{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"From Novice to Expert: Presales Career Paths with Kalyan Ramkumar","description":"In this episode, Jack Cochran and Matthew James talk with Kalyan Ramkumar about his journey from novice to expert in the presales field. Kalyan shares his experience starting as an SDR at RSA Security with no technical background and how he worked his way up to become a skilled solutions engineer. He discusses the importance of domain knowledge in security, his framework for effective demos, and strategies for managing POCs and building your internal brand. To join the show live, follow the Presales Collective's LinkedIn page or join the PSC Slack community for updates. The show is bi-weekly on Tuesdays, 8AM PT\/11AM ET\/4PM GMT. Follow the Hosts  Connect with Jack Cochran: https:\/\/www.linkedin.com\/in\/jackcochran\/  Connect with Matthew James: https:\/\/www.linkedin.com\/in\/matthewyoungjames\/  Connect with Kalyan Ramkumar: https:\/\/www.linkedin.com\/in\/kalyan-ramkumar-679927151\/  Links and Resources Mentioned  Join Presales Collective Slack: https:\/\/www.presalescollective.com\/slack Presales Collective Linkedin: https:\/\/www.linkedin.com\/company\/presalescollective  Presales Collective newsletter: https:\/\/www.presalescollective.com\/newsletter  CompTIA Security+ Certification: https:\/\/www.comptia.org\/certifications\/security  CompTIA Network+ Certification: https:\/\/www.comptia.org\/certifications\/network  Timestamps 00:00 Introduction 03:15 Kal\u2019s Background 10:12 First Ever Demo 14:10 When did you know you\u2019re an SC 19:40 The Four Do's of Demos 23:35 Challenging the challenger 27:02 Building your personal brand 29:35 POC strategies&amp;nbsp; Key Topics Covered  Breaking into Presales  Starting as an SDR and transitioning to SE Getting hired without technical background Importance of work ethic and eagerness to learn   Building Domain Expertise  Value of security certifications (Security+ and Network+) Moving from scripted to fluid demos Building trust with technical customers   Demo Framework: The Four Do's  Conducting your own discovery Framing every click and feature Evaluating specific customer KPIs Challenging difficult stakeholders   POC and Success Strategies  Customizing POC length to customer needs Collaborating with account executives Building internal relationships Creating workshop sequences for implementation    ","author_name":"Presales Podcast by Presales Collective","author_url":"https:\/\/www.presalescollective.com\/","html":"<iframe title=\"Libsyn Player\" style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/35582945\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/forward\/render-playlist\/no\/custom-color\/88AA3C\/\" height=\"90\" width=\"600\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>","thumbnail_url":"https:\/\/assets.libsyn.com\/secure\/content\/191508885"}