Presales runs on confidence. Not the kind that pretends to have every answer, but the kind that lets you stand in front of a customer, field a question you didn’t see coming, and stay grounded.
That balance, confidence paired with humility, is exactly what the Presales Circle of Excellence hopes to recognize.
We are proud to name Phil Bunnell, Principal Solutions Advisor at SAP, as our June SE Spotlight winner.
What Sets Phil Apart
Phil brings a rare mix to his role: confidence in what he knows, while being honest about what he doesn’t. He treats feedback as fuel rather than criticism, collaborates instead of competing, and understands that the strongest presales teams are the ones where people share what’s working instead of guarding it.
Advice for SEs Looking to Level Up
When asked for his top piece of advice for other SE’s and Phil leads with: let go of imposter syndrome. You know more than you think you do.
He’s quick to admit he hasn’t fully beaten it himself. “I wouldn’t say I have 100%,” he says. “It’s always a little bit there.” What’s changed for him is experience, plus a habit of staying in conversation with the people doing the same work, comparing tactics on demos and presentations, and staying open to feedback without taking it personally.
His fix for the fear isn’t to know everything. It’s to build real confidence in what you do know, and then not hide it. If you’ve built a demo or a presentation that lands, share it. There are reasons you’re succeeding, and passing those reasons along makes the whole team stronger.
On Partnering With AEs
Phil is direct about the dynamic between SEs and account executives. Yes, presales supports sales. But support doesn’t mean subordinate.
“We have equal footing in the opportunity,” he says, “and just as much clout in what we’re bringing and the knowledge that we have.” His approach is built on open, two-way conversation: after every call, demo, or discovery, ask what went well and, more importantly, what didn’t. Give feedback as freely as you take it. The opportunity isn’t a one-way street where the AE dictates how it goes.
On Handling Curveballs Live
Every SE knows the moment. A question lands mid-demo and you’re not sure of the answer. Phil’s take is refreshingly simple: “I don’t know” is an okay answer.
No one knows everything about their solution, and pretending otherwise is riskier than admitting a gap. What matters is what comes next. “Let me follow up and get you that information,” he says. Then actually do it. The biggest mistake isn’t not knowing. It’s failing to follow up.
What is the SE Spotlight?
The SE Spotlight is Saleo’s monthly program honoring top performers in presales. Each month, we select one winner for our Presales Circle of Excellence and feature them to celebrate their craft, leadership, and impact.
Winners are featured on LinkedIn, included in our Winners Circle, and receive a recognition badge and gift card.
Know someone who consistently delivers standout demos and elevates the people around them? Nominate them now.
