CRO · Framework · Intermediate · Saves 30+ hours
SE-AE Partnership Model
A framework for effective SE-AE partnership.
What's included
- Role Definition
- AE responsibilities
- SE responsibilities
- Shared responsibilities
- Engagement Model
- Deal engagement criteria
- Request process
- Communication cadence
- Deal Collaboration
- Joint planning
- Call coordination
- Follow-up ownership
- Performance Alignment
- Shared metrics
- Feedback process
- Conflict resolution
Best used when
- Defining SE-AE roles
- Reducing friction
- Improving collaboration
- Scaling SE team
The template
The Template
ROLE DEFINITION
Responsibility Matrix
SE-AE RESPONSIBILITIES
AE OWNS:
☐ Commercial conversation
☐ Pricing and negotiation
☐ Contract process
☐ Executive relationships
☐ Deal strategy
☐ Forecast accuracy
SE OWNS:
☐ Technical discovery
☐ Demo delivery
☐ POC execution
☐ Technical validation
☐ RFP technical content
☐ Technical objections
SHARED:
☐ Discovery meetings (joint)
☐ Deal strategy (input)
☐ Customer relationships
☐ Post-sale handoff
Collaboration Guidelines
| Activity | AE Role | SE Role |
|---|---|---|
| Discovery call | Lead commercial | Lead technical |
| Demo | Intro/close | Present |
| POC | Exec relationships | Technical execution |
| Objections | Commercial | Technical |
| Proposal | Commercial content | Technical content |
ENGAGEMENT PROCESS
SE Engagement Workflow
SE ENGAGEMENT PROCESS
REQUEST:
☐ AE submits SE request form
☐ Includes: Account, stage, need, timeline
☐ Discovery notes attached
ASSIGNMENT:
☐ Manager reviews request
☐ Assigns SE based on availability/expertise
☐ SE acknowledges within 4 hours
KICKOFF:
☐ SE-AE prep call (30 min)
☐ Review discovery notes
☐ Align on strategy
☐ Schedule activities
EXECUTION:
☐ Joint customer calls
☐ SE leads technical work
☐ Regular sync (weekly minimum)
☐ CRM updates
HANDOFF:
☐ Technical win documented
☐ Implementation notes prepared
☐ Feedback exchanged
Frequently asked questions
What is the SE-AE Partnership Model?
A framework for effective SE-AE partnership.
Who is the SE-AE Partnership Model for?
It is built for CROs and their teams working on Sales Engineering. The AI coach adapts it to your company, stage, and goals.
How long does the SE-AE Partnership Model take to use?
It saves roughly 30+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the SE-AE Partnership Model free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SE-AE Partnership Model?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.