TABLE OF CONTENTS We must open the doors of opportunity. But we must also equip our people to walk through those doors.
Lyndon B. Johnson
Introduce and discuss different organizational structures for SCs.
Understand the career implications of different organizational structures.
Examine the different roles that need to be played in an SE organization at different stages of growth.
This entire chapter is dedicated to the advanced topic of how to structure a sales engineering organization. The first section will be of interest to SEs who desire to better understand the different roles and opportunities within their organizations. The second section will be of little interest or value if you are not currently at the director level or above.
When considering organizational issues, remember this rule of thumb: "Does this help make the field more successful?" As you read this chapter and think about how these concepts relate to your company, always apply this mantra. If a position or investment fails the test, do not devote resources to it. This chapter will introduce you to several elements of sales organization construction theory. Although this subject could consume a book in its own right, we will try to present you with the most relevant details. If you are an individual contributor, this chapter may be a good one to remember and refer to later as need dictates. If you are a manager, you should familiarize yourself with the subject matter and be ready to pull this book off the shelf at the...
