122. Solutions Role in Champion Building w/Andrew Birnbaum

On the PreSales Podcast, James Kaikis and Andrew Birnbaum connect on "PreSales Role in Champion Building." Andrew, Vice President of Solutions Engineering at Celonis, talks about how Solutions teams can play a bigger role in the sales cycle by building Champions. Champion building is no longer just the responsibility of sales executives exclusively as buyers, enterprises, and products are more sophisticated than ever. The Solutions Consultant, serving as a trusted advisor, can help cultivate champions to accelerate deal velocity and drive ACV (Annual Contract Value).