From Proving Presence to Driving Growth: How SE Leaders Make Presales Indispensable

Leadership stopped asking whether your team is busy and started asking what it contributed. Every other function reports against the growth number, yet presales still runs on utilization, deal attendance, and proxy metrics that keep it playing defence.

The fix isn't a shinier scorecard. Vikram Gupta and Neil Parekh lay out how SE leaders tie contribution to the number a CRO carries, and steer the team through the AI shift.

Speaker shared insights on

Measure what the business measures

Tie SE impact to pipeline and conversion, not presales-only metrics. When the business wins, presales win.

The POC monkey trap

Rewarding more POCs creates more POCs, not better outcomes. Measure SEs by win rate and business impact, not activity alone.

Leading through the AI shift

Create guardrails that encourage experimentation, not restrict it. Build shared AI practices and focus on context, not just more dashboards.

Meet the experts

Neil Parekh (Host)

Revenue Lead, SiftHub

Neil brings years of experience driving go-to-market success across enterprise SaaS and AI-led revenue teams. He’s helping to redefine how presales teams work smarter, not harder, using AI to turn every deal cycle into a faster, sharper win.

Jaime Lewis - Gross (Expert)

SVP, Sales Engineering, Saviynt

Jaime is a proven sales leader and helps enterprises simplify identity and security decisions at scale. At Saviynt, she’s known for turning complex buyer needs into clear, actionable narratives, the exact shift this webinar is about: less prompt wrangling, more solutioning.

Vikram Gupta (Speaker)

VP Solution Engineering, Akamai

Vikram is a technology leader with 25 years in cybersecurity and cloud who runs a 100+ person Solutions Engineering organisation across North America and LATAM at Akamai, a function accountable for over half the company's revenue.

Neil Parekh (Host)

Revenue Lead, SiftHub

Neil drives go-to-market success across enterprise SaaS and AI-led revenue teams. He helps presales leaders rethink how SEs operate, not just in the demo, but across the entire deal cycle.

What you’ll gain

  • Now: Ghosted deals after the POC with no clear reason why, watching the momentum you built slowly die.
  • After: Spotting the stall early, staying in the deal, and clearing the path to close. Moving from the tech person to a deal closer.
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Stop Proving Presence. Start Driving Growth.

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