Enterprise Sales Engineering Expert: Revel Employee Spotlight

This year, we launched our”People POS” series so as to shine a light on the branches and people behind Revel’s technology. As we approach the last days of a year packed with unforeseen obstacles, we are still thankful for the resiliency our Revel family and customers have displayed.

We most recently featured Antonia, an enterprise project management specialist. Her family history in the restaurant business allows her to relate to the issues facing restaurateurs today. The passion she has for her current role stems from this history, and arms her to successfully plan and implement enterprise-level implementations for our customers.

Prior to large scale projects reaching Antonia’s desk, enterprise sales engineers–such as Wajih–help guarantee Revel is the ideal fit for an enterprise customer’s multi-operation needs. Keep reading to learn how Wajih and his staff play a crucial role in supporting our business prospects and customers, while helping to inform strategy on the way.

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Meet Wajih

After graduating with a degree in electrical engineering from San Francisco State University, Wajih spent eight years in a worldwide consumer technology company. Since the company pivoted towards designing more engaging in-store experiences for clients, Wajih was responsible for contributing to design plan and considering the technical consequences on the way.

In 2015, Wajih was eager for a new challenge in his career and sought a smaller business where he could better understand the effect of his work. A friend who worked at Revel invited him to apply for a job, and he secured a position on Revel’s customer success team encouraging enterprise clients.

After learning the intricacies of what it took to help a customer succeed using Revel’s technology, he transitioned to a sales engineering role to satisfy his fascination for the presales facet of the organization. As a sales engineer, he would have the chance to help prospective customers determine if Revel’s technology was a great fit for their company.

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“At the moment, our focus was on small and midsize companies (SMB), but it was also during that time that we were beginning to transition up-market,” Wajih explains. “We had been building out our Enterprise Management System (EMS) to better support multi-location operations, and there was lots of investment in Revel’s product.”

It did not take long for Wajih to demonstrate his worth in the sales engineering function. Since joining the sales engineering team at Revel, Wajih has been involved in virtually every conversation with enterprise companies. He has also made a huge move. After Revel opened an Atlanta office in 2018, Wajih left his hometown of San Francisco and forced the cross-country move to join the group in the new area. In the east coast, he continues to build on his vast knowledge of Revel’s merchandise to help companies make informed technology decisions.

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A Closer Look at Enterprise Sales Engineering Today

At Revel, sales engineers work closely with customers throughout the presales process. Wajih and his staff join the dialogue to help interpret what is often highly complex technical information and show just how Revel’s solution can satisfy a customer’s specific–and occasionally unique–needs.

Before the consequences of COVID-19, answering these questions required Wajih to invest about 40 percent of the time traveling to meet customers onsite. Upon his arrival, he would be the go-to resource for determining whether Revel is a technical match for business clients.

“We talk everything technical–such as cloud hosting, chances through our open API, PCI compliance, onsite security and media, and more,” says Wajih.

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His first experience on the customer success staff at Revel helps him understand the various topics which will need to be assessed as part of the sales process. Checking off these essential boxes is important to a successful, scalable venture later on.

In 2018, Revel formalized a real enterprise sales organization and Wajih had the chance to bring a managerial element to his role. While managing a team of sales engineers, he serves as a single contributor to a few of Revel’s largest business accounts. Now, though, he also has to direct other team members by example.

How Wajih Makes It Home

A worldwide pandemic immediately altered Wajih’s high-frequency traveling program. When grounded, he and his staff are happy to report that they have remained very busy.

“It is definitely different, but we are all getting used to it. And everyday we’re attempting to improve how we do things remotely. By way of instance, today we send hardware to customers rather than having the opportunity to demo it in-person,” he explains. “The great thing is that despite these modifications, we feel engaged with customers and appreciate their willingness to correct too.”

Besides adjusting how his team interacts with customers, less traveling opened the door to new opportunities within Revel’s walls. In March of 2020, Wajih started playing a”60-40 role,”–he now spends 60 percent of his time focused on business sales engineering while another 40 percent is dedicated to product plan. After years of assisting customers feel heard, he now has the chance to use that expertise to notify the enterprise product roadmap in Revel.

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Before joining Revel, Wajih admits that his job was quite specific. It was hard to veer outside his principal job duties, and left him feeling restricted.

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“In a smaller company, you wear several hats and have to do much more with a good deal less. For me, that is something I truly enjoy,” Wajih states. “I also think there is often more enthusiasm when working with a team. Projects can move quicker as needed, and there is generally less red tape.”

Less red tape has meant more venture wins for the enterprise group, and has helped him expand his understanding of Revel’s solution on the way. As his role evolved this season, he notes that the chance to work with Revel’s executive team to help define product strategy is one that he might have missed out on elsewhere.

What’s Next

In accordance with Wajih, the maturity of Revel’s product paired with all the chances on the marketplace are what make him passionate about his role now.

“The thing that excites me the most is getting to play a part in defining what our enterprise strategy resembles. The strength of the product wins prices. So for me, among the most intriguing things I have to do is help define what the next couple of years of our product evolution resembles.”

Wajih, his team of sales engineers, and our enterprise sales agents are a massive part of the POS mystery and the reason happy customers utilize Revel to power their businesses. With so many talented, tactical minds behind the”Individuals POS,” Revel’s future is quite bright.

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