Episode #21 of “Can I get that software in blue?”, a podcast by and for people engaged in technology sales. If you are in the technology presales, solution architecture, sales, support or professional services career paths then this show is for you!
Are Sales Reps still needed? Should Sales Reps and SAs have a variable commission plan? Eric Heikkila, who formerly led all of GTM/Sales for AWS Databases Globally, is now the GTM leader for the hot new serverless data caching starting Momento. He sat down with us to really geek out about how they’re approaching the sales motion given that they can start from scratch and aren’t weighed down by existing legacy sales structure and process. Listen to see how he answers these questions, and many more like product-led vs. sales-led growth, selling directly vs. through a cloud marketplace to save time and effort in the procurement process, and how the skillset required to be an SDR, SA, and Sales Reps have evolved over the last 10 years.
Our website: https://softwareinblue.com
Make sure to subscribe or follow us to get notified about our upcoming episodes:
Apple Podcasts: https://podcasts.apple.com/us/podcast/can-i-get-that-software-in-blue/id1561899125
Links mentioned in the episode:
Momento’s Home page: https://www.gomomento.com
Eric leads all commercial operations at Momento including sales, marketing, alliances, solution architecture, and developer relations. Eric joined Momento at the beginning of 2022 after nearly ten years leading the GTM efforts to grow and scale the database, analytics, and machine learning business lines at Amazon Web Services. Eric’s time at AWS included growing the Amazon EMR business by evangelizing EMR as the key foundation of an AWS data lake architecture, building out the ML GTM organization that supported the launch of the first AWS AI services and Amazon SageMaker, and leadership of the GTM efforts for all AWS Database services. Prior to AWS he led the Embedded Systems and IoT practice at VDC Research Group. Eric completed his MBA at Imperial College London and BSEE at Bucknell University.