If you’ve ever participated in a sales deal for a hardware or software — or other technology — product, you’ve probably been introduced to a Sales Engineer (sometimes called a Presales or Solutions Consultant). But who are they?
Sales Engineers are the front-facing technical experts for a product or a solution. She or he will possess deep product expertise (if not product certifications), readily architect product solutions, easily anticipate and overcome sales objections, and they understand the competitive landscape.
Typically, Sales Engineers are brought into the sales process either during or after prospect qualification, depending on the initial technical expertise of the salesperson and how the prospect is qualified.
The duties of a Sales Engineer include conducting discovery calls to determine business process and technical requirements, presenting impactful in-person and Web-based presentations and demonstrations to technical personnel and executives, sometimes creating and administrating Proof of Concepts (POC) for sales deals, responding to RFPs/RFIs, relaying prospect and/or customer needs to product management or customer success, and sometimes even account management.
All in all, Sales Engineers are a critical part of the sales process. Do you agree?