36 answers
Rana
Student
Cairo, Cairo Governorate, Egypt
7
Questions
Updated
2710 views
what are the needed skills to be a good sales engineer ?
#sales #sales-engineer #engineering #engineer #mechanical-engineering #electro-mechanical
Login to comment
36 answers
Bernard Chu
Sales
5
Answers
Houston, Texas
Updated
Bernard’s Answer
Hi Rana,
Title is SALES ENGINEER. Two words, two jobs. Sales engineers not only need to have the technical expertise, but also the ability to tell stories of accomplishing success and how to overcome challenges in the simplest and to the point as possible.
Title is SALES ENGINEER. Two words, two jobs. Sales engineers not only need to have the technical expertise, but also the ability to tell stories of accomplishing success and how to overcome challenges in the simplest and to the point as possible.
Thank you Bernard!
Rana
Jay Syz
Cloud Engineering
3
Answers
Austin, Texas
Updated
Jay’s Answer
Hi Rana — great question! Nothing beats customer empathy. Learn to put yourself in the customers shoes and try to solve a problem rather than maximize your sales numbers. Also, don't be afraid to leverage the expertise of your colleagues. Since you are wearing multiple hats as a Sales Engineer, your peers might now more in-depth information on any one topic.
Thank you Jay!
Rana
Adam Fisher
IT Auditor
14
Answers
Boston, Massachusetts
Updated
Adam’s Answer
In a previous role I was sales engineer at a technology company. I think the best thing is to know your product inside/out. You don't need to know every single little detail but the main details and how these aspect will help your customers. That should be the main focus, what does this product do, what value does it add? Then taking that value add and applying to your clients specific need(s). Obviously you need to understand what those needs are first but those should be uncovered more in a discussion with open ended questions vs yes/no questions such as what is a pain point within xyz area of your business? What do you need to help the business grow, etc. Then applying your product/solution to help them achieve such or aid them thus adding value.
Thank you Adam!
Rana
Earl Bryant
Sales Engineer
2
Answers
San Francisco, California
Updated
Earl’s Answer
One of the top skills needed to be a successful Sales Engineer would be to learn how to listen, and respond to let people know you heard and understand.
Also, knowing when to ask more questions. Many people are embarassed to ask questions--the great Sales Engineer is a lot like a five year-old, who is very curious, and asks lots of question like "why", "how", and "how come"?
Finally, someone who believes in investing in themselves to learn, learn, learn. Sure, about technology, but also about the different business that your potential customers (or your friends and family) run or work in. I know more than I thought I'd ever know about healthcare and how hospitals run-I never thought a Sales Engineer would need this knowledge, until I started the job.
Youtube--empathetic listening / listening skills
Go to a tech company with sales staff, and investigate an intership
Read/watch technology news sources
Also, knowing when to ask more questions. Many people are embarassed to ask questions--the great Sales Engineer is a lot like a five year-old, who is very curious, and asks lots of question like "why", "how", and "how come"?
Finally, someone who believes in investing in themselves to learn, learn, learn. Sure, about technology, but also about the different business that your potential customers (or your friends and family) run or work in. I know more than I thought I'd ever know about healthcare and how hospitals run-I never thought a Sales Engineer would need this knowledge, until I started the job.
Earl recommends the following next steps:
stefan buschnyj
Technician
22
Answers
Chicago, Illinois
Updated
stefan’s Answer
Hi Rana,
Learn as much as you can about your products and services. Also know and listen to your customers. Follow up to stay in touch with current and past customers. See if they can provide any feedback or suggestions. This also lets them know you haven’t forgotten them after making a sale. Your customers will likely research other options and compare costs. It’s helpful to know your competitors products and services. You will be better able to explain the advantages of what you have to offer. Stay current with changes that will or could impact your field and keep looking for new customers.
Good luck and keep learning.
Learn as much as you can about your products and services. Also know and listen to your customers. Follow up to stay in touch with current and past customers. See if they can provide any feedback or suggestions. This also lets them know you haven’t forgotten them after making a sale. Your customers will likely research other options and compare costs. It’s helpful to know your competitors products and services. You will be better able to explain the advantages of what you have to offer. Stay current with changes that will or could impact your field and keep looking for new customers.
