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sales Engineering program

Sales Engineering

co-host
Tim Brömme
founder
SE Rockstars -PreSales Unleashed

Tim owes it to Zelda on the Super Nintendo that he is now a graduate engineer. In the job, the money followed, and with it his economic thinking. Thus, Tim has been touring with companies like Seismic, SAP and Miro internationally through the B2B software world for 15 years. He is enthusiastic about modern technology when it has an entrepreneurial effect. He likes to discuss this with Jan as host of the PreSales Unleashed podcast.

co-host
Jan-Erik Jank
founder
SE Rockstars -PreSales Unleashed

Jan has been in B2B software sales for 16 years with companies like SAP, Salesforce and Callidus Cloud. For the past 11 years, he has been dedicated to his heart’s passion, PreSales / Sales Engineering. He has actively accompanied and participated in thousands of pitches as well as demos, is a certified coach and, thanks to Tim, has been a host of the PreSales Unleashed podcast since 2018.Jan likes to spend his spare time in the mountains with his girlfriend and dog in both summer and winter. One thing he never misses is a good audiobook.

Who is this track for?

The Sales Engineering track is your ticket to the big top if you’re an individual contributor or leader working in PreSales*! Whether you’re a seasoned performer or just curious about what happens behind the curtains in PreSales, you’re in the right place. And for all you sellers out there, we’ve got a few tricks up our sleeve to help you build stronger partnerships with your PreSales counterparts.

*Common roles under the PreSales tent include Solution Consultants, Sales Engineers, Solutions Architects, Value Engineers, and Technical Account Managers.

What content can you expect?

Prepare for a dazzling lineup of content designed exclusively for PreSales professionals! We’ll cover a wide range of themes - from tactical masterclasses on discovery and demo techniques for ICs to leadership insights on talent retention and development. And don’t miss our more strategic topics like process optimization and organizational alignment. We’re also rolling out the red carpet for hot topics like Demo Automation and the latest in AI adoption for PreSales.

Be sure to check the track agenda to see everything that’s under the big top!

Why should you join us?

We’re bringing together the top PreSales performers from leading companies to share their expertise. Expect hard-hitting topics, real-world challenges, and concrete solutions to help you grow your skills and thrive in your role.And that’s not all! This is set to be Europe’s largest in-person gathering of PreSales professionals, so don’t miss your chance to meet fellow pros, share ideas, and have some lively, meaningful conversations under the circus tent.

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Keynote
Audience:
All Levels
Show Me the Money
Dola Akinduro
Leading PreSales in EMEA
HubSpot

PreSales are often seen as technical experts, but our real value is in assuring customers that our product can solve their challenges. These challenges usually boil down to money—whether they’re losing it or aiming to make more. If your prospect isn’t focused on their financial stakes, you might not be talking to the right person.

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Keynote
Audience:
All Levels
Cirque du Solutions: The Art of Balancing Innovation and Structure
James Kaikis
Chief Solutions Officer
TestBox

In the pat decade, B2B SaaS Go-To-Market teams prioritized growth over delivering real customer value. Now, the focus shifts to driving value across the entire customer journey, moving beyond rigid structures and clunky handoffs. The key to this transformation? Solutions professionals. Join us to explore how they are essential in creating a seamless, value-driven customer experiences.

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Keynote
Audience:
All Levels
Drawing the Line: Why Post-Sales Doesn’t Belong in PreSales
Jon Upton
Group Vice President, EMEA Sales Engineering
Splunk

As customer-centric organizations evolve, the boundaries between PreSales and Post-Sales can blur—often with costly consequences. In this session, we will tackle the critical challenges that arise when PreSales is burdened with Post-Sales tasks. Discover the pitfalls of misalignment and learn how defining clear roles and creating a strong partnership between these teams can drive better outcomes and ensure long-term success.

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Keynote
Audience:
All Levels
The Chronicles of Change: AI, Generations, and the Evolution of Leadership
Julian Preto
Head of Customer Advisory
SAP Deutschland SE & Co. KG

As we navigate one of the most transformative eras in history, with AI reshaping industries and generational shifts redefining values, what does leadership truly mean? This session dives into the profound impact of AI, the shifting priorities from Baby Boomers to Generation Alpha, and the evolving role of leadership in these uncertain times. Explore how leaders can steer their teams through unprecedented change and what qualities will define successful leadership in the age of AI.

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Workshop
Audience:
All Levels
Online Demo Best Practices – How to Win Over Zoom
Natasja Bax
Founder, Trainer & Coach
The DemoScene

In a world full of Zoom (and Teams) meetings, keeping demos short and interactive is key to success. We will share easy-to-use tips to keep demos focused, grab attention quickly with methods like “Do the Last Thing First,” and ensure your audience stays involved. This session is perfect for anyone who wants to win over their audience and achieve better results, whether you're new to demos or a seasoned presenter looking to improve. Don’t miss this opportunity to elevate your demos and close more deals!

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Keynote
Audience:
All Levels
Leadership Tightrope: Balancing Ambition and Reality
Rose Randall
Global Head of Solutions Engineering
Miro

Many see leadership as the ultimate goal - but is it truly the next best step for everyone? In this candid session, we’ll pull back the curtain on the realities of leadership, exploring both its challenges and rewards. Join us as we break down common misconceptions and reveal what it really takes to step into the ring as a leader. Prepare for a real talk that will change your perspective on climbing the career ladder!

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Keynote
Audience:
All Levels
Unleashing PreSales: Pioneering a Future Beyond KPIs
Elias Freitag
Director Solution Engineering
Salesforce

What if KPIs are holding us back? Imagine a future where PreSales isn't just about supporting deals but leads innovation, customer engagement, and strategic transformation. In this keynote, we will explore how to transcend traditional metrics and fully leverage the unique skillset of PreSales professionals. Drawing on real-world examples and future-driven thinking, I’ll show how PreSales can become the strategic heartbeat of the organization. It’s time to evolve beyond KPIs and embrace a new era where PreSales drives lasting impact across the entire customer journey. Join me as we reimagine what’s possible.

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