<br />
<b>Warning</b>:  Constant WP_CRON_LOCK_TIMEOUT already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>92</b><br />
<br />
<b>Warning</b>:  Constant AUTOSAVE_INTERVAL already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>93</b><br />
<br />
<b>Warning</b>:  Constant WP_POST_REVISIONS already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>94</b><br />
<br />
<b>Warning</b>:  Constant EMPTY_TRASH_DAYS already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>95</b><br />
<br />
<b>Warning</b>:  Constant WP_AUTO_UPDATE_CORE already defined in <b>/home3/tvd/public_html/wethese/wp-config.php</b> on line <b>96</b><br />
{"id":2542,"date":"2020-07-13T01:00:00","date_gmt":"2020-07-13T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2542"},"modified":"2020-07-13T01:00:00","modified_gmt":"2020-07-13T06:00:00","slug":"117-show-your-value-from-an-extra-body-to-solution-architect-manager","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/117-show-your-value-from-an-extra-body-to-solution-architect-manager\/","title":{"rendered":"#117 Show Your Value: From an Extra Body to Solution Architect Manager"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2542\" class=\"elementor elementor-2542\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-211b0c23 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"211b0c23\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-766fa17b\" data-id=\"766fa17b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2bcac065 elementor-widget elementor-widget-spacer\" data-id=\"2bcac065\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-51edf63b elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"51edf63b\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#117 Show Your Value: From an Extra Body to Solution Architect Manager<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e417b70 elementor-widget elementor-widget-html\" data-id=\"1e417b70\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d5bf43d elementor-widget elementor-widget-spacer\" data-id=\"5d5bf43d\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b893444 elementor-widget elementor-widget-image\" data-id=\"b893444\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-1024x683.png\" class=\"attachment-large size-large wp-image-2559\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/07\/117-1-2048x1365.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1581bb8c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1581bb8c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5c2a51e4\" data-id=\"5c2a51e4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5c6e806e elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"5c6e806e\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2e3e9313 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2e3e9313\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-589d704c\" data-id=\"589d704c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5db544b6 elementor-widget elementor-widget-spacer\" data-id=\"5db544b6\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-77069408 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"77069408\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3e3d67c\" data-id=\"3e3d67c\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-65274e6a elementor-widget elementor-widget-html\" data-id=\"65274e6a\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/15144005\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e4e4e3\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-747d6a8e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"747d6a8e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-29b68a0f\" data-id=\"29b68a0f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-69445bcf elementor-widget elementor-widget-spacer\" data-id=\"69445bcf\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a9a19d2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a9a19d2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d14b2ec\" data-id=\"d14b2ec\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f9e75b7 elementor-widget elementor-widget-video\" data-id=\"f9e75b7\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/ZuILsAbEBtU&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-20410207 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"20410207\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-55e40088\" data-id=\"55e40088\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8f88b28 elementor-widget elementor-widget-text-editor\" data-id=\"8f88b28\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">Figuring out your career path as a sales engineer is not a walk in the park. Sometimes it takes a lot of pivoting and perhaps even forging your own to get to a role where you feel the most fulfilled. In this podcast, our guest Owen McClave shares with us his journey from starting out as an individual contributor to becoming a solution architect manager. We dive deep into why and how he took the driver\u2019s seat that led him to pivot throughout his career, some tips for sales engineers during job interviews, and the importance of recognizing and showing your value.