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In this episode of 'Coffee with Sales Engineers,' we sit down with Danny Smith from Stripe's Partner Solution Engineering team. Danny shares his unique journey from a computer science master's degree to becoming a bartender and musician in New Orleans, and how these experiences shaped his transition into sales engineering. He discusses the importance of having a technical background, the role of customer engagement, and the critical lessons he learned in high-pressure environments like American Airlines. Danny also highlights the intriguing dynamics of the partner ecosystem and the value of thorough discovery in sales. Tune in for a deep dive into the multifaceted world of sales engineering and partner solutions.

00:27 Danny Smith's Background and Journey
00:58 Transition to Sales Engineering
01:41 Lessons from Early Career Experiences
05:49 Discovering Pre-Sales
11:53 Moving to Startups and Cloud Architecture
16:47 Role of Sales Engineering in Partner Ecosystems
24:18 Value Selling and Discovery
27:33 Conclusion and Final Thoughts