Hello to whoever is reading this! My name is Sean, and this is my short (as possible) story about how Tech Qualled and its leadership saved my future. That may sound extreme but that’s why I say future and not life. Without their dedication and expertise along with the fantastic foundation that is the Tech Qualled program, I would not be where I am today and where I could be, in the future.

I spent six years within the U.S. Navy as an aviation mechanic, separating from the service after an honorable discharge in 2018. In my short time, as many veterans and current members will know, I sharpened multiple traits such as decision making, working under pressure, dedication to not only my direct mission but the big picture, just to name some critical examples. After my transition back into civilian life, I ran into the same problem many veterans do and the entire reason Tech Qualled came to be.

Many employers love veterans and will rant and rave about them, but there always seemed to be a reason I just wasn’t qualified enough. Outside of civilian aviation, I was stuck. I used my G.I. Bill for a while but without a passion for my course of study that did not last long. Once more, I was stuck. One day I was at work, doing mindless manual labor that my large body and frame have always been used for, and a relative sent me a link through text. At lunch I clicked on the link out of slight curiosity and within the 30 minutes of lunch, I forgot to eat the rest of my food as I scrambled to read, review, google, and hell even yahoo search any and all information I could about what Tech Qualled is and how I could get myself involved. I had a phone call set up the very next day and spoke to an individual out of their amazing leadership and on that day, the road I was traveling split as I took the path to greater opportunities.

The program is all I could have hoped for and more. I struggle to truly put into words how valuable the lessons are. How insightful the roleplay’s and feedback can be, and how truly unique the array of coaches they bring in to volunteer their time in helping some veterans. Plenty of materials to help you learn from websites to books you can order, to be able to email the staff. They ask for your focus for the six weeks but understand if you have family obligations, prior commitments or even work here or there. Put it this way, I had a ZERO in the sales experience category and am currently a recent hire within the sales team of a large company, as an Account Executive. It was a whirlwind of the past two months but I am currently in the best job I ever had, working for the best paycheck I have ever had, and for once (listen up Veterans) I am getting paid equal to what I earn! I plan on hopefully being permitted to update this within the next few months and give more insight into how the TQ program has compared to my current role as an actual Account Executive.

For now, I will leave my final thoughts here: If you are a veteran, looking for either a career change or to finally be paid for the hard work and dedication you bring to the table, your chance is here. Better yet, veterans get in for FREE!!! Call, apply, send in the required materials and stick the guidelines of the course once you get in. Bring your best for six short weeks and you can be rewarded with opportunities that I personally, just two months ago, never thought I would attain. If you have further questions and want a non-TQ leader opinion, have them get us in touch and I will be forthcoming and outright honest with any pro/con sheet you have.

THANK YOU, TQ!!!!!

For more information about the Launchpad Academy for Veterans, email info@staging.techqualled.flywheelsites.com.

#TQStories feature Launchpad Academy coaches and graduates will a goal of sharing what technology sales is really like.

KEVIN SNODGRASS – COHORT 4

How did you get started in Technology Sales?

After joining the Naval Reserves, I ended up in the oil and gas industry. My job was a “clock in – clock out” type of deal where I would literally run spreadsheets all day every day.

What made you decide to join the Launchpad Academy?

I looked around at my life and realized I needed a change. Being in a monotonous job working 8-5 PM was not cutting it. I was ready for a challenge, and I had my wife and two kids as encouragement.

What was your placement experience during Launchpad Academy?

I was restricted to Dallas, TX at the time of my placement, so I had a much slower process getting hired than many of the other candidates. I ended up landing an Account Executive role at Cima Solutions Group where I sold hardware and managed services to smaller sized businesses.

How did you end up at AT&T?

Six months after I joined Cima Solutions Group, we began selling $2k/month subscriptions. It was tough to meet the quota, so when a friend reached out regarding a role at AT&T selling to Federal, I jumped at the opportunity. Today, I am a Client Solution Executive working Air Force bases east of Mississippi. I have a $1.4M Quota, and this year I have exceeded that by 3300%. I am so incredibly thankful for Launchpad Academy and my role at Cima Solutions Group. Without those stepping stones, I wouldn’t be where I am today.

