Unafraid of asking questions: Six key insights into Sales Engineering

Google veteran Andy Milo lives by Astro Teller’s charge that “our ambitions are the only ceiling on what’s possible,” pushing his team to have a healthy disregard for the impossible. Milo leads our Cloud Sales Engineering team, working in a part of the business he says represents Google’s biggest new opportunity going forward.

Interested in learning more? Here, Milo shares 6 key insights into Sales Engineering at Google.

As a Sales Engineer, making the impossible possible is your daily M.O.
At our core, Google is really an infrastructure company. Search, Gmail, YouTube, and AdWords are all great examples of what you can do with the world's best infrastructure. Working in Google Cloud is all about taking that amazing technology and putting it into the hands of some of the neatest companies in the world, helping them accomplish things they never even thought were possible.

A great Sales Engineer (SE) has three characteristics
First, a “whatever it takes” attitude! This may sound like a platitude, but it's the biggest single indicator of an individual’s success in the role. As long as it is legal, honest, moral, and customer-focused, our SEs should be willing to do it!

Second, the technical chops to absorb new concepts quickly. With such a large platform, our SEs are constantly learning and exploring new technologies. In a successful SE, the deep down, heart-of-hearts response to this kind of thing is always, “Cool, I GET to do this!”

Finally, a core specialty that can then be used as a frame of reference going forward in the role. There are many potential backgrounds that are relevant to our work. We have successful SEs from all corners of the tech world, including (but not limited to) devops, storage, networking, app dev, big data, and machine learning.

The biggest priority is helping clients find the best solution possible—even if that sometimes means losing business in the short-term
We strive to become the trusted advisor to our clients, so that we can help them make the right decision about a specific workload, for them. We use all of our technical know-how to help solve their problems, even if that means doing something other than deploying on Google Cloud. This long-term partnering approach really puts us on the same side of the table as our clients, and is a great way to build customers for life.

Sales Engineers solve a ton of problems, but boredom isn’t one of them
Our SEs are at the heart of some of the neatest things happening in tech today. During an average week, a Cloud SE might:
+Work with digital giants like Evernote and Spotify to scale larger than ever
+Help democratize education by working with Khan Academy
+Give autistic kids a new voice by helping AutismSpeaks enhance lives today and accelerate a spectrum of solutions for tomorrow
+Work with some of the hottest gaming companies in the world like Ubisoft, CCP Games, and Niantic
+Work on modernizing healthcare by working with Stanford University’s Center of Genomics and Personalized Medicine

We strive to become the trusted advisor to our clients, so that we can help them make the right decision about a specific workload, for them. We use all of our technical know-how to help solve their problems, even if that means doing something other than deploying on Google Cloud.

Googleyness is hard to define, but it’s the key to our success
Throughout my seven years here, I’ve realized that Googleyness has so many components. If I had to boil it down to the three things that stick out the most to me, it would be: (1) putting the user first, (2) thinking 10x, and (3) always doing the right thing. With those three things as a guidepost, I think we can help the world accomplish amazing things.

The future belongs to those who are unafraid to ask questions
In the past, someone could work in tech for a lifetime by knowing one complicated application really, really well. Those days are changing—a career in tech going forward is about solving real-world issues with innovative technical approaches. From coding to deploying, this means that those who are intellectually curious and think beyond what’s right in front of them will have the biggest impact and enjoy the most consistent success.

Unafraid of asking questions: Six key insights into Sales Engineering

Google veteran Andy Milo lives by Astro Teller’s charge that “our ambitions are the only ceiling on what’s possible,” pushing his team to have a healthy disregard for the impossible. Milo leads our Cloud Sales Engineering team, working in a part of the business he says represents Google’s biggest new opportunity going forward.

Interested in learning more? Here, Milo shares 6 key insights into Sales Engineering at Google.

As a Sales Engineer, making the impossible possible is your daily M.O.
At our core, Google is really an infrastructure company. Search, Gmail, YouTube, and AdWords are all great examples of what you can do with the world's best infrastructure. Working in Google Cloud is all about taking that amazing technology and putting it into the hands of some of the neatest companies in the world, helping them accomplish things they never even thought were possible.

A great Sales Engineer (SE) has three characteristics
First, a “whatever it takes” attitude! This may sound like a platitude, but it's the biggest single indicator of an individual’s success in the role. As long as it is legal, honest, moral, and customer-focused, our SEs should be willing to do it!

Second, the technical chops to absorb new concepts quickly. With such a large platform, our SEs are constantly learning and exploring new technologies. In a successful SE, the deep down, heart-of-hearts response to this kind of thing is always, “Cool, I GET to do this!”

Finally, a core specialty that can then be used as a frame of reference going forward in the role. There are many potential backgrounds that are relevant to our work. We have successful SEs from all corners of the tech world, including (but not limited to) devops, storage, networking, app dev, big data, and machine learning.

The biggest priority is helping clients find the best solution possible—even if that sometimes means losing business in the short-term
We strive to become the trusted advisor to our clients, so that we can help them make the right decision about a specific workload, for them. We use all of our technical know-how to help solve their problems, even if that means doing something other than deploying on Google Cloud. This long-term partnering approach really puts us on the same side of the table as our clients, and is a great way to build customers for life.

Sales Engineers solve a ton of problems, but boredom isn’t one of them
Our SEs are at the heart of some of the neatest things happening in tech today. During an average week, a Cloud SE might:
+Work with digital giants like Evernote and Spotify to scale larger than ever
+Help democratize education by working with Khan Academy
+Give autistic kids a new voice by helping AutismSpeaks enhance lives today and accelerate a spectrum of solutions for tomorrow
+Work with some of the hottest gaming companies in the world like Ubisoft, CCP Games, and Niantic
+Work on modernizing healthcare by working with Stanford University’s Center of Genomics and Personalized Medicine

We strive to become the trusted advisor to our clients, so that we can help them make the right decision about a specific workload, for them. We use all of our technical know-how to help solve their problems, even if that means doing something other than deploying on Google Cloud.

Googleyness is hard to define, but it’s the key to our success
Throughout my seven years here, I’ve realized that Googleyness has so many components. If I had to boil it down to the three things that stick out the most to me, it would be: (1) putting the user first, (2) thinking 10x, and (3) always doing the right thing. With those three things as a guidepost, I think we can help the world accomplish amazing things.

The future belongs to those who are unafraid to ask questions
In the past, someone could work in tech for a lifetime by knowing one complicated application really, really well. Those days are changing—a career in tech going forward is about solving real-world issues with innovative technical approaches. From coding to deploying, this means that those who are intellectually curious and think beyond what’s right in front of them will have the biggest impact and enjoy the most consistent success.