Salesforce
Enterprise sales & solution engineering
2014–2020
Executive business discussions and solution design across Australian financial services and APAC analytics. Global insurance work turned successful customer approaches into reusable solution examples for presales teams.
Career record · 2014–2020
The business problem led the sale.
Executive discussions established the business problem behind the product request. Proposals used Salesforce capabilities to address it, with customer data making the answer concrete and solution design accounting for APRA requirements, offshore hosting and operating constraints.
Business priorities shaped the solution. Regulatory and hosting constraints were part of designing an answer the institution could use.
Start with the executive’s agenda.
Executive discussions worked past the product request to establish what needed to change. Business priorities shaped the Salesforce proposal.
Shape the answer around the business.
Proposals addressed the business problem using Salesforce capabilities. Customer data made the answer concrete; solution design accounted for APRA requirements, offshore hosting and operating constraints.
Take customer needs upstream.
Customer requirements informed Salesforce’s roadmap, helping accelerate local hosting.
Solution selling supported 30+ financial-services customer wins in Australia and over 40% year-on-year ACV growth in Mike’s Australian financial-services region. Customer requirements also helped accelerate the path to local hosting.
- Input
- Executive priorities, the business problem and institutional operating constraints
- Output
- A proposed Salesforce solution grounded in business priorities, with customer requirements informing the local-hosting roadmap
- Mechanism
- Executive priorities → business problem → solution design
- Technology
- Solution engineering · financial services
Machine learning, before AI was the brief.
Einstein Analytics and Discovery used customer data and machine learning to address business questions. Leading the APAC analytics team combined solution engineering, data preparation, modelling and regional enablement.
Customer data gave executives a concrete way to assess the proposed solution. The commercial contribution was measured across influenced platform deals.
Answer the business question
Analytics connected the wider Salesforce platform around a proposed business solution. The supplied Ballarat Autohaus dashboard showed vehicle sales, profitability, finance penetration, stock availability and performance against targets.
Prepare data and build models
Workshops taught customers and partners to move from spreadsheets through data preparation and feature engineering to supervised and unsupervised machine learning. The work made data science accessible to people without a data-science background.
Scale the capability
Tools adopted by 1,000+ solution engineers globally enabled teams to present proposed full-platform solutions in minutes. Workshops reached hundreds of customers and partners.
Data preparation and analytics made the proposed use of the wider platform tangible. The recorded $6.4M in supported closed ACV reflects the total value of influenced deals; it is not an analytics-only sales figure.
- Input
- Customer business priorities, data and Salesforce platform capabilities
- Output
- A proposed solution grounded in customer data and tools other sales teams could reuse
- Mechanism
- Business question → customer data → proposed solution
- Technology
- Einstein Analytics · Discovery · enablement
One financial-services approach, three regions.
Owned and maintained the Financial Services Cloud insurance reference platform for global presales teams. Insurance used shared financial-services capabilities; field feedback informed updates and key customer wins became reusable solution examples.
A maintained reference gave other presales teams a starting point grounded in insurance customer experience. Field feedback kept it current.
One platform, not special cases.
Insurance used shared financial-services capabilities within one reference platform. Ownership covered its ongoing updates and maintenance for global presales teams.
Let the field shape it.
Feedback from global teams and requirements from live customer engagements informed changes to the reference platform.
Reuse what’s proven.
Key customer wins became reusable solution examples for presales teams across APAC, EMEA and the Americas.
The maintained reference platform and reusable solution examples carried insurance customer experience into subsequent sales engagements.
- Input
- Global presales team feedback, insurance customer requirements and successful customer engagements
- Output
- An updated insurance reference platform and reusable solution examples for global presales teams
- Mechanism
- Customer requirements → reference updates → reusable solution examples
- Technology
- Financial Services Cloud · insurance reference platform · global presales enablement
Recorded evidence
Mike Lowe · career record, updated 8 September 2026
- Apr 2014 – Jun 2016 · Lead Solution Engineer · Business priorities shaping proposed solutions within regulatory and hosting constraints · 30+ new customers in Australia · over 40% YoY ACV growth in the Australian financial-services region · #1 PreSales Engineer FY2016
- Jun 2016 – May 2018 · Einstein Analytics APAC launch and enablement · Customer-data solutions supporting wider platform sales · APAC analytics leadership · $6.4M in supported closed ACV across influenced platform deals · tools adopted by 1,000+ SEs globally
- May 2018 – Jan 2020 · Principal Industry Architect · Presales ownership of the global insurance reference platform · ongoing maintenance and field-feedback updates · reuse of key customer wins across APAC, EMEA and the Americas
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