What was the most challenging part of tech sales?

I took a pay cut to get started in tech sales which was honestly really tough on me and my family. I went from an 8-5 PM job to hitting the party circuit, going to luncheons, attending happy hours… it’s challenging putting in the hours and having to be out every night.

What was the best part of tech sales?

It completely changed my life financially and emotionally. My life was okay, and then I was happy. You can’t put success in your bank account.

What’s next for you?

I love AT&T and definitely want to stay here. I would like to continue moving up, improving,
and possibly taking a lateral project management route. I am always looking for the next challenge, and AT&T / Tech Sales is the avenue that is able to provide that for me.

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For more information about the Launchpad Academy for Veterans, email info@staging.techqualled.flywheelsites.com

ABOUT KEVIN – Kevin is a graduate of Tech Qualled Launchpad Academy, Cohort 4. He is a Client Solutions Executive for AT&T in the Mississippi region.

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About Nate:

Nathaniel Pache is a graduate of Tech Qualled’s Launchpad Academy, Cohort 17. Today, Nate has joined the Nutanix team as an Account Manager in Durham, North Carolina.

About Nutanix:

Nutanix software unifies private, public, and distributed clouds, and empowers IT to deliver applications and data that power their businesses. Nutanix solutions are built on the industry’s most popular hyperconverged infrastructure (HCI) technology—a complete, 100% software-defined stack that integrates compute, virtualization, storage, networking, and security to power any application, at any scale.

TRANSITION OUT OF THE MILITARY

“I spent five years in the Marine Corps as a pilot, and my transition out was a little unique.  The last few months of my time in the Marines was filled with quite a bit of uncertainty. I found out I was going to receive a medical separation which completely shook up my entire “career” plan.  I had worked hard to earn my spot as a pilot and planned to do 20 years in the Marines… now that had all changed. Following my transition, my family and I moved across the country back to the southeast and I began job searching.  Shortly after, I received a Linkedin message from Brian Wiktorski at Tech Qualled.  He told me about the Launchpad Academy program, and a career in tech sales, and how the skills and leadership experience I had in the military would translate into a civilian career. It was exactly the career I was looking for. 

EXPERIENCE WITH TECH QUALLED

Launchpad Academy was an incredible opportunity. I learned an enormous amount about technology, but most importantly I learned how to sell in a B2B Sales role.  Before beginning the program I thought I had the “salesman” personality, but Tech Qualled showed me how much more I had to learn.  They truly helped me develop the skills necessary to be successful in a tech sales role.

The most impactful thing I learned in Launchpad Academy was knowing when to shut up and listen. Silence is uncomfortable but if you stay silent for a few seconds, the project will fill the silence with more information or give ground in a negotiation. Tech Qualled’s “Expansive Questions” training was also a game-changer.

TRANSITION INTO HIGH-TECH SALES INDUSTRY

During the last few weeks of the program, we began applying to roles inside of Tech Qualled’s ecosystem. I was a geo-restricted candidate, but since I was willing to interview at companies a little outside of my geo-preference, I had many other opportunities.  The interview process was great; I applied to seven different roles and was able to interview with four different companies that were each very unique. It was a tough choice because there were quite a few companies each with a lot to offer.  Ultimately, I chose Empirix, and I have truly loved the company so far. I will say, it has absolutely been challenging, but my team has really invested in me and my success. 

