Sharon Martin, SVP of Global Sales Engineering at Alteryx, breaks down how to position solutions teams as the strategic drivers of organizational AI adoption. With Alteryx targeting 20% AI-driven productivity gains and undergoing a major private equity transformation, Sharon explains why solutions engineers are uniquely equipped to bridge technical capabilities with business outcomes during periods of massive change.

The conversation dives into Sharon's decision to implement individual revenue goals for every solutions engineer, her organic approach to building AI specialist teams through volunteer "hand-raisers," and how she leverages monthly C-suite operational reviews to elevate the strategic importance of solutions engineering. Sharon also reveals Alteryx's pivot from traditional desktop analytics to conversational data interfaces and capability-based pricing models that challenge decades of software business practices.

We dig into:

• What it’s really like to navigate a private equity transformation as a GTM leader

• The creation of volunteer-based AI specialist teams and why “hand-raisers” matter

• How monthly C-suite operational reviews elevate solutions engineering’s role in strategy

• The shift to capability-based pricing and what it means for customers and GTM teams

If you’re ready to see how solutions leaders can turn AI disruption into career-defining impact, this episode is your playbook.

Key Takeaways:

• Solutions engineering is uniquely positioned to lead AI transformation across entire organizations

• Individual contributor revenue goals for solutions engineers drive accountability and business ownership

• AI specialist teams should emerge organically from curious team members, not through mandates

• Monthly C-suite operational reviews showcase solutions engineering as a strategic business driver

• The future of data interaction is conversational—traditional UIs will give way to agentic AI interfaces