Good luck and keep learning.
Thank you Stefan! very helpful.
Rana
Ali Hussain
Team Lead
7
Answers
Oakland, California
Updated
Ali’s Answer
I think a great sales engineer has 3 key ingredients: sales skills, consulting skills, and technology skills.
Antony Luxton
Solution Engineer
3
Answers
San Francisco, California
Updated
Antony’s Answer
Know your product EXTREMELY well, be very curious, always be learning, master the performance of presenting.
Thomas O'Connor
CO
1
Answer
Divide, Colorado
Updated
Thomas’s Answer
Many sales engineers start out in other roles, specifically gaining a deep understanding of how their products work. These roles could include development, support or services.
As you are building your technical background, SE's require great listening and presentation skills. You must understand the problem you are trying to solve for the customer and the outcomes they are trying to achieve with your product, versus just demoing the product. Customer empathy and the problems you are trying to solve, helps with getting alignment and understanding of what your product and services you are selling help with.
Finally, be a life long learner in your field as it is constantly changing.
As you are building your technical background, SE's require great listening and presentation skills. You must understand the problem you are trying to solve for the customer and the outcomes they are trying to achieve with your product, versus just demoing the product. Customer empathy and the problems you are trying to solve, helps with getting alignment and understanding of what your product and services you are selling help with.
Finally, be a life long learner in your field as it is constantly changing.
Kate Calkins
Solutions Engineer
1
Answer
Providence, Rhode Island
Updated
Kate’s Answer
Sales engineering is a really wonderful career choice!
There are many skills that are helpful when going into sales engineering. Here are a few:
- Presentation skills. The ability to present in many different situations to different audiences and be able to tell a story that is going to resonate with the audience you are in front of. Here is a good resource: https://tonymelrose.com/the-blog/presentation-skills-are-foundational-skills-part-four-know-the-situation
- Technical skills. Not only do you need to have some basic technical knowledge, but the ability to act as a "translator" between non-technical and technical folks is key! (PS this post is written by a sales engineer that is not super technical)
- Organizational skills. This role requires juggling many things at once. Staying organized is critical.
- Time Management skills. You'll often get pulled in many directions and have many asks on your plate. Being able to prioritize and manage your time will not only help you succeed but will keep you sane as well.
There are many skills that are helpful when going into sales engineering. Here are a few:
- Presentation skills. The ability to present in many different situations to different audiences and be able to tell a story that is going to resonate with the audience you are in front of. Here is a good resource: https://tonymelrose.com/the-blog/presentation-skills-are-foundational-skills-part-four-know-the-situation
- Technical skills. Not only do you need to have some basic technical knowledge, but the ability to act as a "translator" between non-technical and technical folks is key! (PS this post is written by a sales engineer that is not super technical)
- Organizational skills. This role requires juggling many things at once. Staying organized is critical.
- Time Management skills. You'll often get pulled in many directions and have many asks on your plate. Being able to prioritize and manage your time will not only help you succeed but will keep you sane as well.
Mike Rosa
VP Solution Engineering
7
Answers
Washington, Washington
Updated
Mike’s Answer
Sales Engineering can be an incredibly rewarding and fulfilling career choice. I like to think of myself as the technical half of a sales team. I sometimes say that our job is using technology to solve business problems. As articulated above, the most important skill is listening, followed closely by communication. You will often hear the term solution selling, but first it is imperative that you understand the problem you are trying to solve. There is where your creativity and technical skills come in. It is like solving a puzzle. You build your demo, getting feedback from your team, and from the customer if possible. The pièce de résistance is the demonstration, when you get to present your solution. And then you do it again. A different challenge every week. It never gets boring. Many different personality types can be successful SEs, but every one I have met has been a problem solver, a master of trivia, an excellent communicator, and a good listener.
If you are technical, get some sales experience. Get in front of a customer.
If you care not comfortable presenting to a crowd, step out of your comfort zone.
Talk to a sales rep to see how he or she works with their SE counterparts.
