From Conflict to Collaboration: Resolving SE/Sales Misalignment
Webinar
Enterprise demos sit at the center of AE and Sales Engineering tension, where pressure, expectations, and limited resources collide. In this recorded session, Aileen McNabb and Cameron Chelo unpack the human dynamics behind AE–SE misalignment and show how teams move from frustration to effective collaboration. The conversation focuses on real deal scenarios, covering workload strain, role confusion, and communication breakdowns that quietly derail execution across the deal cycle.
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What You’ll Learn by Watching:
Resource & Workload Conflicts
Why AEs feel under-resourced and SEs feel over-extended - and how to move from “time is scarce” to “collaboration is the real resource.”
Role & Identity Conflicts
The clash between strategic SE aspirations and “demo-only” expectations - and how Social Styles can bridge differences in how each role communicates value.
Communication & Expectation Conflicts
Where misalignment begins (feature promises, corrections in front of customers, unclear hand-offs) - and how to fix it with shared processes and explicit pre-call alignment.
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