This episode is sponsored by TestBox. Please visit www.testbox.com to learn more!

Stephen Morse, founder of the Sales Engineering Leadership Institute, joins James to explore how AI is fundamentally reshaping go-to-market strategies and the Solutions Engineering profession. With more than 30 years of experience across paradigm shifts from client-server to cloud to AI, Stephen offers unique insights into the current transformation.

The conversation covers the consolidation of pre-sales and post-sales functions, the rise of outcome-based pricing, and why solutions engineers are increasingly moving into account executive roles. Stephen argues that while AI will automate many functions, the human elements of emotional intelligence, trust-building, and strategic thinking will become even more critical for differentiation.

We dig into:

• Why AI is not just augmenting work, but actively replacing functions and how SEs can lean in to stay relevant

• Why outcome-based pricing could upend compensation models and what that means for SEs and AEs alike

• How consolidation of GTM roles is pushing SEs closer to account executives, and why many are already thriving in quota-carrying roles

• Why differentiation now comes less from features and more from trust, fluency, and the human connection only SEs can deliver

This episode unpacks how AI is reshaping the solutions profession and shows why mastering emotional intelligence, business fluency, and trust will define the next generation of SEs.

Key Takeaways:

• AI represents the biggest transformation since the internet, automating human functions rather than just improving productivity

• The pre-sales/post-sales divide is disappearing as companies focus on full customer lifecycle success

• Solutions engineers are well-positioned to transition into seller roles due to their trust-building and discovery skills

• Outcome-based pricing is gaining momentum as buyers demand results over features

• Technical expertise combined with business fluency and emotional intelligence will define future sales success