Read John Care's Mastering Technical Sales: The Sales Engineer's Handbook
Mike recommends the following next steps:
Lisa Muller
Sales / Commercial Leadership
5
Answers
Cincinnati, Ohio
Updated
Lisa’s Answer
To be a great sales engineer you must be a fantastic problem solver with exceptional communication skills internally and externally. You must be able to work effectively with the sales leader and take their direction accordingly. Listening and paying attention to detail are critical. A sales engineer is a supporting role to the sales leader, so you must be able to work well with him/her.
Doug Patel
Sales
9
Answers
Atlanta, Georgia
Updated
Doug’s Answer
How to be a good sales engineer:
1. Listen to the problem from the customer. Repeat the problem in any different way you can to make sure you understand what they are looking to accomplish.
2. Tell a story, introduce statistics into the conversation to sell your story.
3. Earning the customers trust will get you far as a sales engineer. For me, I use to make sure I answered all emails, calls etc in a timely manor. Make them feel as if they are important. They will give you more the harder you work for them!
4. Even if you are not familiar with the solution, let them you know will get back to them with a response. Do the work and find the answer or explain why its not possible.
5. Record your demo's pitching the product. Compare to other engineers who are successful. Adopt any things they maybe doing.
6. Be personable, these are other people outside of just your product or work. Connect with them on a personal level.
7. Prepare with your sales rep, know when you will talk and when they will talk. Be on the same page before the call.
1. Listen to the problem from the customer. Repeat the problem in any different way you can to make sure you understand what they are looking to accomplish.
2. Tell a story, introduce statistics into the conversation to sell your story.
3. Earning the customers trust will get you far as a sales engineer. For me, I use to make sure I answered all emails, calls etc in a timely manor. Make them feel as if they are important. They will give you more the harder you work for them!
4. Even if you are not familiar with the solution, let them you know will get back to them with a response. Do the work and find the answer or explain why its not possible.
5. Record your demo's pitching the product. Compare to other engineers who are successful. Adopt any things they maybe doing.
6. Be personable, these are other people outside of just your product or work. Connect with them on a personal level.
7. Prepare with your sales rep, know when you will talk and when they will talk. Be on the same page before the call.
Abbas Sherazi
Sales
2
Answers
Toronto, Ontario, Canada
Updated
Abbas’s Answer
Hi Rana, this is a great question!
You have a lot of great answers here and the one thing I would add is being genuinely curious about the problems people are trying to solve. The more you make it about your client and what will help them, the more they will be willing to engage with you meaningfully.
You have a lot of great answers here and the one thing I would add is being genuinely curious about the problems people are trying to solve. The more you make it about your client and what will help them, the more they will be willing to engage with you meaningfully.
Tyler Vandervort
Channel Growth Manager
12
Answers
Plano, Texas
Updated
Tyler’s Answer
Hello Rana,
Initially we here at Micro Focus believe that, you should have a solid understanding of what you will be speaking to, being able to articulate the topic. Other Major skills needed would be:
-Communication, Listenting skills
-Passion for the solutions
- Being technically savvy is not enough, It is also important to understand your customer's business and produce Returns on Investment figures.
- Try interning at a Technology firm that would provide you the foundation needed.
- Relationship skills as you will be part of a team
Look at Technology firms you can intern at.
Initially we here at Micro Focus believe that, you should have a solid understanding of what you will be speaking to, being able to articulate the topic. Other Major skills needed would be:
-Communication, Listenting skills
-Passion for the solutions
- Being technically savvy is not enough, It is also important to understand your customer's business and produce Returns on Investment figures.
- Try interning at a Technology firm that would provide you the foundation needed.
- Relationship skills as you will be part of a team
Tyler recommends the following next steps:
Daniel H.
Mechanical Engineer
4
Answers
Updated
Daniel’s Answer
Hi Rana,
A Sales Engineers role offers you the ability to get into Engineering and Sales, which requires a strong personality and ability to read and connect with others. In many fields, Sales Engineers are called upon to select or give advice to Design Engineers on specific products. This is where the engineering aspect becomes relevant. While connecting (selling) to Design Engineers you need to be familiar and competent in the Engineering Field (thermodynamics, heat transfer, etc.).
It is worth noting that Sales roles are driven by results. In order to excel in a Sales Engineer role, you need to be able to sell or convince someone to buy your product. If you are not able to do this, your ability to advance will be hindered.
