Partnering Uncovered

Data Sources:

• $50 billion TAM, $10–$20 billion SAM: Enterprise software presales market projections. https://www.benchmarkit.ai/post/2024-saas-performance-metrics
• $200 billion Adobe digital experience TAM: Adobe market size, 2023, updated to 2025 trends. https://www.fool.com/investing/2023/03/21/why-adobe-stock-is-a-buy/
• 3,000+ Adobe sales professionals: Estimated from Adobe’s global workforce. https://www.macrotrends.net/stocks/charts/ADBE/adobe/number-of-employees
• 15–25% win rate increase, $45–$75 million pipeline, $60–$90 million churn savings: Scaled from SaaS benchmarks for $300 million pipeline. https://www.vitally.io/post/churn-rate-benchmarks-b2b-saas-2025
• $22.5–$45 million specialist savings, $750,000 onboarding, $9 million RFP savings: Calculated from 10–30% headcount reduction, 90+ to 10–14 days, 300 RFPs at $150/hour. https://zylo.com/blog/111-saas-statistics/
• $500,000–$1 million implementations, 37% productivity, 16% pipeline growth: SaaS cost trends and efficiency gains. https://www.scalexp.com/post/saas-benchmarks-2023-part-4-revenue-retention
• 2x opportunity throughput: SaaS pipeline efficiency metrics. https://chaotic-flow.com/saas-benchmarks-acquisition-cost-and-churn-challenges/

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Provide full insight to the Agent we are building 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Here is a narration of the idea with that first step in a sales cycle 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us a text

Just another narrative - of what the possibility could be for an Agent .. following the sales cycle and engagements. 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

This will give an introduction to the idea that Andrae and my village discussed while writing my fourth book. 

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.

Send us Fan Mail

SE Worklife: Unlocking Your Future as a Sales Engineer – Episode 3: Why Choose a Sales Engineering Career?

Uncover why Sales Engineering is a top career choice in Episode 3! Kevin Kunz reveals six-figure salaries, tech challenges, and client impact that define this dynamic role. Through leadership stories, like a Snowflake retail win, and insights from Salesforce and ServiceNow, explore financial, intellectual, and emotional rewards. Learn practical steps to kickstart your journey with five actionable takeaways, from reflection to networking. Connect at [email protected] or seworklife.com to join the community. Tune in to fuel your Sales Engineer career!

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Dive into the world of Sales Engineer roles in Episode 2! Kevin Kunz, with 30 years at Adobe (1999–2012), Oracle (2013–2017), Elastic (2017–2019), and Snowflake (2019–2022), unpacks titles like Systems Architect and Solution Consultant, revealing their unique skills. Through leadership stories, like mentoring of team’s at Elastic , learn how to find your career fit. Discover how future AI tools like Adobe’s GenStudio will streamline demos while sharpening your expertise. This episode clarifies job roles and equips you with insights to kickstart your tech career. Connect at [email protected] or seworklife.com. Tune in to shape your Sales Engineer future!

Overview and Listener Benefits:

This engaging Episode 2 of SE Worklife: Unlocking Your Future as a Sales Engineer offers a clear, exciting exploration of Sales Engineer job titles and skills, helping you navigate the diverse roles in this dynamic tech field. You’ll gain a deep understanding of titles like Systems Architect, Solution Architect, and Evangelist, learning their responsibilities and the skills needed to succeed. Through Kevin Kunz’s leadership stories, including a compelling 2018 Elastic demo, you’ll see how these roles come to life and how you can find your perfect fit. The episode also previews the future of Sales Engineering, highlighting how AI tools like Adobe’s GenStudio will enhance efficiency while emphasizing the importance of your problem-solving skills. By the end, you’ll be empowered with actionable steps to identify your ideal role and start building your career, making this a must-listen for aspiring Sales Engineers eager to unlock their potential.

