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Kudey

Head of Strategic Global Systems Integrator Enablement

Palo Alto Networks

Edmund is a recognized leader in role-based enablement, bringing together his extensive background in sales, product marketing, and channel readiness to create impactful learning experiences. He specializes in executing enablement strategies that transform complex technical concepts into consultative discussions of business outcomes, enabling sales organizations and partners to position technology as a catalyst for long-term transformation with sustained business value. As an early adopter and champion of AI-powered sales enablement, Edmund is redefining how organizations leverage AI to optimize the development, usage, and adoption of enablement assets.

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24 July 2025 14:15 - 14:45

Orchestrating the revenue symphony: Joint deal coaching for seller and SE duos

Last year’s data revealed that up to 60% of complex B2B deals fail or stall entirely due to poor execution. While standard deal coaching typically focuses on the seller alone, winning complex tech deals requires a synchronized performance between the commercial seller and the technical Sales Engineer. This session introduces a brand-new "symphony framework" designed specifically for managers to coach sellers and SEs as a unified, collaborative unit. Leaders will learn how to run joint deal-coaching sessions that identify technical and commercial risks early, accelerate deal velocity, and eliminate friction between cross-functional roles. Attendees will walk away with repeatable templates to align the unique behaviors of both roles with the company's ultimate strategic revenue goals.