<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">Aside from being the co-founder of Sales Engineers New York, Owen McClave is also a Solutions Architect Manager for AWS. Formerly, he was a Solution Engineering leader at SalesForce, leading teams across the East Coast, from Toronto, Boston, and Washington DC. He is a first-generation American, has always loved technology, and used to do boxing and kickboxing when he was younger.<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><b>Key Takeaways<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">Tune in to our conversation and learn about:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How Owen started out as a Solution Engineer Leader and then became a Solution Architect Manager<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why he moved industries from being the king of SaaS to the king of infrastructure<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he realized civil engineering wasn\u2019t for him and the many jobs he took before realizing his passion building CRM systems for organizations in professional sports and media<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he convinced the CEO of a company to hire him even if there was no position available for him<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How to overcome objections such as \u201cbeing too young\u201d, &#8220;having no experience&#8221; or &#8220;not knowing the technology&#8221;<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The one mistake SEs often commit during job interviews and what to do instead<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Owen\u2019s opinion on the right time to bring up the &#8220;keeping my options open&#8221; negotiation tactic<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why some SEs still get hired even with many gaps<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Taking people off a pedestal<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Confidence in yourself to forge your own path<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">When is it time to leave a position and what to do if you&#8217;re feeling undervalued<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How he got into his manager role and what he loves about being in leadership<\/span><p>\u00a0<\/p><\/li><\/ul><p><b>Quotes:<\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">On something all SEs need to do during a job interview:<\/span> <b><i>&#8220;Don\u2019t be afraid to ask questions.&#8221;<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">On being fearless to forge your own career path: <\/span><b><i>&#8220;Hearing no from a human being is not dangerous, it doesn\u2019t affect you.&#8221;<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><b><i>&#8220;Get the doors slammed in your face because what you realize is that, it doesn\u2019t matter. My life is not gonna change, but if I wanted it to change, I had to knock on doors.&#8221;<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">On what he would say to his younger self when he first became a manager:<\/span> <b><i>&#8220;Do not be so na\u00efve that everybody has your best interests at heart sometimes.&#8221;<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">On how to become a great sales engineer: <\/span><span style=\"font-weight: 400;\"><br \/><\/span><b><i>&#8220;If you can inch your way from last to first, you will dominate in this sport.&#8221;<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><strong>Not so Fire Round<br \/><\/strong><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">1. What do you love about being a solution engineer?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">\u201cI love the art form of the science. You can really invent things that can change people\u2019s lives. I may not be the person who came up with the vaccine, but I wanna be the one who set up the infrastructure that allowed the AI algorithm to come up with the genome sequence to then come up with a vaccine.\u201d<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">2. What would you change about your role as a solution engineer?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">We should have a role in operations and work with better teams internally.<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">3. Are there any books, tools, resources that you can recommend to sales engineers?