Leading PreSales | The Solution Engineering Leadership Show

The SE Who Rewired the Team [15]

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What happens when one curious SE on your team quietly rewires the whole job.

🎙️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar

Ava's team runs on an agent orchestration setup that one of her SEs — Marcus — built on three weekends. Nate pushes on the hard questions: standardization, coaching, hiring, and what happens if Marcus leaves.

What Nate and Ava discuss
  • What Marcus built: agent orchestration wired into CRM, deal conversations, knowledge base, and the product via MCP server — spins up a tailored demo environment in four minutes
  • The standardization tension: the floor goes up for everyone (even the two-months-in SE) but the ceiling — reading the room, catching an exec's pause — is still human
  • The coaching and hiring shift: stop coaching the template, coach the judgment. The "organized operator" profile just got cheap
  • The bus factor: what if Marcus leaves? A real risk Ava actively manages through pairing and documentation
  • Nate's enterprise reality: six-month security reviews mean he can't ship this yet — so he's starting with the context layer, a fight he can win this year
    • The move

    Find your Marcus. Every team has one — the SE quietly obsessed with AI, building scripts on the side. Give them oxygen; they'll build the future of your team faster than any vendor ever will. And as a leader, start thinking now about what the ceiling looks like — because in eighteen months, everyone's floor will be the same.

    🔗 Resources & Links: paths.to/presales

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    Leading PreSales | The Solution Engineering Leadership ShowBy Jan-Erik Jank & Tim Brömme