SE Leadership Black Belt
SE Individual Brown Belt
Leadership and Individual BlackBelt and BrownBelt Workshops
The SE Leadership BlackBelt and SE BrownBelt Workshops are handcrafted intensive programs specifically for SE leaders and Individual Contributors. The very best practices as deployed by the fastest growing Silicon Valley companies are taught and reinforced by this program.
SE Leadership Black Belt San Francisco
SE Leadership Black Belt New York
SE Individual Brown Belt, San Francisco
“The SE Leadership Blackbelt Workshop provided a tremendous amount of applicable knowledge and value to complement the operations and management of my rapidly growing SE team. There has been a gap in the market on SE leadership specific training. The SE Leadership Blackbelt Workshop shows you what tools, metrics and frameworks are the best in the industry. Coupled with the peer networking, it was one of the most useful and dynamic pieces of training that I have ever attended as an SE leader. I highly recommend it for any SE Manager or Director that needs to build an SE team and is looking for industry best practices and improved networking.”
— Owen McClave, Senior Manager of Solutions Engineering, Salesforce.com
BlackBelt Leadership Workshop Topics
The SE Leader is tasked with many direct, and influence-based roles. This section discusses these many roles in detail, universally applicable to any SE Leader. Emotional Intelligence practices to drive performance, leadership, and teamwork as supervisor, coach, leader, and executive are emphasized. High focus on peer exercises and workshops around tradeoff evaluations and roleplaying common yet difficult scenarios.
THE SE VISION & CHARTER
Your team’s clarity of vision and charter aligns your teams efforts, resources, and engagement to be its most effective and impactful. Whether building your first charter or evolving it as you and your company grows, direct discussions and workshops will help you to better frame the principles that guide the organization, and manage your team.
MANAGING THE BUSINESS
Iterate or improve discipline and focus on your SE team with discussions on Sales Cadence, Coverage Strategies, and Technical Forecast Strategies. Also reviewed are the latest strategies around group and individual meeting management, individual deal reviews, sales reporting and QBRs.
SE SALES PROCESS, INSTRUMENTATION, TOOLS
Standardizing and driving the highest levels of professional execution is the hallmark of a world-class SE Team. This section covers measurement of SE’s throughout the sales cycle (assignment to attainment KPIs), core systems and tech stack usage, Resourcing and Time Management, and establishment of a disciplined technical sales process. Pro-Tip rapid round discussions around Discovery, Demo, Objection Handling, Value Engineering, and technical closure help create actionable insights to drive immediate productivity and innovation.
PARTNERING THROUGHOUT THE ORGANIZATION
The SE org at its best has established win/win interfaces with almost all departments in a company. Learn and share strategies to better establish ideal partnerships and balance throughout the company, from within the SE team, to Sales, Sales Enablement, Product Marketing, Post Sales and Success, Engineering/Product, Operations, and the C-Suite.
BUILDING A HIGH PERFORMANCE CULTURE & TEAM
Your success as an SE Leader hinges on proper strategies to build and retain world class teams through culture, team diversity, career pathing, performance management, and recognition. These topics along with other team constructs like demo engineering, associate SEs, and managers-in-training programs, will help you create depth and diversity of experience and build a destination organization.
RECRUITING & RETENTION
Learn and share the latest strategies to source, interview, evaluate, close, and retain top candidates.
BrownBelt IC Workshop Topics
SE ORGANIZATION AND ROLES
Understand the goals, organization diversity, and outcomes driven by Sales Engineering organizations; discern the key differences from other roles; understand the key principles and expectations. Understand the SE career path and progression, and different role diversity within them
MAKING OF THE "GOLD STANDARD" SE
Examine and internalize the core competencies and traits of outstanding SEs; Business and Technical acumen; Functional “working” Capabilities; Emotional Intelligence skills; “dark spots” of the role, and most common scenarios in the go-to-market motion.
SE SALES BEST PRACTICES
Examine and learn best practices and building blocks of the technical sales cycle, discovery, preparation, demo, objection handling, engagement with sales, metrics, reporting, CRM and tools. Understand expectations from SE Management, Sales, and throughout the company.
ACCELERATING IN YOUR SE ROLE
Learn to leverage strengths and address development areas so as to balance and accelerate impact and career outcomes. Review the most productive approaches to accelerate individual onboarding; understand and assess career fit, SE evaluation, gaps, and development areas.
The SE Leadership Institute delivers!
The SE Workshops are delivered in partnership with The SE Leadership Institute (SELI), which also provides strategic SE Consulting and coaching. Learn more about SELI it at www.seleadership.com, and join a community of delighted peers.
"I was genuinely blown away by the quality of the training. I took away eight new ideas to implement right away and a bunch of refinements to things I was already doing. The leader of the training was VP of sales engineering at Salesforce, Box, and Mixpanel, and knows what it takes to succeed."
"The content and overall experience of the SE Leadership training was world class and provided immediate positive impact to myself, the team, and the overall organization…The collaborative hands on approach well exceeded my expectations… Not only am I a better leader from the immersive two days, but I’ve also extended my network and have a fantastic group of leaders I can connect with for future support."
"I would highly recommend that any VP of Sales or Solutions send all their SE managers to this workshop. My team left with actionable insights that they were able to put into practice right away. This offering is truly unique in the market."
"Since becoming an SE I’ve found it very challenging to find a group of peers to learn from outside my organization. By creating an environment where experienced, talented, and humble SE Leaders could gather and share best practices, Stephen and his team provided something I had not yet had access to: meaningful guidance. Over the two day workshop, I learned a lot about what makes great SE organizations flourish and had concrete takeaways and strategies that I could being to implement immediately. In addition, I connected with other SE managers who are experiencing similar challenges and now we have a common place to continue to learn from one another in an ongoing manner. The small class size environment is ideal for SEs who may not have a tendency to always pipe up even if they have great ideas. I would, and already have, recommended this workshop to anyone who is developing an SE organization, you will definitely learn something new!"
"I remember when I was first promoted into an SE management position – I was helped along the way by some amazing mentors, but a structured workshop and community to share best practices across industries didn’t exist. Fast forward to 2018 and I had the pleasure of participating in a fantastic SE Leadership Institute workshop here in SF. This old dog learned some new tricks and I plan on sending any new SE leaders on my team to attend in the future!"