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Rise of the AI Sales Engineer

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RAISE Up

UNXPCTD is about the rise of the AI Sales Engineer, and fully dedicated to exploring the ways in which AI is revolutionizing B2B sales, and the pivotal role of Sales Engineers in reshaping the future of product and go-to-market strategy and execution. Join a diverse group of industry leaders and experts as we engage in impactful discussions on building a new B2B motion—one that is product-first, expert-led, and powered by the rise of the
AI SE.

Guest Speakers

Sara Jones
Chief Solutions
Officer
in
Jeff Margolese
SVP Global
Solution Consulting
in
Brian Cotter
SVP Sales Engineering
& Value Consulting
in
Max Verma
Head of PreSales
Strategy & Innovation
in
Brady Chant
Sales Engineer
in
John Care
Managing Director &
Chief Content Officer
in
Kerry Sokalsky
Co-Founder &
Managing Director
in
Rew Dickinson
Chief Executive Officer
& Founder
in
Chris LaPeters
Director of
Sales Engineering
in
Leah McTiernan
Group Vice President
PreSales
in
Daniel Conway
Chief Executive
Officer
in
Chad Wilson
Vice President
Operations
in

Agenda

Calendar Weds, Oct 2 | 9am PT | All times listed are in PST
Start: 9am PST
Join Vivun co-founders Matt Darrow and John Bruce in this opening keynote to discuss the state of sales engineering, how the latest technologies are poised to fundamentally change how technical sales teams work, and how the profession can turn challenges presented by an AI-powered future into incredible opportunity.
Matthew Darrow
Co-Founder & CEO, Vivun
John Bruce
Co-Founder & CTO, Vivun
How do the world's most successful companies view sales engineers? In the case of Seismic, the global leader in sales enablement , SEs act as strategic partners to the whole company—not just demo jockeys for sales.

Join to hear Seismic's Brian Cotter, SVP of Sales Engineering and Value Consulting, Max Verma, Head of PreSales Strategy and Innovation, and Brady Chant, Sales Engineer, discuss the strategic pillars of great sales engineering teams, what it means to take an outside-in approach to technical sales, and how to ensure alignment with every part of the organization.
Brian Cotter
SVP Sales Engineering &
Value Consulting, Seismic
Max Verma
Head of PreSales Strategy &
Innovation, Seismic
Brady Chant
Sales Engineer,
Seismic
Go-to-market teams usually think about product gaps in terms of their immediate revenue impact, but taking the long view on roadmap investments often has the greatest influence on the future direction of a company.

In this session, Chris LaPeters, Director of Sales Engineering, Global Presales Programs Leader at Ericsson Enterprise Wireless (formerly Cradlepoint), discusses lessons learned while working to establish strategic alignment between Product and Sales—growing the relationships that matter most, understanding where PreSales teams have the most influence on the product roadmap, and designing organizational processes to be resilient to change.
Chris LaPeters
Director of Sales Engineering,
Global Presales Programs Leader,
Ericsson Enterprise Wireless
In an ever-shifting B2B market, PreSales leaders must be proactive about getting the C-Suite to recognize their strategic business value as their role evolves. Sometimes this means proactively participating in strategic business conversations and outcomes rather than waiting for an invitation.

This session features lightning talks from senior Solutions executives Jeff Margolese, and Sara Jones. Drawing from their experience leading global teams at Servicenow and Formstack, Jeff and Sara share how to prove and showcase the distinct value of the PreSales function to assert an equal seat at the executive table via “evolution, not revolution.”
Sara Jones
Chief Solutions Officer,
Formstack
Jeff Margolese
SVP Global Solutions Consulting,
Servicenow
As processes, programs and platforms continue evolving, how can Sales Engineers find new paths to unlocking human potential that meet the current and future demands of the business?

