to strengthen their relationships with AEs, Jessica offered this advice:
- Challenge Constructively: Don’t shy away from providing critical feedback. Share your observations, even if they’re hard to hear.
- Think Beyond the Demo: Propose alternative methods to engage prospects, such as co-creation workshops or visual storytelling.
- Be Proactive: Suggest new approaches and demonstrate the value of innovative strategies.
Jessica’s passion for co-creation stands out. Engaging prospects in building their solutions not only personalizes the experience but also ensures buy-in. She said, "Co-creating with a customer transforms the interaction—they’re not just hearing the solution; they’re helping create it."
Empowering Women in Sales Engineering
As a trailblazer, Jessica has made significant strides in promoting women in sales engineering. Reflecting on her experiences as the only woman on SE teams, she’s committed to changing that narrative. "You can be whatever you can see," she said, emphasizing the power of representation.
Jessica’s mentorship efforts include:
- Programs for Young Women: She worked with Girl Scouts and Google’s "Made with Code" initiative to showcase the diverse career paths in technology.
- Corporate Advocacy: At Salesforce, she was part of initiatives to elevate women in solution engineering roles.
- Mentorship: Jessica is always eager to connect with women interested in the field, encouraging them to embrace the profession’s challenges and rewards.
A Final Note on Connection
Jessica’s career is a testament to the power of connection. Whether fostering partnerships between AEs and SEs or mentoring the next generation of professionals, she’s dedicated to building meaningful relationships. Her message to aspiring SEs, especially women, is simple: “Reach out. Let’s connect.”
A Proud Moment
Wrapping up, I couldn’t help but feel proud of Jessica’s journey. Seeing her growth, success, and contributions to the sales engineering community has been inspiring. As Jessica put it, “I’m trying to pay it forward, just as you advocated for me.”
Thank you, Jessica, for sharing your story and insights. To those reading this blog, may you find inspiration in Jessica’s journey—whether you’re an aspiring SE, a seasoned professional, or someone looking to elevate their partnerships in sales.