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This article describes the role of a pre-sales engineer / sales engineer / SE in its entirety and helps you to become aware of your capabilities and learn how to use them effectively.
What are Sales Engineers?
Sales Engineers drive the technical portion of the sale. Sales Engineers typically peer with a Sales Person who is responsible for the overall sales success in a group of accounts.
Job Titles for the Sales Engineering Role
A diverse list of titles are ascribed to the Sales Engineer function depending on: the organization, the product type, the market, and the focus of the sales team. Some examples include:
- Sales Engineer (SE)
- System Engineer (SE)
- Solutions Engineer (SE)
- Sales Specialist (SSP) : typical sales & Expert in a specific solution
- Consulting Engineer (CE) - typically more focused on delivering Engineering Services, but may also responsible for SE role.
- Solutions Consultant (SC) - Also focused on Engineering Services as well as some Pre-sales duties.
I know what you are thinking: "I am confused" with so many titles for the same role. But don't worry, it also depends on the industry. In IT, for instance, we often use the terms pre-sales engineer, solution engineer, system engineer or sales engineer.
Why are Sales Engineers Valuable?
Top Sales Engineers are highly-valued for their sales savvy, technical acumen and facility with the products they sell. They also need to understand the industry they operate in and the problems faced by their prospects and customers. Sales Engineers typically have deep subject matter knowledge as well. Sales Engineers can be of value to prospects and customers if they share insights and best practices that they have learned through real-world experience.
What are the Duties of a Sales Engineer?
Duties of a Sales Engineer may include:
And to conclude, the task that starts to be more and more requested, is to be a proactive by feeding the blogs or social networks through technical videos or presentation to increase the community around your solution and attract new customers.
For this purpose, Mazer consulting has introduced the SMTech sales and marketing training, which combines the technical part with sales and marketing (Sales & Marketing in Tech), promoting inclusion and the sharing of ideas. Instead of creating a separation between these entities, a simple process was established to join marketing and sales to the technical part.
This is done through the creation of technical content (videos, articles, presentations) by giving you the necessary tools to cut through the clutter, automate customer follow-up and create value for your existing customers and prospects.
Our ultimate goal is to develop your advanced sales and marketing skills (SPIN Selling, copywriting, storytelling) and to apply them correctly within your team in order to gain productivity, time and avoid being overwhelmed by useless and sometimes redundant tasks.
For more informations, check our trainings page : Trainings
Fill out our contact form and be part of those who have taken the plunge
You will be added to the group* of pre-sales engineers / sales engineers (or aspiring to become one) to exchange ideas and share your knowledge.
*Group restricted to professionals ! Thank you.