Do you agree that all sales positions are created equal? Consider it again. Depending on the type of products and services offered, sales roles can vary greatly.
Advanced awareness is an essential part of the job in the fast-paced world of technology. Who can sales reps turn to for a clearer understanding of the technological aspects of the goods they’re selling to close the deal? A professional sales engineer. Read on to learn more about the sales engineer job description, salary, and the skills needed for the career.
What is a Sales Engineer?
Sales engineers are experts in promoting the selling of technologically and scientifically advanced goods. A sales engineer’s job is most commonly seen in B2B environments, where they are tasked with selling complicated goods to other businesses.
They also serve as liaisons between product creation and sales functions. They must be able to use their applicable technological skills to assist sales representatives in convincing prospects to purchase their goods. Sales engineers in the United States normally work full-time and earn an annual salary of $79,808 on average.
Depending on the nature of their company’s sales, they may spend a significant amount of time traveling to meet with clients. Their hours may differ according to the needs of their customers.
On a typical workday, sales engineers can expect to spend a significant amount of time meeting with prospective clients and their sales rep colleagues. There they outline the technological features of their company’s goods in greater detail and develop sales strategies.
Characteristics & Skills of a Sales Engineer
Here are some of the most important characteristics of a good SE.
#1. Has both technological and soft skills.
To be effective in their roles, sales engineers must be technically sound as well as possess the requisite interpersonal and soft skills. They must be able to describe highly technical concepts and product functionality to sales representatives and potential customers in a relatable, easy-to-understand manner.
For example, a SE works for a B2B software company and is assisting a prospect who does not have a technical background. They must be able to describe the software’s features in an engaging, inspiring manner that the prospect will understand and feel inspired by
#2. Getting along well with others.
Sales engineers must be good team players because they work closely with sales reps to provide their expertise. The two parties collaborate in a good sales engineer-sales rep relationship. To best serve their target clients, they develop sound sales techniques.
For example, if a sales rep requires the assistance of an SE in crafting talking points for an upcoming presentation, the engineer should be aware of the best way to connect with the rep to better prepare for the close.
#3. Problem-solving ability
A sales engineer’s aim is to understand how the technological intricacies of their products can help solve their customers’ problems. A good SE should be solution-oriented and constantly search for ways to improve the consumer appeal of their product.
Assume an SE works for a corporation that offers beverage dispensers to office buildings. The sales engineer should be aware of the most common problems that beverage suppliers are experiencing with their current dispensers. They should also be able to show why their product’s technological advantages make it the right solution to the prospect’s pain point.
#4. Can convey complicated details in an understandable manner.
SE’s are often on hand to give presentations or answer technical questions that arise during sales pitches. They should be able to provide details simply, confidently, and succinctly to assist their company in winning the deal.
#5. Good sales experience
An SE must be aware of the importance of the sales process. They must, however, have the advanced technical expertise to facilitate a deal that benefits both the consumer and their business.
An experienced SE, for example, can understand the intricacies of the sales process and the optimal point in the sales process where they can provide technical support to their rep to close the deal. Finally, getting a SE on hand can speed up rather than slow down the sales process.
Now that we’ve known what an SE is, let’s look at what a sales engineer does.
A SE’s day-to-day responsibilities can vary depending on the organization and the engineer’s precise statement of employment. In these situations, the SE contacts prospects negotiate prices and conditions and eventually closes the deal, all while offering nuanced technological expertise along the way.
How to Get a Job as a Sales Engineer
Until taking on the position of an SE, most people have a bachelor’s degree in engineering or a similar technical area. Having sales experience to learn sales tactics is also beneficial.
There is no one-size-fits-all path to becoming a sales engineer. Many sales engineers have a bachelor’s degree in engineering, computer science, or another technical area. Some sales engineers have scientific or industry expertise and receive job professional training.
Aside from schooling, becoming an SE requires hands-on experience working in sales as a rep or side-by-side with reps. This allows sales engineers to acquire valuable information about the sales process as well as the sales skills required to perform the job.
Furthermore, several SEs seek continuing education programs to keep up with constantly evolving emerging technologies. SEs are a valuable asset to sales teams of businesses that market scientific or technologically complex goods.