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"color: #3366ff;\"><span style=\"font-weight: 400;\">&#8211; <\/span><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/1505698804\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=0033f9a7971f8b7f33780a5628e0e7ba&amp;language=en_US\"><span style=\"font-weight: 400;\">Let&#8217;s Get Real or Let&#8217;s Not Play: Transforming the buyer\/seller relationship by Mahan Khalsa<\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/a><span style=\"font-weight: 400;\">&#8211; <\/span><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Delivering-Happiness-Profits-Passion-Purpose\/dp\/0446576220\/ref=as_li_ss_tl?dchild=1&amp;keywords=Delivering+Happiness:+A+Path+to+Profits,+Passion,+and+Purpose+by+Tony+Hsieh&amp;qid=1594296930&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=324ec8daf5bf31c90ad5dcdbd9220c70&amp;language=en_US\"><span style=\"font-weight: 400;\">Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh<\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/a><span style=\"font-weight: 400;\">&#8211; <\/span><\/span><a href=\"https:\/\/www.amazon.com\/Kanban-Shopfloor-Learning-Package-Just\/dp\/0915299488\/ref=as_li_ss_tl?dchild=1&amp;keywords=Kanban+just-in-time+at+Toyota:+Management+begins+at+the+workplace&amp;qid=1594296955&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=119367ba79c7ee0d272938cae585d59e&amp;language=en_US\"><span style=\"font-weight: 400; color: #3366ff;\">Kanban just-in-time at Toyota: Management Begins at the Workplace<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/a><span style=\"font-weight: 400;\">4. What separates great sales engineers from the not so great ones?<\/span><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">Lifelong learners, people who hate stagnation, great work ethic, and those who get better every single day.<\/span><span style=\"font-weight: 400;\"><br \/><\/span><\/p><p><span style=\"font-weight: 400;\">Connect with Owen McClave on <\/span><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.linkedin.com\/in\/owen-mcclave-67435660\/\"><span style=\"font-weight: 400;\">Linkedin<\/span><\/a><span style=\"font-weight: 400;\">:\u00a0<\/span><\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-76f8864e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"76f8864e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-342c2284\" data-id=\"342c2284\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4a34c2 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"4a34c2\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-5012 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-becoming-a-sales-engineer tag-customer-office-hours tag-demonstrating-workflows tag-educating-customers tag-managing-our-work-time tag-managing-the-schedule tag-presales tag-ramzi-marjaba tag-sales-engineer-organization-structure tag-sales-engineering tag-solutions-engineer-vs-sales-engineer tag-supporting-the-customers tag-training-new-account-managers tag-tremble tag-we-the-ses tag-working-with-customers tag-working-with-product-management tag-working-with-sales entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/205-sacrifice-and-dedication-have-a-great-payoff\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png\" class=\"attachment-medium size-medium wp-image-5016\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#205 Sacrifice and Dedication Have a Great Payoff\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b1ee887 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b1ee887\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e55dc8a\" data-id=\"e55dc8a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8a784c6 elementor-widget elementor-widget-html\" data-id=\"8a784c6\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"https:\/\/f.convertkit.com\/ckjs\/ck.5.js\"><\/script>\r\n      <form action=\"https:\/\/app.convertkit.com\/forms\/1510239\/subscriptions\" class=\"seva-form formkit-form\" method=\"post\" data-sv-form=\"1510239\" data-uid=\"3fbd1d5e58\" data-format=\"inline\" data-version=\"5\" data-options=\"{&quot;settings&quot;:{&quot;after_subscribe&quot;:{&quot;action&quot;:&quot;message&quot;,&quot;success_message&quot;:&quot;Success! Now check your email to confirm your subscription.&quot;,&quot;redirect_url&quot;:&quot;&quot;},&quot;analytics&quot;:{&quot;google&quot;:null,&quot;facebook&quot;:null,&quot;segment&quot;:null,&quot;pinterest&quot;:null},&quot;modal&quot;:{&quot;trigger&quot;:&quot;timer&quot;,&quot;scroll_percentage&quot;:null,&quot;timer&quot;:5,&quot;devices&quot;:&quot;all&quot;,&quot;show_once_every&quot;:15},&quot;powered_by&quot;:{&quot;show&quot;:true,&quot;url&quot;:&quot;https:\/\/convertkit.com\/?utm_source=dynamic&amp;utm_medium=referral&amp;utm_campaign=poweredby&amp;utm_content=form&quot;},&quot;recaptcha&quot;:{&quot;enabled&quot;:false},&quot;return_visitor&quot;:{&quot;action&quot;:&quot;show&quot;,&quot;custom_content&quot;:&quot;&quot;},&quot;slide_in&quot;:{&quot;display_in&quot;:&quot;bottom_right&quot;,&quot;trigger&quot;:&quot;timer&quot;,&quot;scroll_percentage&quot;:null,&quot;timer&quot;:5,&quot;devices&quot;:&quot;all&quot;,&quot;show_once_every&quot;:15},&quot;sticky_bar&quot;:{&quot;display_in&quot;:&quot;top&quot;,&quot;trigger&quot;:&quot;timer&quot;,&quot;scroll_percentage&quot;:null,&quot;timer&quot;:5,&quot;devices&quot;:&quot;all&quot;,&quot;show_once_every&quot;:15}},&quot;version&quot;:&quot;5&quot;}\" min-width=\"400 500 600 700 800\"><div class=\"formkit-container\" data-style=\"full\" style=\"background-color: rgb(255, 255, 255);\"><div class=\"formkit-hero\"><div class=\"formkit-hero-bg-color\" style=\"background-color: rgb(16, 16, 16);\"><\/div><div class=\"formkit-hero-bg-img\" style=\"background-color: rgb(16, 16, 16); background-image: url(&quot;https:\/\/embed.filekitcdn.com\/e\/2hi7438FyYAmMfCDJzfskU\/pY4ArPbaN4CuKX8ZJgAmqm&quot;); opacity: 0.3;\"><\/div><div