A Sales Engineers role offers you the ability to get into Engineering and Sales, which requires a strong personality and ability to read and connect with others. In many fields, Sales Engineers are called upon to select or give advice to Design Engineers on specific products. This is where the engineering aspect becomes relevant. While connecting (selling) to Design Engineers you need to be familiar and competent in the Engineering Field (thermodynamics, heat transfer, etc.).
It is worth noting that Sales roles are driven by results. In order to excel in a Sales Engineer role, you need to be able to sell or convince someone to buy your product. If you are not able to do this, your ability to advance will be hindered.
Mark Stevens
Strategy
16
Answers
Atlanta, Georgia
Updated
Mark’s Answer
A good sales engineer knows the product they are selling inside and out, but a great one is able to paint a vision of the future and link a product's capabilities to the business value that the prospective buyer will receive.
Ray Bonini
Sr Manager of Technical Business Development
2
Answers
Columbus, Ohio
Updated
Ray’s Answer
Hi Rana:
Being a Sales Engineer is the perfect mix of deep technical knowledge and people (sales) skills. It is uncommon that people have both. So Sales Engineers are always needed and are a very important position.
You need to be an expert on your solution and to a certain degree the industry in general. This will allow you to help solve problems for your clients.
You also need people skills. The ability to present, to connect with people, to understand their needs (even if they don't always), and to work in collaboration with clients and your sales team.
I was a Sales Engineer for around 7 years and it was one of the most rewarding and challenging positions
I hope this helps.
Best of Luck,
Ray
Being a Sales Engineer is the perfect mix of deep technical knowledge and people (sales) skills. It is uncommon that people have both. So Sales Engineers are always needed and are a very important position.
You need to be an expert on your solution and to a certain degree the industry in general. This will allow you to help solve problems for your clients.
You also need people skills. The ability to present, to connect with people, to understand their needs (even if they don't always), and to work in collaboration with clients and your sales team.
I was a Sales Engineer for around 7 years and it was one of the most rewarding and challenging positions
I hope this helps.
Best of Luck,
Ray
Stephen Poncini
Sales
1
Answer
Palm Springs, California
Updated
Stephen’s Answer
You will need the ability to work with many different stakeholders - internal and external, to be successful. It is also necessary to explain things in a concise meaningful way to ensure what you are presenting is understood by audiences from many varied background and experience levels - both technical and business.
Tania Utrera
Sales
3
Answers
New York, New York
Updated
Tania’s Answer
Hi Rana!! I have been in a Technical sales position all my career. For me the most important part is being able to move from a technical conversation to a product/sales conversation easily, you need to be technical savvy about what you are selling enough to explain it and answer technical people's questions, but at the same time you have to be able to relate the technology you are selling to business outcomes, what will be the benefits your customer will get from what you are selling?, what is the future state your customer is looking for using what you are selling? Keeping both in mind at all times will make you successful :)
Art Ashmann
Pre-Sales Engineer
2
Answers
Denver, Colorado
Updated
Art’s Answer
From what I have learned as a Pre-Sales Engineer, the most important part of the job is being able to get to the root of a customer's business issue. Many times, customers are coming to me due to my expertise as an engineer with the answer in their mind without a good understanding of what problem they are trying to solve. By breaking down the problem to its simplest form, you are able to ensure your engineered solution is a perfect fit for the customer's needs and this also ensures you can justify the value to the cost of your solution. This also allows you to qualify out quickly which with lots of customers you might be speaking to, it's important to know where to spend your time.
Adam Fisher
IT Auditor
14
Answers
Boston, Massachusetts
Updated
Adam’s Answer
I agree with Jay. I was previously a sales engineer so I can say the best thing to do is listen. Understand what their problem is and figure out how your product/services can address it. It also helps when that same product/service can save them time or money. This way they see the true value in it and not just another thing that they need to buy. There are also a mix of different type of customers so some might just flat out tell you what their problem is while others will make you work for it. This is where asking pointed/open ended questions will be helpful and allow you to gain insight to what their day to day is like and how you could put yourself in their shoes and then find a solution. Also I've found that customers don't like to have product shoved down their throat. They want something that's customization that will help their business and add value.