Sales Engineers Salary based on Seniority
90th percentile
- Top-level sales engineer earnings begin at $83.15 per hour and $172,962 per year
75th percentile
- Senior-level sales engineer earnings begin at $63.69 per hour and $132,483 per year
50th percentile
- Mid-level sales engineer earnings begin at $47.36 per hour and $98,517 per year
25th percentile
- Junior-level sales engineer earnings begin at $35.22 per hour and $73,259 per year
10th percentile
- Starting level sales engineer earnings begin at $26.98 per hour and $56,114 per year
| State Name | Average Sales engineer Salary |
| Alaska | $107,300 |
| Alabama | $78,480 |
| Arkansas | $98,550 |
| Arizona | $102,274 |
| California | $110,640 |
| Colorado | $131,470 |
| Connecticut | $87,190 |
| District of Columbia | $112,790 |
| Delaware | $147,430 |
| Florida | $107,960 |
| Georgia | $95,160 |
| Hawaii | $62,740 |
| Iowa | $108,704 |
| Idaho | $98,630 |
| Illinois | $82,702 |
| Indiana | $92,382 |
| Kansas | $87,582 |
| Kentucky | $81,939 |
| Louisiana | $83,820 |
| Massachusetts | $107,590 |
| Maryland | $117,820 |
| Maine | $88,390 |
| Michigan | $96,690 |
| Minnesota | $87,980 |
| Missouri | $84,440 |
| Mississippi | $85,290 |
| Montana | $87,840 |
| North Carolina | $90,550 |
| North Dakota | $81,440 |
| Nebraska | $78,090 |
| New Hampshire | $114,490 |
| New Jersey | $94,570 |
| New Mexico | $92,380 |
| Nevada | $105,570 |
| New York | $103,890 |
| Ohio | $86,750 |
| Oklahoma | $95,910 |
| Oregon | $99,580 |
| Pennsylvania | $97,680 |
| Puerto Rico | $53,380 |
| Rhode Island | $78,930 |
| South Carolina | $96,070 |
| South Dakota | $120,530 |
| Tennessee | $92,260 |
| Texas | $110,401 |
| Utah | $106,330 |
| Virginia | $121,440 |
| Vermont | $84,430 |
| Washington | $122,540 |
| Wisconsin | $91,370 |
| West Virginia | $76,120 |
How do Sales Engineer Salaries compare to other Occupations?
Sales engineers receive about the same salary as their counterparts in the United States. They earn less than aerospace engineers but more than photonics engineers on average
Sales Engineer Jobs
The jobs of sales engineers include the following;
#1. Research and development
Aside from the presentation of complex information, which is the sales engineers’ primary responsibility, they are also involved in the research and development of products.
#2. Solve Installations Problems
They also solve the problems that arise from installations for clients.
#3. Consultation
The sales engineer sometimes engages in consultation with the client. Basically, this helps them to properly analyze clrnt needs, requirements and proffer solutions to them.
#4. Technical Presentation
Presenting complex situations in simple means s the major job of the sales engineer
#5. Ensure Delivery And Installations
Once an order is placed for a product, the sales engineer ensures that clients get their order delivered to them.
How does a Sales Engineer approach potential customers and build relationships with them?
A Sales Engineer approaches potential customers by researching their industry, understanding their needs, and making a personalized and professional connection with them. This can be done through cold-calling, attending industry events, or leveraging personal and professional networks. Building relationships with customers involves creating trust and demonstrating expertise, which can lead to repeat business and referrals.
What is the best way for a Sales Engineer to continue learning and developing their skills?
Continuing education is important for Sales Engineers to stay current with new technologies and products, as well as to improve their sales skills. Some ways to continue learning and developing skills include attending industry events, participating in training programs, and networking with other professionals in the field.
What is the role of a Sales Engineer in the sales process?
The role of a Sales Engineer in the sales process is to provide technical expertise and support to the sales team, helping to educate potential customers about the product or service and demonstrating its value. The Sales Engineer may also assist with product demonstrations and answer technical questions to help close the sale.
What role does a Sales Engineer play in customer support?
The Sales Engineer may play a role in customer support by providing technical assistance and troubleshooting issues that arise. They may also work closely with the customer to identify and implement solutions that meet their needs.
How does a Sales Engineer measure success in their role?
Success for a Sales Engineer may be measured by various metrics, including the number of deals closed, revenue generated, and customer satisfaction. The Sales Engineer may also be evaluated on their ability to build relationships with customers, their level of technical expertise, and their contributions to the overall success of the sales team.
What are the biggest challenges a Sales Engineer may face?
Some of the biggest challenges a Sales Engineer may face include staying current with new technologies and products, effectively demonstrating the value of the product or service, and managing objections from potential customers. Additionally, building and maintaining relationships with customers can also be challenging, particularly in highly competitive industries.
How does a Sales Engineer stay current with new technologies and products?
A Sales Engineer stays current with new technologies and products by attending industry events, participating in training programs, and keeping up with industry news and trends. They may also work closely with the product development team to stay informed about new product releases and updates.
Sales Engineer FAQs
Is sales engineer a good career?
In-the know: Sales engineer is in the best position to sniff the shift in the market and often have the most high-leverage client exposure, even more than product managers. Strong Career Options. … It’s also not uncommon to get offers from potential customers.
How do I become a sales engineer?
How to become a Sales Engineer
- Complete a relevant qualification. At university this could be a bachelor degree majoring in Business. This is usually a three–year full–time course. …
- Hold a current driver’s licence.
- Build your business-to-business sales experience in a junior role.
What skills do sales engineers need?
Sales Engineer Qualifications / Skills:
- Problem solving.
- Product knowledge.
- Selling to customer needs.
- Software requirements.
- Product development.
- Presentation skills.
- General programming skills.
- Technical understanding.
Do sales engineers code?
Sales Engineers come in a variety of packages. … We go by a variety of code names; Sales Engineer, Solution Architect, Pre-Sales Consultant, Technical Account Manager, Steve, Customer Engineer, etc. Most sales leaders understand at some point they will need technical folk to talk with prospects.
Conclusion
One of the most appealing facets of a career as a sales engineer is the fact that there are many opportunities outside of the conventional route. SE’s, for example, may freelance in product development or concentrate on customer service. They may also dedicate their entire career to conducting research. That would be used to power other facets of the sales process. So, what exactly is a sales engineer? SEs are problem solvers who are also professional communicators. Consider hiring a SE if you want to improve your sales team.
