Summit Kickoff: Welcome to the State of Diversity in PreSales Summit!

The State of Diversity in PreSales report measures the level of diversity in our profession so that we may gain a better understanding of who is currently working in our field and what challenges they are facing. The 2023 survey and live interviews that we conducted provided us with valuable insight into areas in our profession that need improvement and focus in order to help make DE&I a priority.
‍

Host:
Shawna James, Sr. Manager, Community, PreSales Collective

‍

‍

The PreSales Profession By The Numbers: A Look into the
2023 State of Diversity Report

Cindy Goodwin-Sak, co-author of the State of Diversity in PreSales Report, lead researcher, and Executive PreSales Leader, presents an overview of our research and findings from our 2023 report. She answers the question "Why DE&I" as a means for stronger business and how we can all leverage this approach to strengthen our businesses and sales efforts.

Host:
Cindy Goodwin-Sak, co-author of the State of Diversity in PreSales Report, lead researcher, and Executive PreSales Leader

‍

Level-Up Workshop #1 - The PreSales Career Compass:
Finding Your True North

In this workshop we will be looking at the arc of the PreSales career (rather, the many different arcs) to better understand the options for SC’s, industries they may work in, and most importantly how to weather the current job market to better secure your position in this profession.
‍

‍Speakers:‍

‍Jasmine Omorogbe, Senior Solution Consultant, Workday

‍Darlene Volas, Sr. Director, Solutions Engineering, Enterprise West & Digital Native, Confluent

‍Brandi Anderson, Solutions Consultant, Eightfold

‍

Level-Up Workshop #2: Negotiation Tactics for the SC

Negotiation is scary and oftentimes avoided out of fear of retaliation. However, this act is an essential component of your career. We will be speaking with an HR professional and PreSales leader to understand the best practices in salary negotiation including establishing a baseline of research, how to make the ask, and what todo you when you need to negotiate in your present job.
‍

Speakers:

Maria Lat, Manager, Solutions Consulting, Gem

Tracy Flynn, HR Advisor, VP People, eightfold.ai

‍

Three’s Company: Managing Your AE and Customer
Relationships

The foundation of our work lies in the relationship between us, our AE (or AE’s), and the customer. It is a particular dance to manage these relationships so where do we miss the mark to create more valuable connections with the buyer and build our credibility as a trusted advisor?

‍

This session covers the essential tools required to sell more effectively and connect in a more impactful way with our customers while also demystifying the relationship between you and your AE.
‍

Speakers:
Matthew James, Solutions Engineering Lead, Codat
Deirdre Sommerkamp, VP, Solutions Consulting, Operations & Enablement, Upland Software
Rishi Kapoor, Sales Engineering Leader, Alteryx

‍

ERG Best Practices: For the Bystander, Participator and
Leader

Wendy McHenry, PSC WISE Chair and Senior Director of Technical PreSales and Customer Success at CData Software, will present her experience creating and managing Employee Resource Groups (ERG’s).

ERG’s are groups of employees who join together in their workplace based on shared characteristics or life experiences. ERG’s are for everyone- ERG allies are encouraged, educated, and inspired to understand, empathize, and take informed action in support of others.

In this session, you will learn practical advice for launching, leading, or supporting these groups and leave with a checklist for making sure your groups are launching/functioning successfully.

Speakers:
Wendy McHenry, Senior Director, Technical PreSales and Customer Success, CData Software

‍

State of Diversity In PreSales Closing

We learn best about one another when we really listen to understand the stories that shape who each of us is. Take a walk in Kathleen’s shoes to learn more about her career journey and passions.

We close our Summit with personal reflections from our community around how we can vision a better PreSales profession together.
‍

Speakers:
Kathleen Kuczma, Senior Sales Engineer, Recorded Future
Cindy Goodwin-Sak, co-author of the State of Diversity in PreSales Report, Lead Researcher, and Executive PreSales Leader

‍

During our State of Diversity in PreSales Summit, our speakers created valuable resources for you to bring back to the workplace. Click here to download your own copy!