class=\"formkit-header\" data-element=\"header\" style=\"color: rgb(255, 255, 255); font-size: 28px; font-weight: 700;\"><p>Are you affected by Covid? <\/p><\/div><div class=\"formkit-content\" data-element=\"content\" style=\"color: rgb(255, 255, 255); font-size: 18px; font-weight: 400;\"><p>Join below to be featured on the campaign <\/p><\/div><\/div><div><ul class=\"formkit-alert formkit-alert-error\" data-element=\"errors\" data-group=\"alert\"><\/ul><div data-element=\"fields\" data-stacked=\"true\" class=\"seva-fields formkit-fields\"><div class=\"formkit-field\"><input class=\"formkit-input\" aria-label=\"First Name\" name=\"fields[first_name]\" required=\"\" placeholder=\"First Name\" type=\"text\" style=\"color: rgb(146, 146, 146); border-color: rgb(228, 231, 234); border-radius: 0px; font-weight: 400;\"><\/div><div class=\"formkit-field\"><input class=\"formkit-input\" name=\"email_address\" placeholder=\"Your email address\" required=\"\" type=\"email\" style=\"color: rgb(146, 146, 146); border-color: rgb(228, 231, 234); border-radius: 0px; font-weight: 400;\"><\/div><button data-element=\"submit\" class=\"formkit-submit formkit-submit\" style=\"color: rgb(255, 255, 255); background-color: rgb(199, 92, 86); border-radius: 0px; font-weight: 700;\"><div class=\"formkit-spinner\"><div><\/div><div><\/div><div><\/div><\/div><span>Send it my way!<\/span><\/button><\/div><a href=\"https:\/\/convertkit.com\/?utm_source=dynamic&amp;utm_medium=referral&amp;utm_campaign=poweredby&amp;utm_content=form\" class=\"formkit-powered-by\" data-element=\"powered-by\" target=\"_blank\" rel=\"noopener noreferrer\">Powered By ConvertKit<\/a><\/div><\/div><style>.formkit-form[data-uid=\"3fbd1d5e58\"] *{box-sizing:border-box;}.formkit-form[data-uid=\"3fbd1d5e58\"]{-webkit-font-smoothing:antialiased;-moz-osx-font-smoothing:grayscale;}.formkit-form[data-uid=\"3fbd1d5e58\"] legend{border:none;font-size:inherit;margin-bottom:10px;padding:0;position:relative;display:table;}.formkit-form[data-uid=\"3fbd1d5e58\"] fieldset{border:0;padding:0.01em 0 0 0;margin:0;min-width:0;}.formkit-form[data-uid=\"3fbd1d5e58\"] body:not(:-moz-handler-blocked) fieldset{display:table-cell;}.formkit-form[data-uid=\"3fbd1d5e58\"] h1,.formkit-form[data-uid=\"3fbd1d5e58\"] h2,.formkit-form[data-uid=\"3fbd1d5e58\"] h3,.formkit-form[data-uid=\"3fbd1d5e58\"] h4,.formkit-form[data-uid=\"3fbd1d5e58\"] h5,.formkit-form[data-uid=\"3fbd1d5e58\"] h6{color:inherit;font-size:inherit;font-weight:inherit;}.formkit-form[data-uid=\"3fbd1d5e58\"] p{color:inherit;font-size:inherit;font-weight:inherit;}.formkit-form[data-uid=\"3fbd1d5e58\"] ol:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] ul:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] blockquote:not([template-default]){text-align:left;}.formkit-form[data-uid=\"3fbd1d5e58\"] p:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] hr:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] blockquote:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] ol:not([template-default]),.formkit-form[data-uid=\"3fbd1d5e58\"] ul:not([template-default]){color:inherit;font-style:initial;}.formkit-form[data-uid=\"3fbd1d5e58\"][data-format=\"modal\"]{display:none;}.formkit-form[data-uid=\"3fbd1d5e58\"][data-format=\"slide in\"]{display:none;}.formkit-form[data-uid=\"3fbd1d5e58\"][data-format=\"sticky bar\"]{display:none;}.formkit-sticky-bar .formkit-form[data-uid=\"3fbd1d5e58\"][data-format=\"sticky bar\"]{display:block;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-select,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-checkboxes{width:100%;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit{border:0;border-radius:5px;color:#ffffff;cursor:pointer;display:inline-block;text-align:center;font-size:15px;font-weight:500;cursor:pointer;margin-bottom:15px;overflow:hidden;padding:0;position:relative;vertical-align:middle;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button:hover,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit:hover,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button:focus,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit:focus{outline:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button:hover > span,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit:hover > span,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button:focus > span,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit:focus > span{background-color:rgba(0,0,0,0.1);}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-button > span,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit > span{display:block;-webkit-transition:all 300ms ease-in-out;transition:all 300ms ease-in-out;padding:12px 24px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input{background:#ffffff;font-size:15px;padding:12px;border:1px solid #e3e3e3;-webkit-flex:1 0 auto;-ms-flex:1 0 auto;flex:1 0 auto;line-height:1.4;margin:0;-webkit-transition:border-color ease-out 300ms;transition:border-color ease-out 300ms;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input:focus{outline:none;border-color:#1677be;-webkit-transition:border-color ease 300ms;transition:border-color ease 