This session, moderated by Vivun VP of Sales Engineering Brett Crane, focuses on engaging, empowering and enabling Sales Engineering teams for uncertain futures. Together with technical sales experts Rew Dickinson (Alpha GTM), John Care (Up2Speed), and Kerry Sokalsky (Tech Sales Mastery), they'll share insights on fostering a culture of continuous learning and integrating AI into the SE profession amid rapidly changing times.
Brett Crane
VP Sales Engineering,
Vivun
John Care
Managing Director, Chief Content
Officer, MTS & Up2Speed
Rew Dickinson
CEO and Founder,
Alpha GTM
Kerry Sokalsky
Co-Founder & Managing Director,
TechSales Mastery
As AI transforms customer expectations and needs, PreSales teams face increasing pressure to prioritize traditionally “post-sale” responsibilities. How can SE teams leverage AI to meet these rising demands across the customer lifecycle without compromising customer relationships?

Leah McTiernan, GVP Presales at DocuSign, joins Daniel Conway, CEO of 2Win!, and Chad Wilson, VP Operations of 2Win!, to discuss the collision of AI and PreSales. This conversation covers how to leverage AI to facilitate a seamless customer experience from the inside-out, why cross-functional collaboration is key, and what core SE skills are more important than ever to earn a competitive edge through customer trust.
Leah McTiernan
GVP Presales
DocuSign
Daniel Conway
CEO
2Win!
Chad Wilson
VP of Operations
2Win!
Tech companies everywhere are embracing generative AI and building new capabilities into their existing offerings — but what really differentiates an "agentic" solution from just another enterprise chatbot?

In this session, Vivun Co-Founder and Chief Data Scientist Joseph Miller will share Vivun's approach to artificial intelligence, the attributes that transform technology from a tool into a teammate, and lessons learned from over a decade in AI research that are now being applied at Vivun.
Joseph Miller
Co-Founder & Chief Data
Scientist, Vivun
John Bruce
Co-Founder & CTO,
Vivun
Come see the latest product updates and innovations coming from Vivun — more than just a demo, this session will highlight the many ways Vivun helps technical sales teams become the unexpected heroes of your company.
Chris Bruner
VP Product, Vivun
Brett Crane
VP Sales Engineering, Vivun
Phil Chwistek
Senior Product Manager, Vivun
Taylor Bukowski
Senior Sales Engineer, Vivun

UNXPCTD is Now

a Virtual Event

We are excited to announce that UNXPCTD will now be held virtually. This change ensures the safety and convenience of all participants, allowing us to deliver an exceptional experience without physical attendance.

Photos from previous event

In-Person Receptions

The conference may be virtual, but we're taking the electric energy of the SE community on the road! This September and October, we're hosting cocktail receptions in San Francisco, Seattle, Austin, Boston, and NYC to get local Technical Sales professionals together to network and share best practices. Come for cocktails, connections, and conversation about the future of our industry.

Learn More

Sponsor

Opportunities

We’re opening sponsorship opportunities to organizations that help elevate the Technical Sales discipline. As a sponsor, you will gain access to an intimate gathering of handpicked industry experts, thought leaders, and potential partners. You'll develop valuable connections to this unique and growing community.

Missed out on UNXPCTD Show?

Check out all of the sessions from our 2024 UNXPCTD Show broadcast

How CROs Use Technical Sales Process Insights to Drive Growth
Modernizing Relationship Selling with New Insights from the SE Team
Breaking Down Barriers Between Product and Sales
Calling Your Shot: Using Technical Sales Data to De-Risk the Sales Forecast
Devs On Stage: The Latest from Vivun
How Leading Organizations Drive Usage and Adoption of Vivun

FAQs

We wanted to bring the magic of UNXPCTD to you without the need for travel.

You can join the event by registering and access the virtual event on October 2nd from the comfort of your home, office, or any location with internet access.

You’ll have opportunities to interact with speakers, fellow attendees, and industry leaders through discussion forums and networking sessions.

You can register for UNXPCTD using the form below.

Yes, sessions will be recorded and available on-demand, allowing you to watch them at your convenience.