Modern sales engineering isn’t just about demos and data — it’s about driving real business outcomes. In this episode, host Harry Kendlbacher talks with Nirav Sheth, VP of Global Sales Engineering at Pure Storage, on how sales engineers can elevate from technical experts to trusted business advisors.
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You’ll learn:
- Why sales engineers are the hidden engine of business development
- How to scale global teams without losing human connection
- What makes elite sales engineers stand out in sales enablement and customer experience
- How to turn technical insights into meaningful business impact
Key Takeaways:
- The best sales engineers connect technology to business outcomes — not features.
- Curiosity and discovery are more powerful than demos in complex B2B deals.
- Scaling sales success requires proactive enablement and customer partnership.
- Great AE–SE partnerships are built on trust, communication, and shared ownership.
- Continuous learning and inspiration turn technical roles into engines of growth.