TL;DR:

This episode is all about the unsung heroes of the sales world: Sales Engineers (SEs). Hosts Kelly Lewis and Tiffany Jones, joined by guest Sachin Wadhawan, explore the vital partnership between Account Executives (AEs) and SEs—framed through the lens of Batman and Robin. They break down what makes this relationship tick, why it’s essential for winning bigger, better, and faster deals, and how organizations can better support and recognize their SEs.

Sales Engineers are the secret weapon behind every successful sales team, but their contributions are often misunderstood or overlooked. In this lively episode, Kelly and Tiffany welcome Sachin Wadhawan—author of "Trust Your SE: Sell Bigger, Better and Faster with Sales Engineering" and host of the Coffee with Sales Engineers podcast—to shine a spotlight on the SE role.

Drawing on Sachin’s deep experience and passion for sales engineering, the conversation uses the Batman and Robin analogy to illustrate the unique, symbiotic partnership between AEs and SEs. Just as Batman and Robin each bring their own strengths to crime-fighting, AEs and SEs complement each other to deliver value to customers and close deals. Sachin shares why he’s always embraced the “Robin” role, emphasizing that both sides need to understand and respect what motivates the other for the partnership to thrive.

SEs aren’t just driven by commissions or accolades—they’re problem-solvers at heart, energized by complex challenges and the opportunity to wow customers with creative solutions.

Why the best sales outcomes happen when AEs and SEs operate as true partners, each playing to their strengths and trusting each other to handle their part of the sales cycle.

The importance of open dialogue between AEs and SEs—including how to give feedback, correct mistakes in front of customers without damaging credibility, and develop that unspoken “demo dance” chemistry in meetings.

How AI and automation are changing the landscape, but why the human element of the SE is irreplaceable. Sachin argues that AI should be used to offload repetitive tasks, freeing SEs to focus on high-impact customer interactions—like a surgical team prepping the OR so the surgeon can focus on the operation.

Insights on how organizations should think about AE-to-SE ratios, the impact on deal quality, and why SEs often lack the investment and recognition they deserve.

The best SEs don’t always come from technical or sales backgrounds—curiosity, problem-solving, and the ability to build trust are what matter most. Kelly, Tiffany, and Sachin discuss creative ways to identify and nurture SE talent from diverse industries.

Why it’s crucial to celebrate SE wins, include them in President’s Club, and provide dedicated training and career development—rather than just relying on them to train others.

Whether you’re an AE, SE, sales leader, or just curious about the Batman-and-Robin magic behind high-performing sales teams, this episode delivers practical insights, candid stories, and a fresh appreciation for the sales engineer’s craft.

Don’t miss this deep dive into the heart of sales engineering—where every great Batman needs their Robin, and every deal needs its dynamic duo.