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Mastering the Art of Sales Engineering

You're reading from Mastering the Art of Sales Engineering Develop essential skills and gain valuable insights for high-tech sales engineering success

Product type Paperback

Published in Sep 2024

Publisher Packt

ISBN-13 9781835880968

Length 316 pages

Edition 1st Edition

Concepts

Business Management

Authors (2):

Jeffrey Silver

Jason Mar-Tang

View More author details

Table of Contents (17) Chapters

Preface

1. Part 1:Understanding the High-Tech Sales Industry FREE CHAPTER

2. Chapter 1: Types of Organizations That Employ Sales Engineers

3. Chapter 2: Typical Sales Roles and Sales Processes

4. Chapter 3: The Sales Engineer

5. Chapter 4: Types of Sales Engineer Roles

6. Part 2:Necessary Soft Skills

7. Chapter 5: General Soft Skills

8. Chapter 6: Client-Facing Soft Skills

9. Chapter 7: Mastering Yourself and Helping Others

10. Part 3:Often Neglected Important Skills

11. Chapter 8: Road Warrior Fundamentals

12. Chapter 9: Administration

13. Chapter 10: Compensation and Legal Considerations for the SE

14. Chapter 11: Beyond the SE Role – SE Management

15. Index

Why subscribe?

16. Other Books You May Enjoy

Index

As this ebook edition doesn't have fixed pagination, the page numbers below are hyperlinked for reference only, based on the printed edition of this book.

Symbols

401(k) matching 253

A

account executive (AE) 38, 96, 126, 169, 202, 231

avoiding 97

administrative tools 230

Amazon Web Services (AWS) 178

American Civil Liberties Union (ACLU) 136

architect 87

artificial intelligence (AI) 130

assigned quota 249

B

base pay 248

bottom line up front (BLUF) 119

bulk purchase agreements (BPAs) 78

C

cease and desist letter 256

Central Intelligence Agency (CIA) 76

Certified Information Systems Security Professional (CISSP) 179

chain of command 116

channel 9

channel partners 9, 10

channel SE 81, 82

chief information security officer (CISO) 85, 110, 152, 153, 276

clawback 248

client-facing considerations 152

complex situations 153

dynamics, with AE 154

OPSEC in public settings ...

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Authors (2)

Jeffrey Silver

Jeffrey Silver

Jeffrey Silver has been involved in the network security industry for over 25 years. After earning his CISSP, he became a founding member and officer of the Delaware ISC2 Chapter. Currently, he serves as an adjunct professor teaching cybersecurity and is passionate about building a culture of mentoring young security professionals in our industry. A strong advocate of building cyber collaboration with law enforcement, Jeff is a graduate of the FBI Citizens Academy and a member of InfraGard. He currently lives in Newark, Delaware with his wife and two children and outside of the technology industry is active in his church and local community.

See other products by Jeffrey Silver

Jason Mar-Tang

Jason Mar-Tang

Jason Mar-Tang has been in the IT industry for over 17 years, with over 14 years of cybersecurity sales engineer experience. He earned his CISSP in 2014 and CCSP in 2023. He has spent years engineering different defensive cybersecurity solutions for clients of all verticals. After spending years with blue team defensive technologies, he has shifted to the offensive side of security, now advising attacker-led strategies for clients across the United States and Latin America. Additionally, he has led a team of engineers in North and South America since 2022. He now works strategically with clients and communities as a field CISO, a cyber evangelist; his expertise is noted in publications, podcasts, and presentations across the cybersecurity industry.

See other products by Jason Mar-Tang

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