Sales Engineering and Business Development are no longer support functions - they are central to how modern B2B deals are won. In this episode, we explore how Sales Engineers drive real business outcomes, not just technical validation. On the B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, to unpack how Sales Engineers evolve into trusted advisors across the full sales cycle — from discovery to long-term value creation. This episode is part of our Best Of series, highlighting timeless conversations from the B2B Sales Trends Podcast. 🔗 Explore more insights: https://www.globalperformancegroup.com/ You’ll learn:
- How Sales Engineers elevate Business Development beyond demos
- Why consultative discovery is the new competitive advantage
- How Sales Enablement scales SE impact across global teams
- What strong SE–AE collaboration looks like in practice ⏱ Timestamps
00:00 – Why Sales Engineering Is Now Core to Business Development
04:50 – From Technical Demos to Consultative Sales Engineering
09:40 – Discovery, Curiosity, and Business Outcomes in Enterprise Deals
14:55 – Scaling Sales Enablement Across Global SE Teams
18:05 – How Sales Engineers and Sellers Co-Own Accounts
25:10 – The Top Skills Every Elite Sales Engineer Needs 💡 Key Takeaways
- Sales Engineering has evolved from technical support into strategic - Business Development
- Great Sales Engineers uncover unconsidered needs, not just stated requirements
- Sales Enablement is critical to scaling SE excellence across large organizations
- Trust, curiosity, and inspiration matter as much as technical depth
- Long-term customer value is created through proactive, ongoing engagement About the Guest
Nirav Sheth is VP of Global Sales Engineering at Pure Storage, where he leads a worldwide organization of Sales Engineers supporting enterprise, mid-market, and emerging customers. Known for transforming Sales Engineering into a consultative, outcome-driven function, Nirav helps organizations connect technology investment directly to business impact. Connect with Nirav on LinkedIn: https://www.linkedin.com/in/niravsheth3/ If this episode sparked new thinking, share it with a Sales Engineer, seller, or enablement leader on your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at https://www.globalperformancegroup.com/