300ms;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input::-webkit-input-placeholder{color:inherit;opacity:0.8;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input::-moz-placeholder{color:inherit;opacity:0.8;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input:-ms-input-placeholder{color:inherit;opacity:0.8;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-input::placeholder{color:inherit;opacity:0.8;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"dropdown\"]{position:relative;display:inline-block;width:100%;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"dropdown\"]::before{content:\"\";top:calc(50% - 2.5px);right:10px;position:absolute;pointer-events:none;border-color:#4f4f4f transparent transparent transparent;border-style:solid;border-width:6px 6px 0 6px;height:0;width:0;z-index:999;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"dropdown\"] select{height:auto;width:100%;cursor:pointer;color:#333333;line-height:1.4;margin-bottom:0;padding:0 6px;-webkit-appearance:none;-moz-appearance:none;appearance:none;font-size:15px;padding:12px;padding-right:25px;border:1px solid #e3e3e3;background:#ffffff;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"dropdown\"] select:focus{outline:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"]{text-align:left;margin:0;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"]{margin-bottom:10px;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] *{cursor:pointer;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"]:last-of-type{margin-bottom:0;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] input[type=\"checkbox\"]{display:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] input[type=\"checkbox\"] + label::after{content:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] input[type=\"checkbox\"]:checked + label::after{border-color:#ffffff;content:\"\";}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] input[type=\"checkbox\"]:checked + label::before{background:#10bf7a;border-color:#10bf7a;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] label{position:relative;display:inline-block;padding-left:28px;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] label::before,.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] label::after{position:absolute;content:\"\";display:inline-block;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] label::before{height:16px;width:16px;border:1px solid #e3e3e3;background:#ffffff;left:0px;top:3px;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-group=\"checkboxes\"] [data-group=\"checkbox\"] label::after{height:4px;width:8px;border-left:2px solid #4d4d4d;border-bottom:2px solid #4d4d4d;-webkit-transform:rotate(-45deg);-ms-transform:rotate(-45deg);transform:rotate(-45deg);left:4px;top:8px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-alert{background:#f9fafb;border:1px solid #e3e3e3;border-radius:5px;-webkit-flex:1 0 auto;-ms-flex:1 0 auto;flex:1 0 auto;list-style:none;margin:25px auto;padding:12px;text-align:center;width:100%;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-alert:empty{display:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-alert-success{background:#d3fbeb;border-color:#10bf7a;color:#0c905c;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-alert-error{background:#fde8e2;border-color:#f2643b;color:#ea4110;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-spinner{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;height:0px;width:0px;margin:0 auto;position:absolute;top:0;left:0;right:0;width:0px;overflow:hidden;text-align:center;-webkit-transition:all 300ms ease-in-out;transition:all 300ms ease-in-out;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-spinner > div{margin:auto;width:12px;height:12px;background-color:#fff;opacity:0.3;border-radius:100%;display:inline-block;-webkit-animation:formkit-bouncedelay-formkit-form-data-uid-3fbd1d5e58- 1.4s infinite ease-in-out both;animation:formkit-bouncedelay-formkit-form-data-uid-3fbd1d5e58- 1.4s infinite ease-in-out both;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-spinner > div:nth-child(1){-webkit-animation-delay:-0.32s;animation-delay:-0.32s;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-spinner > div:nth-child(2){-webkit-animation-delay:-0.16s;animation-delay:-0.16s;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit[data-active] .formkit-spinner{opacity:1;height:100%;width:50px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit[data-active] .formkit-spinner ~ span{opacity:0;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by[data-active=\"false\"]{opacity:0.35;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by-convertkit-container{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;width:100%;z-index:5;margin:10px 0;position:relative;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by-convertkit-container[data-active=\"false\"]{opacity:0.35;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by-convertkit{-webkit-align-items:center;-webkit-box-align:center;-ms-flex-align:center;align-items:center;background-color:#ffffff;border:1px solid #dce1e5;border-radius:4px;color:#373f45;cursor:pointer;display:block;height:36px;margin:0 