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With 20+ years of experience in different sales roles – mainly solution sales – I moved into a PreSales management position three years ago. My passion was always, and still is, to provide value to my customers, and I am trying to close the GAPs between the partners in crime (sales & presales).
Liesel is leading the Solution Engineering Organisation for the German Mittelstand at Salesforce, striving to understand the needs of customers regarding their customer relationships and designing solutions. Liesel has been leading solution engineering teams for more than 20 years. She has a background in computer science and is a passionte ambassador about how to safely use AI in customer relationships to provide the best possible experience while preserving customers trust
Max is a firm believer that presales is the key to success in complex and competitive enterprise software sales. With more than 10 years of hands-on experience in both sales and presales, he understands that success goes beyond products and features. The real game-changer is the ability of solution engineers to genuinely understand their buyers and proactively guide them through their buying journey. To unlock the true potential of presales, Max has developed a unique blueprint that combines the best of both worlds, enabling presales engineers to become the unfair advantage of any sales organization.
"Leading with a vision, sticking in the client's mind like chewing gum." Patrick teaches Sales Engineers how to differentiate in the Sales Cycle not by a killer demo but by being themselves. He is a trainer, author, and coach for Sales Engineers only. His “Hero’s Journey of the Sales Engineer” is an innovative training approach for B2B SE teams focussing on mindset, differentiation, and personal value. Also, he is the author of the highly-respected book “The Social Sales Engineer.” With his “The Secret Kingdom of Sales Engineering” map, he provides a creative overview of the Sales Engineering application market. You can find his website at https://saleshero.training, and tons of his articles on Medium.
Sarah Halley is leading a Global team of 10 SEs across APAC, EMEA and the US. Born and bred in Germany she spent most of her professional career in South Africa so people call her an old-world soul with a new-world mindset. Sarah fell in love with SaaS and Solution Engineering less than 6 years ago. Today her duties include developing GTM strategies for new product editions recently acquired by Momentus Technologies, building frameworks and playbooks around scaling Presales, while building resilient and collaborative teams across the globe. In her free time you'll find her on a Yoga mat, kayaking the local rivers or losing her soul in the woods on her MTB.
Dino Karl currently leads the Solution Engineering team for Akeneo in the Central and Eastern European region. Before becoming a part of Akeneo, he occupied various positions in Presales Management at SAP. His recent departure from SAP was motivated by his aspiration to contribute his wealth of experience to emerging and agile SaaS startups demonstrating high-growth potential. With a strong focus on people development and team growth, Dino has a proven track record of building and nurturing high-performing presales teams across distributed locations. He maintains an avid interest in innovative technologies, new business paradigms, and continuous learning.
Frank Cappel is leading the Solutions Consulting team for Coupa in Europe, the Middle East and Africa. He has a lot of big corporate company experience (Deutsche Bank, Accenture, IBM) but also decades long Start-Up knowledge (Emptoris and Coupa). He holds a diploma in business administration (University of Frankfurt) and is also a banker. His absolute passion is presales and to help start-up companies to grow and become a market leader. Frank started his career as a consultant in the business spend management space (procurement, finance, supply chain) and helps small and big companies to optimize the value of every Euro they spent.
Katharina sat through countless vendor presentations and demos as a customer before she changed seats and became an SE. With her special insight into RfX processes, vendor competitions and final evaluations, she mastered the art of creating deep customer insights and a trusting bond.
Marc Paczian is Chief Customer Officer at TWAICE and responsible for the technical, customer-facing teams. In this capacity he supports TWAICE customers, both existing and new, from the initial interactions to ongoing business operations in achieving their goal of linking commercial success with a shift to greener, more sustainable technologies. Before joining TWAICE Marc was Head of Channel Solutions at Dropbox, responsible for the positioning of Dropbox throughout EMEA. He acted as a trusted advisor for business departments as well as IT for their requirements on New Work, personal productivity and the Digital Workplace. Marc has more than 20 years of experience working in IT, especially on the topics of Cultural Change Management, Collaboration and New Work.
Marianne works as Head of Customer Solutions at Procuros where she is responsible for solutions sales and technical partnerships. She has previously worked at SAP, Amazon and Tableau (a Salesforce company). Even though she started her career as a Key Account manager in direct sales, she found her true calling in Solution Engineering at the interception of sales and technology. Her speciality lies in leveraging the skills and insights she’s gained across different roles and applying them to expand the solutions engineering role.
After ten years of billable consulting decided to become the first Sales Engineer for Optimizely in Europe and built out the team from scratch – since then had the pleasure of building out and growing a number of pre-sales teams. Big advocate for internal mobility programs, and buyer-enablement – preferably using the Miro platform, the workspace for innovation. Hold a firm belief that thinking like a product owner and embracing kai-zen will lead to better outcomes. Also, passionate about hiking, power-kiting, drum & bass music (DJ), and road trips in high-revving cars.
As an industry advisor & IT lead, I have dedicated a significant portion of my career bridging the gap between business and technology. My passion lies in the process of converting concepts into practical endeavors, and I find satisfaction in creating strong organizational structures that leverage the power of technology. In terms of my work approach, I am fuelled by my unyielding belief in the potency of teamwork. It is all about people, and trust plays a central role in my day-to-day business. I worked for Continental AG, Salesforce & since 2023 I run the brand Franzke & Löser as Co-Founder.
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