ADVICE FOR POTENTIAL CANDIDATES

• 1. Trust the sales process.
  2. Learn to ride the emotional roller coaster and be focused on the goal.
  3. Learn to push, sometimes customers need it.
  4. You have a military background so people will look to you to have a strong work ethic, don’t disappoint them.
  5. Continue your development after you get hired, reading, podcasts, etc.
  6. Cold calling isn’t dead, (I have a few opportunities now from cold calling, and one will close shortly!)
  7. Network! You are the CEO of your own personal brand.
  8. Don’t just try and hit your quota. Set an almost outrageous goal, then reverse engineer how to get to that goal.  If you fall a little short, then no big deal, you probably still smashed the goal management set for you.
  9. Have fun and be competitive!

SALES QUESTIONS

What is it like being an Account Executive?

Being an Account Executive has a lot of highs and lows. You have to learn to ride the emotional roller coaster that is sales.  But, if you trust the process and apply what you learned at Tech Qualled, you will be successful.

What does your quota look like at Empirix for year one? 

My quota for my first “year” was pretty aggressive considering I only had about 2 quarters to meet it.  So here is my approach:   

1. Based on the data our company collected, our sales cycle is typically 3-6 months. We converted our pipeline to a win rate which is about 1/3. So I knew my pipeline at the end of Q4 had to be about 3 times my quota to meet my number. 
2. I started prospecting very aggressively.  I sent cold calls, emails and used LinkedIn. I took a multichannel approach and have received a pretty good response rate. I’m also prospecting partners. We operate in a niche of the telecom industry and it’s always easier for a partner like C1, Presidio, Avaya, AT&T or Verizon to bring us to a deal.  It is a win-win for everyone. I would say Jeb Blount is pretty spot-on, “you have to keep your funnel full with prospecting, whether it is directly into new accounts, partners or even expanding your footprint with existing accounts, you have to do it.”

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About Collin:

Collin Alexander lives in Greenville, SC with his wife and two kids (both under the age of 2! Shout out to those sleepless nights!) He graduated from the Citadel and commissioned in the Marine Corps upon graduation. As a former graduate of Tech Qualled’s Launchpad Academy Cohort 14, Collin now works at Empirix as an Account Executive.

About Empirix:

Empirix Inc. is a privately held company that designs and manufactures service assurance testing and monitoring equipment for IP-based communications networks such as Voice-over-Internet-Protocol, IP Multimedia Subsystem-based, next-generation network and 4G wireless networks.

“I always knew I wanted to be in sales after the military. I remember the months prior to my transition out of the Marine Corps, I encountered several different “roadmaps” I could choose after separation. Many of them being operations or project management roles. There is nothing wrong with those roles, but I was ready for a new challenge – and a career in sales was the path that could reward me financially for facing that new challenge. 

Following my transition, I began working in medical sales. I thoroughly enjoyed my role, but with the way the market was changing, I wasn’t sure the earning potential was still there. To be completely honest, I wasn’t sure if my job would exist in a few years with the industry trying to save money. Simultaneously, I had several friends that were working in sales at Intel, and my interest in tech sales began to spark. I spent time with them on a regular basis, but they were never able to provide a roadmap of how to get into Tech Sales—it seemed like everyone I had talked to just got “lucky.”

A few months later I met Tech Qualled Alumni, Jake Graves at Grad School and we started talking about what we do for work. I learned that Jake was in technology sales and told me he had gotten into tech sales by going through a program specifically designed for veterans. I thought, Perfect!  He put me in contact with someone from Tech Qualled and I immediately began the lengthy selection process to get into the program.

My experience while in the program was great. I connected with like-minded individuals all with similar backgrounds to mine and all working to accomplish the same thing— a career in technology sales. It was tough! But I will never forget learning the sales process, how to investigate and qualify a deal, and most importantly – how to close with a win/win outcome. All the things I thought I knew in medical sales but truly challenged during my time in the Launchpad Academy.

For those of you skimming this blog, wondering what technology sales is actually like, read on friends.

During the last week of the program, I accepted a position at Presidio as an Account Manager in Bellevue, WA. My go-to-market is now Cloud & Security with a year 1 quota of $300k in Gross Profit (or about $3M in revenue). I have only been in the position for six months, but I am confident I will be able to exceed this quota by continuing to build my pipeline while expanding my footprint into existing accounts. I truly enjoy the work I do, the company I work for, and the people I work with. Tech Sales is exactly what I had been looking for.”