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Episode 102 Overview

• Objective: Define S.E.A.C. (Sales Engineer, Architect, Consultant) early, explore the various S.E.A.C. job titles (e.g., Systems Architect, Solution Architect, Sales Engineer), detail their unique responsibilities and skills, and clarify how listeners can find their fit.
• Book Sections Used: Chapter 4 (Job Titles and Descriptions), with Introduction (career appeal) and Acknowledgements (mentors, family) for context.
• Story Structure: 
  • Hero: Listener, aspiring S.E.A.C. professional seeking role clarity.
  • Villain: Confusion over S.E.A.C. job titles and their differences.
  • Beginning: Introduces S.E.A.C. definition and title confusion.
  • Middle: Explores job titles, responsibilities, and skills with stories.
  • End: Empowers listeners to identify their ideal role with actionable steps.

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

Table of Contents: SE Worklife Podcast Series

1. Prologue: Welcome to Your S.E.A.C. Journey
   • Introduces the series, S.E.A.C. career, and Kevin’s 30-year expertise, setting expectations for the 12 episodes.
2. Episode 1: What Is a Sales Engineer?
   • Defines the S.E.A.C. role, daily responsibilities, and required skills, debunking misconceptions about technical expertise.
3. Episode 2: Exploring S.E.A.C. Job Titles and Skills
   • Breaks down S.E.A.C. roles (Sales Engineer, Solution Architect, Sales Consultant) and their unique skill sets.
4. Episode 3: Why Choose a Sales Engineering Career?
   • Highlights the financial, intellectual, and emotional rewards of S.E.A.C. roles and their growth potential.
5. Episode 4: A Day in the Life of a Sales Engineer
   • Walks through a typical week, showcasing the dynamic balance of technical and customer-facing tasks.
6. Episode 5: Getting Hired – Job Search and Interview Prep
   • Guides listeners through finding S.E.A.C. jobs, analyzing postings, and excelling in interviews.
7. Episode 6: Negotiating Your S.E.A.C. Compensation
   • Explains compensation structures (salary, bonuses, equity) and strategies to maximize earnings.
8. Episode 7: Onboarding Success – Your First 90 Days
   • Offers a 30/60/90-day plan for starting strong, including tools, training, and mentorship.
9. Episode 8: Mastering S.E.A.C. Skills – Storytelling and Objection Handling
   • Teaches key skills like storytelling, objection handling, and deal qualification for customer impact.
10. Episode 9: Building Relationships and Collaboration
    • Explores fostering connections with customers, sales teams, and cross-functional groups.

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.

Send us Fan Mail

I have broken down the SE Worklife - My Journey Book into four parts series.  They all are about 30 to 40 min.   

“How is the book broken up? 
 This book is broken into four major critical milestones in my life journey.  We will start with my early entrance into my family's business and what I learned through my father that impacted my future decisions.  The second part will showcase the sales side of sales engineering and my experiences with selling at CSR and Moore Business Forms.  From there, we will spend a reasonable amount of time in the Sales Engineering role. Finally, and the most impactful, was the knowledge of how vastly different corporate leadership vs. Pre-Ipo leadership will help those looking to move into a more significant role. . 
 My Journey 
 
 So let me give you a little background about Kevin Kunz and why I am writing this book. I'll give you some context to support why you should listen to some things I've learned over my 30 years in this business. I will discuss a little bit about my management philosophy, my pillars, and my approach and let you know about my blind spots. These will be my "Done Wells / Do Betters, "* thanks to Don Beck - accumulated over my 30-year career[…].”

The TOC for all of these sessions 

Part 1 
Disclaimers| Acknowledgements | Introductions | Model Homes 

Part 2
Crazy Bobs | CSR Computer System Repair | Moore Business Forms 

Part3
Jetform | Adobe | Involver | Oracle 

Part 4
Elastic Search | Snowflake | Retirement 

Support the show

Partnering Uncovered is a Partner Cast from Hyvara, hosted by Kevin Kunz: candid conversations about co-selling from both sides of the deal. Find us at hyvara.ai.

Earlier episodes were published as Sales Engineering Worklife. Kevin's SE book series and SE Journey are at seworklife.com.