Suzanne Krpata
Sales Executive
1
Answer
Saint Simons Island, Georgia
Updated
Suzanne’s Answer
I was a sales engineer earlier in my career and it was a very fulfilling role. There are a few things I would encourage you to focus on:
1 - Understand the detailed capabilities of your product or service.
2 - Learn customer stories to highlight how customers are using your product or service.
3 - Develop specific examples of the business benefits of your product or service.
4 - Practice your presentation skills and storytelling.
In my experience, team members often enjoy the sales engineer role as it blends many different skills together. In addition, the daily activities for the role are often different.
I wish you the best as you explore this role!
1 - Understand the detailed capabilities of your product or service.
2 - Learn customer stories to highlight how customers are using your product or service.
3 - Develop specific examples of the business benefits of your product or service.
4 - Practice your presentation skills and storytelling.
In my experience, team members often enjoy the sales engineer role as it blends many different skills together. In addition, the daily activities for the role are often different.
I wish you the best as you explore this role!
Scott Hahn
Sales Engineer
4
Answers
Buffalo, New York
Updated
Scott’s Answer
1) Organized
2) Disciplined
3) Strong Communication skills
4) Strong listening skills
2) Disciplined
3) Strong Communication skills
4) Strong listening skills
Lauren Lilly
Sales
2
Answers
Guelph, Ontario, Canada
Updated
Lauren’s Answer
Being on the evaluation side, demos can be very repetitive and technologies start to look very similar especially when competitors are using the same buzz words so being highly knowledge and also having a personality that stands out makes a great sales engineer.
Suraj Kad
Sales
2
Answers
India
Updated
Suraj’s Answer
Two things:
1. Know your product. Understand the impact and importance of technology to the clients.
2. Work Well with All Types of People. Learn to deal with different personality types. Understanding what is important to a prospect and how they “see” the world allows you to relate to them in a way that they understand.
1. Know your product. Understand the impact and importance of technology to the clients.
2. Work Well with All Types of People. Learn to deal with different personality types. Understanding what is important to a prospect and how they “see” the world allows you to relate to them in a way that they understand.
Daniel Episcope
Solutions/Sales Engineer
8
Answers
Sacramento, California
Updated
Daniel’s Answer
Empathy. You often meet w/ customers who are looking to solve a complex problem and your job is to:
1. Understand the problem
2. Understand how does this affect the customer
3. Know how we can provide a solution to the given problems (or not)
4. Present the solution that's easy to understand and addresses the customer's need
Hope this helps!
1. Understand the problem
2. Understand how does this affect the customer
3. Know how we can provide a solution to the given problems (or not)
4. Present the solution that's easy to understand and addresses the customer's need
Hope this helps!
Mike Meleski
business development
2
Answers
Austin, Texas
Updated
Mike’s Answer
Good question! A sales engineer has technical knowledge about a product or products and spends time with customers discovering their business needs and then offering a recommended solution. A good sales engineer usually has an analytical mind, listens well, can make good recommendations, will put himself/herself in the customer's shoes and spends time continually learning about new products in the marketplace. It's also important that a sales engineer knows basics about sales.
Harsimran Singh
2
Answers
Updated
Harsimran’s Answer
1) Ability to deal with pressure
2) Willing to work long and irregular hours
3) Ability to work both in a team and independently
4) Confidence
2) Willing to work long and irregular hours
3) Ability to work both in a team and independently
4) Confidence
Steve Danielsson
5
Answers
Updated
Steve’s Answer
So many great answers here, one thing I'll add is having a natural and genuine curiosity to learn more. I've been in this role for about 2 years, and all the mentors and folks I've learned from all have the desire to learn and are always working to learn new things.
The industry, technology and sales cycles are ever changing, so it's those who keep learning who continue to thrive.
The industry, technology and sales cycles are ever changing, so it's those who keep learning who continue to thrive.
laikei kwok
sales
1
Answer
Macau
Updated
laikei’s Answer
I think this is a good question . If you want to be a sale engineer, you can probing more about the customer what he/she needs, and listen customer needs so that u can provide the best things/product to customer.