To other veterans considering tech sales: It’s tough – but worth it: “Think of ‘yes’ as a commodity, and understand you are going to have to save up a lot of no’s to buy one.”

To the people that put me on the right track: 
Todd Brown: for helping me out throughout the Launchpad Academy and even after graduation. You have helped me connect with other people in the industry and given me some of the best advice for selling in SLED.
Lowell Patterson: You have been an enormous help for me. It’s always nice to connect with another Tech Qualled veteran and to discuss strategy or just keep the competitive atmosphere alive.

About Parker: 

Parker Parent is a former Sergeant in the United States Marine Corps.  He was also a Squad Leader and led several patrols in Afghanistan 2/10 Artillery. Today, Parker lives in Seattle, WA with his wife and daughter. As a graduate of Launchpad Academy Cohort 14, Parker is now an Account Executive at Presidio.

About Presidio:
Presidio is a leading North American IT solutions provider focused on Digital Infrastructure, Business Analytics, Cloud, Security & Emerging solutions. We deliver this technology expertise through a full life cycle model of professional, managed, and support services including strategy, consulting, implementation and design. By taking the time to deeply understand how our clients define success, we help them harness technology advances, simplify IT complexity and optimize their environments today while enabling future applications, user experiences, and revenue models.

This summer I retired after 21 action-packed years of service in the Air Force. As a Pararescueman (PJ) or Combat Rescue Officer (CRO), our selfless motto was to “save lives and aid the injured.” We trained with a purpose each day to overcome challenging, complex situations so that our small team would be successful no matter the obstacles we faced.

As my family and I contemplated employment options beyond the military, we didn’t realize how significant the barriers to entry were for quality, rewarding jobs. Unfortunately, parachuting, scuba diving, and marksmanship are not skills that translate seamlessly into the corporate world.

Thankfully, an acquaintance introduced us to a small organization named Tech Qualled, which provides a veteran “launchpad” into the high-tech B2B sales industry. I had discovered my path forward and was thankful that such an opportunity existed.

Although there were no flutter kicks or firehoses spraying water, the 7-week Tech Qualled program was rigorous and of high quality. It started off by providing us a detailed overview of the technology sector, to include networking, data center, IoT, cloud and more. They used extensive role-playing to educate us on the sales process and to develop business acumen. The program is selective and they bring on only those who demonstrate leadership, integrity, resiliency and the ability to problem-solve. My fellow cohort members were talented, passionate individuals anxious to use the soft skills they attained throughout their military careers to add value to the high-tech B2B sales industry.

I would like to extend sincere gratitude to those professionals who make up the Tech Qualled team (Todd Brown, Ryan Ketchum, Meredith Doran, Ruth Davis, Jim Sheriff, Karen Sheriff, Makena Collins) as well as the numerous coaches and mentors who dedicate time in support of Tech Qualled’s noble mission of providing valuable training to veterans. Industry leaders such as Jeff Heilman, Katie Bush, James Kessenich, Dowell Stackpole, Colleen Gobbi, Dan Staley, and many others invested their time into our success.

I look forward to starting this exciting new chapter with IMPRES Technology Solutions.     As a motivated small business, we’ll provide cutting-edge IT infrastructure and innovative solutions with a sincere focus on supporting the Air Force and Special Operations mission, which will forever be my passion.

About Jesse:

Jesse Peterson lives in Denver, CO with his family. As a graduate of Tech Qualled’s Cohort 16, he now works as an Account Executive at Impres Technology Solutions.

About Impres:

Impres Technology Solutions delivers information technology solutions and services to the Federal Government. Coupling their mission-focused customer understanding with deep OEM partner relationships and small business HUBZone, and SDB, status – IMPRES is a “Go-To” prime contractor for a myriad of mission-critical programs.