SE Manager (Black Belt)

SE Individual (Brown belt)

Learn from leaders of the highest growth SaaS sales organizations in the world!


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SE manager (black belt) workshop topics

The SE Leader is tasked with many direct, and influence-based roles. This section discusses these many roles in detail, universally applicable to any SE Leader. Emotional Intelligence practices to drive performance, leadership, and teamwork as supervisor, coach, leader, and executive are emphasized. High focus on peer exercises and workshops around tradeoff evaluations and roleplaying common yet difficult scenarios.

Your team’s clarity of vision and charter aligns your teams efforts, resources, and engagement to be its most effective and impactful. Whether building your first charter or evolving it as you and your company grows, direct discussions and workshops will help you to better frame the principles that guide the organization, and manage your team.

Iterate or improve discipline and focus on your SE team with discussions on Sales Cadence, Coverage Strategies, and Technical Forecast Strategies. Also reviewed are the latest strategies around group and individual meeting management, individual deal reviews, sales reporting and QBRs.

Standardizing and driving the highest levels of professional execution is the hallmark of a world-class SE Team. This section covers measurement of SE’s throughout the sales cycle (assignment to attainment KPIs), core systems and tech stack usage, Resourcing and Time Management, and establishment of a disciplined technical sales process. Pro-Tip rapid round discussions around Discovery, Demo, Objection Handling, Value Engineering, and technical closure help create actionable insights to drive immediate productivity and innovation.

The SE org at its best has established win/win interfaces with almost all departments in a company. Learn and share strategies to better establish ideal partnerships and balance throughout the company, from within the SE team, to Sales, Sales Enablement, Product Marketing, Post Sales and Success, Engineering/Product, Operations, and the C-Suite.

Your success as an SE Leader hinges on proper strategies to build and retain world class teams through culture, team diversity, career pathing, performance management, and recognition. These topics along with other team constructs like demo engineering, associate SEs, and managers-in-training programs, will help you create depth and diversity of experience and build a destination organization.

Learn and share the latest strategies to source, interview, evaluate, close, and retain top candidates.

“The SE Leadership Blackbelt Workshop provided a tremendous amount of applicable knowledge and value to complement the operations and management of my rapidly growing SE team. There has been a gap in the market on SE leadership specific training. The Blackbelt Workshop shows you what tools, metrics and frameworks are the best in the industry. Coupled with the peer networking, it was one of the most useful and dynamic pieces of training that I have ever attended as an SE leader. I highly recommend it for any SE Manager or Director that needs to build an SE team and is looking for industry best practices and improved networking.”


Owen McClave

Solutions architecture leader, AWS

BrownBelt IC Workshop Topics

Understand the goals, organization diversity, and outcomes driven by Sales Engineering organizations; discern the key differences from other roles; understand the key principles and expectations. Understand the SE career path and progression, and different role diversity within them

Examine and internalize the core competencies and traits of outstanding SEs; Business and Technical acumen; Functional “working” Capabilities; Emotional Intelligence skills; “dark spots” of the role, and most common scenarios in the go-to-market motion.

Examine and learn best practices and building blocks of the technical sales cycle, discovery, preparation, demo, objection handling, engagement with sales, metrics, reporting, CRM and tools. Understand expectations from SE Management, Sales, and throughout the company.

Learn to leverage strengths and address development areas so as to balance and accelerate impact and career outcomes. Review the most productive approaches to accelerate individual onboarding; understand and assess career fit, SE evaluation, gaps, and development areas.

Manager (BlackBelt) and Individual (BrownBelt) Workshops



Brown Belt (IC) - Live Virtual

June 10 & 12: 12-3pm;

Dates or locations no good? Let us know what you need.

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Call us: 415-349-0326

Have more than 6 people in a single discipline?

SaaSy can craft modular in-house programs based on our public course curriculum that are tailored to your context. Send us a note and we will be in touch to discuss how we can support you.

Past participants

Tony Matos
Tony Matos
Director of Sales Engineering, Citrix
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This training is effective as it is based on experience and success - this is not a theory of the way it should be, instead, it deals with the reality of how SE managers should conduct themselves. The course was well measured in terms of content but also discussion and collaboration. Enjoyed hearing the stories and experiences of the other class members.
Adam Pinkham
Adam Pinkham
Head of Sales Engineering, Bynder
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The course is well structured and balanced. It covers the full spectrum of SE leadership, from the foundations of sales engineering, to organisational and leadership skills. The program is one of the best I've attended and well worth the travel (from Amsterdam).
Nikki Galusha
Nikki Galusha
Solutions Engineer at LaunchDarkly
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I took the brown belt SE course and it helped with understanding how to build cooperative relationships with AEs and become aware of the tools available to improve my role...The network that I created from the course has been incredible...I think if you are new or very experienced in Sales, there is a lot to learn from the SaaSy Sales Management course and topics that aren't commonplace to discuss such as mindfulness, meditation, and maintaining a healthy work/life balance.
Claire Cunnigham
Claire Cunnigham
Sr. Director Solutions Consulting at Ivalua
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The people and content are real. The scenarios we walked through were real life; and we could instantly relate and learn something from it. The people in our class were open about their challenges, strengths, weaknesses (company and individual) which made for a raw conversation. 80-90% of the content was so relevant that felt like a personalized training course. And it was fun!