Josh Hardman
4
Answers
Salt Lake City, Utah
Updated
Josh’s Answer
Wow, so many great answers. Having done this for several years, I find that story telling and building personal connections with your buyers is key. Even if you are selling to a "business", it's still a human that is making the purchase decision. Connect with them on that level. For sure, everything else like knowing your product, etc. But if you can help your customer understand why this product will help them, what their journey will be like if they choose your product, etc., you're on your way to closing a deal.
Dominic Gomes
Presales Solutions Consultant
1
Answer
Oakland, California
Updated
Dominic’s Answer
Great listening skills, business acumen, presentation skills
mix of technologist, sales, and consulting, needs a passion for learning, willingness to learn different industries and verticals.
Growth mindset (becoming a bit better in your craft everyday)
Maintaining a "beginners" mindset, there's always something to learn
Being a team player (interacting with lots of cross-functional teams).
Research skills
False Assumptions:
You need to be an engineer or a coder
You are just the "demo" person
You need to come from a certain background (engineering, consultant)
From your friendly Enterprise West Solutions Consultant Team at Zendesk.
mix of technologist, sales, and consulting, needs a passion for learning, willingness to learn different industries and verticals.
Growth mindset (becoming a bit better in your craft everyday)
Maintaining a "beginners" mindset, there's always something to learn
Being a team player (interacting with lots of cross-functional teams).
Research skills
False Assumptions:
You need to be an engineer or a coder
You are just the "demo" person
You need to come from a certain background (engineering, consultant)
From your friendly Enterprise West Solutions Consultant Team at Zendesk.
Per Blomquist
Director of Solution Engineering
2
Answers
Philadelphia, Pennsylvania
Updated
Per’s Answer
Sales Engineering a.k.a. Solution Engineering a.k.a. Presales is a very rewarding career. It is a great mix of solution skills, consulting skills and selling skills. You need to be interested in understanding the solutions you focus on at a fairly deep level so that you can show the prospective customers how they could use the solution and how that would benefit them. I.e. what value the solution would bring them. In order for you to be able to show the customer this, you also need to be a great listener and be interested in understanding the customers current situation, their goals and challenges that prevent them from reaching their goals.
If you decide to embark on this career, you are in for a treat. It is very rewarding. You get to meet a lot of interesting people and get to work with a lot of different customers. And it can potentially be very financially rewarding as well.
If you decide to embark on this career, you are in for a treat. It is very rewarding. You get to meet a lot of interesting people and get to work with a lot of different customers. And it can potentially be very financially rewarding as well.
Mitchell Nowak
Sales Manager
5
Answers
Washington, Washington
Updated
Mitchell’s Answer
I am not a sales engineer, however; I work with many. A great sales engineer, understands that communication is most important. Starting with listening, what are the goals sought after and be able to communicate the goals back to your customer. Also speaking in terms that make sense to your customer and teammates allows others to feel good about their knowledge and that they are not being spoken down to. You don't want to loose them getting to technical, so know your audience and keep them engaged. Having a engineering background or transitioning from an engineering role also allows you to be an expert. So use your knowledge and creativity to communicate what options may be available. The options should be explained with pros and cons for current goals but also take account of the future goals. You build trust through communication, putting yourself in your customers shoes and understand the impacts today and down the road.
Yeuk Yuan
Enterprise Architecture
4
Answers
Palo Alto, California
Updated
Yeuk’s Answer
Lots of great answers above. I'd add:
Understand and show how your product/solution adds value to your customer, identify what business problem it really solves, what KPI's may improve, connect it to their strategic goals.
Active listening > Active talking. Don't feel you must always be talking. It needs to be a conversation. When was the last time you loved being endlessly talked at.
Be humble and curious.
Understand and show how your product/solution adds value to your customer, identify what business problem it really solves, what KPI's may improve, connect it to their strategic goals.
Active listening > Active talking. Don't feel you must always be talking. It needs to be a conversation. When was the last time you loved being endlessly talked at.
Be humble and curious.
Cynthia H.
Solution Engineer
1
Answer
Los Angeles, California
Updated
Cynthia’s Answer
Empathy, listening skills, and asking the right questions to uncover the business pain first (before solutioning) - are all key skills. By uncovering the business pains first, you can then best address this with the right solution/technology. Communication skills in how you deliver that message are important as well. In addition to the product and domain expertise you bring to the table, story-telling skills are crucial in delivering a simple and concise message to the customer.