auto;opacity:0.95;padding:0;-webkit-text-decoration:none;text-decoration:none;text-indent:100%;-webkit-transition:ease-in-out all 200ms;transition:ease-in-out all 200ms;white-space:nowrap;overflow:hidden;-webkit-user-select:none;-moz-user-select:none;-ms-user-select:none;user-select:none;width:190px;background-repeat:no-repeat;background-position:center;background-image:url(\"data:image\/svg+xml;charset=utf8,%3Csvg width='162' height='20' viewBox='0 0 162 20' fill='none' xmlns='http:\/\/www.w3.org\/2000\/svg'%3E%3Cpath d='M83.0561 15.2457C86.675 15.2457 89.4722 12.5154 89.4722 9.14749C89.4722 5.99211 86.8443 4.06563 85.1038 4.06563C82.6801 4.06563 80.7373 5.76407 80.4605 8.28551C80.4092 8.75244 80.0387 9.14403 79.5686 9.14069C78.7871 9.13509 77.6507 9.12841 76.9314 9.13092C76.6217 9.13199 76.3658 8.88106 76.381 8.57196C76.4895 6.38513 77.2218 4.3404 78.618 2.76974C80.1695 1.02445 82.4289 0 85.1038 0C89.5979 0 93.8406 4.07791 93.8406 9.14749C93.8406 14.7608 89.1832 19.3113 83.1517 19.3113C78.8502 19.3113 74.5179 16.5041 73.0053 12.5795C72.9999 12.565 72.9986 12.5492 73.0015 12.534C73.0218 12.4179 73.0617 12.3118 73.1011 12.2074C73.1583 12.0555 73.2143 11.907 73.2062 11.7359L73.18 11.1892C73.174 11.0569 73.2075 10.9258 73.2764 10.8127C73.3452 10.6995 73.4463 10.6094 73.5666 10.554L73.7852 10.4523C73.9077 10.3957 74.0148 10.3105 74.0976 10.204C74.1803 10.0974 74.2363 9.97252 74.2608 9.83983C74.3341 9.43894 74.6865 9.14749 75.0979 9.14749C75.7404 9.14749 76.299 9.57412 76.5088 10.1806C77.5188 13.1 79.1245 15.2457 83.0561 15.2457Z' fill='%23373F45'\/%3E%3Cpath d='M155.758 6.91365C155.028 6.91365 154.804 6.47916 154.804 5.98857C154.804 5.46997 154.986 5.06348 155.758 5.06348C156.53 5.06348 156.712 5.46997 156.712 5.98857C156.712 6.47905 156.516 6.91365 155.758 6.91365ZM142.441 12.9304V9.32833L141.415 9.32323V8.90392C141.415 8.44719 141.786 8.07758 142.244 8.07986L142.441 8.08095V6.55306L144.082 6.09057V8.08073H145.569V8.50416C145.569 8.61242 145.548 8.71961 145.506 8.81961C145.465 8.91961 145.404 9.01047 145.328 9.08699C145.251 9.16351 145.16 9.2242 145.06 9.26559C144.96 9.30698 144.853 9.32826 144.745 9.32822H144.082V12.7201C144.082 13.2423 144.378 13.4256 144.76 13.4887C145.209 13.5629 145.583 13.888 145.583 14.343V14.9626C144.029 14.9626 142.441 14.8942 142.441 12.9304Z' fill='%23373F45'\/%3E%3Cpath d='M110.058 7.92554C108.417 7.88344 106.396 8.92062 106.396 11.5137C106.396 14.0646 108.417 15.0738 110.058 15.0318C111.742 15.0738 113.748 14.0646 113.748 11.5137C113.748 8.92062 111.742 7.88344 110.058 7.92554ZM110.07 13.7586C108.878 13.7586 108.032 12.8905 108.032 11.461C108.032 10.1013 108.878 9.20569 110.071 9.20569C111.263 9.20569 112.101 10.0995 112.101 11.459C112.101 12.8887 111.263 13.7586 110.07 13.7586Z' fill='%23373F45'\/%3E%3Cpath d='M118.06 7.94098C119.491 7.94098 120.978 8.33337 120.978 11.1366V14.893H120.063C119.608 14.893 119.238 14.524 119.238 14.0689V10.9965C119.238 9.66506 118.747 9.16047 117.891 9.16047C117.414 9.16047 116.797 9.52486 116.502 9.81915V14.069C116.502 14.1773 116.481 14.2845 116.44 14.3845C116.398 14.4845 116.337 14.5753 116.261 14.6519C116.184 14.7284 116.093 14.7891 115.993 14.8305C115.893 14.8719 115.786 14.8931 115.678 14.8931H114.847V8.10918H115.773C115.932 8.10914 116.087 8.16315 116.212 8.26242C116.337 8.36168 116.424 8.50033 116.46 8.65577C116.881 8.19328 117.428 7.94098 118.06 7.94098ZM122.854 8.09713C123.024 8.09708 123.19 8.1496 123.329 8.2475C123.468 8.34541 123.574 8.48391 123.631 8.64405L125.133 12.8486L126.635 8.64415C126.692 8.48402 126.798 8.34551 126.937 8.2476C127.076 8.1497 127.242 8.09718 127.412 8.09724H128.598L126.152 14.3567C126.091 14.5112 125.986 14.6439 125.849 14.7374C125.711 14.831 125.549 14.881 125.383 14.8809H124.333L121.668 8.09713H122.854Z' fill='%23373F45'\/%3E%3Cpath d='M135.085 14.5514C134.566 14.7616 133.513 15.0416 132.418 15.0416C130.496 15.0416 129.024 13.9345 129.024 11.4396C129.024 9.19701 130.451 7.99792 132.191 7.99792C134.338 7.99792 135.254 9.4378 135.158 11.3979C135.139 11.8029 134.786 12.0983 134.38 12.0983H130.679C130.763 13.1916 131.562 13.7662 132.615 13.7662C133.028 13.7662 133.462 13.7452 133.983 13.6481C134.535 13.545 135.085 13.9375 135.085 14.4985V14.5514ZM133.673 10.949C133.785 9.87621 133.061 9.28752 132.191 9.28752C131.321 9.28752 130.734 9.93979 130.679 10.9489L133.673 10.949Z' fill='%23373F45'\/%3E%3Cpath d='M137.345 8.11122C137.497 8.11118 137.645 8.16229 137.765 8.25635C137.884 8.35041 137.969 8.48197 138.005 8.62993C138.566 8.20932 139.268 7.94303 139.759 7.94303C139.801 7.94303 140.068 7.94303 140.489 7.99913V8.7265C140.489 9.11748 140.15 9.4147 139.759 9.4147C139.31 9.4147 138.651 9.5829 138.131 9.8773V14.8951H136.462V8.11112L137.345 8.11122ZM156.6 14.0508V8.09104H155.769C155.314 8.09104 154.944 8.45999 154.944 8.9151V14.8748H155.775C156.23 14.8748 156.6 14.5058 156.6 14.0508ZM158.857 12.9447V9.34254H157.749V8.91912C157.749 8.46401 158.118 8.09506 158.574 8.09506H158.857V6.56739L160.499 6.10479V8.09506H161.986V8.51848C161.986 8.97359 161.617 9.34254 161.161 9.34254H160.499V12.7345C160.499 13.2566 160.795 13.44 161.177 13.503C161.626 13.5774 162 13.9024 162 14.3574V14.977C160.446 14.977 158.857 14.9086 158.857 12.9447ZM98.1929 10.1124C98.2033 