Sales Engineering · 300-level
Sales Engineering: Winning Technical Deals
A senior practitioner's playbook for the presales SE: how to partner with an AE, run discovery, demo, and prove value, then survive procurement and land a clean handoff. Built from real enterprise deals, with the arithmetic that decides them.
SLE-3013 creditselectiveno prerequisites
What's inside
Sections & lessons
01
The SE role & the sales motion
- Where the SE fits: the AE/SE partnership and the deal teamconcept35 min
- The modern B2B buying process and the buying committeeconcept30 min
- What the SE is actually measured on: technical win, quota, and hygieneconcept35 min
- Your deal-team operating agreement (synthesis)reflection30 min
02
Discovery & qualification
- MEDDPICC as the qualification spineconcept40 min
- Asking discovery questions that surface real painconcept35 min
- Mapping pain to quantified business valueconcept35 min
- Disqualifying early: the discipline of walking awayconcept30 min
03
Demos that win
- Architecting the demo narrative with tell-show-tellconcept35 min
- A discovery-driven tailored demo, walked throughdemo40 min
- Killing the feature dump: demoing to the persona's painconcept30 min
- Surviving the live-demo failure and demo-environment disciplineconcept35 min
04
POCs / POVs & technical validation
- Scoping a POV with written success criteriaconcept40 min
- Running a POV from kickoff to executive readoutdemo40 min
- Escaping the endless pilotconcept30 min
- The mutual action plan as the deal's spineconcept35 min
05
Objection handling & competitive positioning
- A real objection-handling method (beyond feel-felt-found)concept35 min
- Trap-setting and planting landminesconcept35 min
- Competitive teardowns and honest positioningconcept35 min
- Beating 'no decision': the status-quo competitorconcept35 min
06
Executive & stakeholder communication
- Framing business value and ROI executives believeconcept35 min
- The executive readout: earning and using scarce timeconcept35 min
- Translating between technical and non-technical buyersconcept35 min
07
RFPs, security reviews & procurement
- RFP strategy: deciding whether and how to respondconcept40 min
- Security questionnaires and compliance (SOC 2, ISO 27001)concept35 min
- Navigating legal, procurement, and the redlineconcept35 min
08
Post-sale handoff, expansion & the SE career
- The clean handoff to CS and implementationconcept35 min
- Land-and-expand and becoming the trusted advisorconcept35 min
- SE career paths: IC ladder, management, and specializationconcept35 min
- Your SE operating system (capstone synthesis)reflection35 min
This module ends in a gate you can fail.
That's what makes passing it mean something. Take the DSAT, get placed, and start earning.