Intellectual Curiosity / IQ
Technical details of all Aviatrix offered solutions
CSP specific implementation details, caveats
Terraform, API experience
Best practices for demoing solutions
Customer value stories
Aviatrix Solutions
Listen to understand, not respond
What is motivating someone
understand the "Why"
Demonstrate empathy
Social Awareness
Knowledge and Stories sharing
Best practices
AIOPs to assist in efficiency and readiness
POV tooling (efficiency, consistency, tracking)
Field Engineering
Gang tackle approach
Builds relationships inside & outside the team
Builds a strong partner and customer network
Team Player
MEDDPPICC understanding
Role of EB, champion, coach, and blockers
Prescriptive selling, outcome alignment
Education vs pain
Ugly baby
Cloud network maturity
Situational Awareness
Brand awareness, lead generation
Sharing webinars and events on social media
In person events
Solution overview and implementation videos
Marketing
Passionate
Driven
Independent
Innovative
Builders Mentality
Anchor Points, Impactful moments
Customer stories, reference selling
SE Playbook
Understand your strengths and weaknesses
Solicit and accept continous feedback
When to talk and when to listen
Demonstrate patience and thoughtfulness
Self Management
Test
Support
Competitive CSP native solution
Integration with Native Services
3rd Party Solutions
Battle cards
Competitve Solutions
Comfortable engaging and challenging the customer
Guide’s customer conversations to a desired result
Forms strong lifelong bonds with customers
Gravitas