6.94046 100.598 5.16809 102.895 5.16809C104.171 5.16809 105.342 5.44285 106.304 6.12953L105.914 6.6631C105.654 7.02011 105.16 7.16194 104.749 6.99949C104.169 6.7702 103.622 6.7218 103.215 6.7218C101.335 6.7218 99.9169 7.92849 99.9068 10.1123C99.9169 12.2959 101.335 13.5201 103.215 13.5201C103.622 13.5201 104.169 13.4717 104.749 13.2424C105.16 13.0799 105.654 13.2046 105.914 13.5615L106.304 14.0952C105.342 14.7819 104.171 15.0566 102.895 15.0566C100.598 15.0566 98.2033 13.2842 98.1929 10.1124ZM147.619 5.21768C148.074 5.21768 148.444 5.58663 148.444 6.04174V9.81968L151.82 5.58131C151.897 5.47733 151.997 5.39282 152.112 5.3346C152.227 5.27638 152.355 5.24607 152.484 5.24611H153.984L150.166 10.0615L153.984 14.8749H152.484C152.355 14.8749 152.227 14.8446 152.112 14.7864C151.997 14.7281 151.897 14.6436 151.82 14.5397L148.444 10.3025V14.0508C148.444 14.5059 148.074 14.8749 147.619 14.8749H146.746V5.21768H147.619Z' fill='%23373F45'\/%3E%3Cpath d='M0.773438 6.5752H2.68066C3.56543 6.5752 4.2041 6.7041 4.59668 6.96191C4.99219 7.21973 5.18994 7.62695 5.18994 8.18359C5.18994 8.55859 5.09326 8.87061 4.8999 9.11963C4.70654 9.36865 4.42822 9.52539 4.06494 9.58984V9.63379C4.51611 9.71875 4.84717 9.88721 5.05811 10.1392C5.27197 10.3882 5.37891 10.7266 5.37891 11.1543C5.37891 11.7314 5.17676 12.1841 4.77246 12.5122C4.37109 12.8374 3.81152 13 3.09375 13H0.773438V6.5752ZM1.82373 9.22949H2.83447C3.27393 9.22949 3.59473 9.16064 3.79688 9.02295C3.99902 8.88232 4.1001 8.64502 4.1001 8.31104C4.1001 8.00928 3.99023 7.79102 3.77051 7.65625C3.55371 7.52148 3.20801 7.4541 2.7334 7.4541H1.82373V9.22949ZM1.82373 10.082V12.1167H2.93994C3.37939 12.1167 3.71045 12.0332 3.93311 11.8662C4.15869 11.6963 4.27148 11.4297 4.27148 11.0664C4.27148 10.7324 4.15723 10.4849 3.92871 10.3237C3.7002 10.1626 3.35303 10.082 2.88721 10.082H1.82373Z' fill='%23373F45'\/%3E%3Cpath d='M13.011 6.5752V10.7324C13.011 11.207 12.9084 11.623 12.7034 11.9805C12.5012 12.335 12.2068 12.6089 11.8201 12.8022C11.4363 12.9927 10.9763 13.0879 10.4402 13.0879C9.6433 13.0879 9.02368 12.877 8.5813 12.4551C8.13892 12.0332 7.91772 11.4531 7.91772 10.7148V6.5752H8.9724V10.6401C8.9724 11.1704 9.09546 11.5615 9.34155 11.8135C9.58765 12.0654 9.96557 12.1914 10.4753 12.1914C11.4656 12.1914 11.9607 11.6714 11.9607 10.6313V6.5752H13.011Z' fill='%23373F45'\/%3E%3Cpath d='M15.9146 13V6.5752H16.9649V13H15.9146Z' fill='%23373F45'\/%3E%3Cpath d='M19.9255 13V6.5752H20.9758V12.0991H23.696V13H19.9255Z' fill='%23373F45'\/%3E%3Cpath d='M28.2828 13H27.2325V7.47607H25.3428V6.5752H30.1724V7.47607H28.2828V13Z' fill='%23373F45'\/%3E%3Cpath d='M41.9472 13H40.8046L39.7148 9.16796C39.6679 9.00097 39.6093 8.76074 39.539 8.44727C39.4687 8.13086 39.4262 7.91113 39.4116 7.78809C39.3823 7.97559 39.3339 8.21875 39.2665 8.51758C39.2021 8.81641 39.1479 9.03905 39.1039 9.18554L38.0405 13H36.8979L36.0673 9.7832L35.2236 6.5752H36.2958L37.2143 10.3193C37.3578 10.9199 37.4604 11.4502 37.5219 11.9102C37.5541 11.6611 37.6025 11.3828 37.6669 11.0752C37.7314 10.7676 37.79 10.5186 37.8427 10.3281L38.8886 6.5752H39.9301L41.0024 10.3457C41.1049 10.6943 41.2133 11.2158 41.3276 11.9102C41.3715 11.4912 41.477 10.958 41.644 10.3105L42.558 6.5752H43.6215L41.9472 13Z' fill='%23373F45'\/%3E%3Cpath d='M45.7957 13V6.5752H46.846V13H45.7957Z' fill='%23373F45'\/%3E%3Cpath d='M52.0258 13H50.9755V7.47607H49.0859V6.5752H53.9155V7.47607H52.0258V13Z' fill='%23373F45'\/%3E%3Cpath d='M61.2312 13H60.1765V10.104H57.2146V13H56.1643V6.5752H57.2146V9.20312H60.1765V6.5752H61.2312V13Z' fill='%23373F45'\/%3E%3C\/svg%3E\");}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by-convertkit:hover,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by-convertkit:focus{background-color:#ffffff;-webkit-transform:scale(1.025) perspective(1px);-ms-transform:scale(1.025) perspective(1px);transform:scale(1.025) perspective(1px);opacity:1;}@-webkit-keyframes formkit-bouncedelay-formkit-form-data-uid-3fbd1d5e58-{0%,80%,100%{-webkit-transform:scale(0);-ms-transform:scale(0);transform:scale(0);}40%{-webkit-transform:scale(1);-ms-transform:scale(1);transform:scale(1);}}@keyframes formkit-bouncedelay-formkit-form-data-uid-3fbd1d5e58-{0%,80%,100%{-webkit-transform:scale(0);-ms-transform:scale(0);transform:scale(0);}40%{-webkit-transform:scale(1);-ms-transform:scale(1);transform:scale(1);}}.formkit-form[data-uid=\"3fbd1d5e58\"] blockquote{padding:10px 20px;margin:0 0 20px;border-left:5px solid #e1e1e1;} .formkit-form[data-uid=\"3fbd1d5e58\"]{box-shadow:0 0px 2px rgba(0,0,0,0.15);max-width:700px;overflow:hidden;}.forms-preview__form .formkit-hero-bg-color,.forms-preview__form .formkit-hero-bg-img,.forms-preview__form .formkit-header,.forms-preview__form .formkit-content{z-index:unset !important;}.formkit-form[data-uid=\"3fbd1d5e58\"] [data-style=\"full\"]{width:100%;display:block;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-container{box-shadow:0 1px 2px rgba(0,0,0,0.05);padding:20px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-hero{margin-bottom:20px;padding:30px 5%;position:relative;text-align:center;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-hero-bg-color,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-hero-bg-img{height:100%;left:0;position:absolute;top:0;width:100%;z-index:1000;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-hero-bg-img{background-position:center