What Am I Actually For? [8]
Leading PreSales | The Solution Engineering Leadership Show · 2026-05-04 · 5 min
Episode notes
The question every SE leader is going to get asked this year ️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar Ava's new hire asked the question out loud. Every SE leader is going to hear it this year. Here's the answer — and why the obvious version of it can accidentally burn out your team. What Nate and Ava discuss The four moments where human SEs still clearly win: career-risk decisions, messy stakeholder dynamics, regulated industries, strategic renewals Nate's pushback on Ava's framing — why "you're for the hard moments" is a dangerous answer to give a new hire The reframe: the skill isn't BEING at the hard moments, it's the judgment to find them in your deals on purpose How to answer this question when your own team asks it The move This week, force-rank your active deals — not by size, by "which of these has a human-critical moment coming, and when?" Reallocate your team's time toward those moments on purpose. And if a new hire asks "what am I for?" — give them the answer directly. Don't wing it. Resources & Links: paths.to/presales Book a Discovery Call: calendly.com/serockstars-tim/discovery-call