center;background-size:cover;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-header,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-content{position:relative;z-index:1001;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-header{margin-bottom:20px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields{display:-webkit-box;display:-webkit-flex;display:-ms-flexbox;display:flex;-webkit-flex-wrap:wrap;-ms-flex-wrap:wrap;flex-wrap:wrap;margin:0 auto;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields input,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields select{-webkit-appearance:none;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-field,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit{-webkit-flex:1 0 100%;-ms-flex:1 0 100%;flex:1 0 100%;margin:0 0 15px 0;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields[data-stacked=\"false\"] .formkit-field,.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields[data-stacked=\"false\"] .formkit-submit{margin:0 0 15px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields[data-stacked=\"false\"] .formkit-field{-webkit-flex:100 1 auto;-ms-flex:100 1 auto;flex:100 1 auto;margin-bottom:0;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields[data-stacked=\"false\"] .formkit-field input{border-right:none;border-top-right-radius:0 !important;border-bottom-right-radius:0 !important;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-fields[data-stacked=\"false\"] .formkit-submit{-webkit-flex:1 1 auto;-ms-flex:1 1 auto;flex:1 1 auto;border-top-left-radius:0 !important;border-bottom-left-radius:0 !important;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit{line-height:1.4;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-submit > span{padding:13px 24px;}.formkit-form[data-uid=\"3fbd1d5e58\"] .formkit-powered-by{color:#7d7d7d;display:block;font-size:12px;margin:0;text-align:center;}.formkit-form[data-uid=\"3fbd1d5e58\"][min-width~=\"700\"] [data-style=\"clean\"],.formkit-form[data-uid=\"3fbd1d5e58\"][min-width~=\"800\"] [data-style=\"clean\"]{padding:10px;}.formkit-form[data-uid=\"3fbd1d5e58\"][min-width~=\"700\"] .formkit-hero,.formkit-form[data-uid=\"3fbd1d5e58\"][min-width~=\"800\"] .formkit-hero{padding:80px 10%;} <\/style><\/form>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cd7bb31 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cd7bb31\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1f954851\" data-id=\"1f954851\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3a6df9e7 elementor-widget elementor-widget-html\" data-id=\"3a6df9e7\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-68f3e4b5 elementor-widget elementor-widget-text-editor\" data-id=\"68f3e4b5\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3ab8d4ee elementor-widget elementor-widget-html\" data-id=\"3ab8d4ee\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-168e4541 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"168e4541\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8d9a421\" data-id=\"8d9a421\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Owen McClave shares with us his journey from starting out as an individual contributor to becoming a solution architect manager.<\/p>\n","protected":false},"author":5,"featured_media":2543,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"_bbp_topic_count":0,"_bbp_reply_count":0,"_bbp_total_topic_count":0,"_bbp_total_reply_count":0,"_bbp_voice_count":0,"_bbp_anonymous_reply_count":0,"_bbp_topic_count_hidden":0,"_bbp_reply_count_hidden":0,"_bbp_forum_subforum_count":0,"publish_to_discourse":"","publish_post_category":"","wpdc_auto_publish_overridden":"","wpdc_topic_tags":"","wpdc_pin_topic":"","wpdc_pin_until":"","discourse_post_id":"","discourse_permalink":"","wpdc_publishing_response":"","wpdc_publishing_error":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"0","ocean_second_sidebar":"0","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"0","ocean_custom_header_template":"0","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"0","ocean_menu_typo_font_family":"0","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"0","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"off","ocean_gallery_id":[],"footnotes":""},"categories":[5],"tags":[],"class_list":["post-2542","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-podcast","entry","has-media"],"aioseo_notices":[],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/2542","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/comments?post=2542"}],"version-history":[{"count":0,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/posts\/2542\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/media\/2543"}],"wp:attachment":[{"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/media?parent=2542"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/categories?post=2542"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/vertexdimension.com\/wethese\/wp-json\/wp\/v2\/tags?post=2542"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}