If you’re interested in starting your career in the sales field but you’re confused about all the different sales engineer titles and responsibilities, you’ve come to the right place.
Once you’ve progressed in a sales role, you can use your technical background to specialize in a particular role and reach success, but there are certain requirements and specific responsibilities that you’ll want to know about.
Here’s what you need to know about becoming a Sales Engineer:
What is a Sales Engineer and what do they do?
A sales engineer sells complex scientific and technological products or services and normally has extensive knowledge of the different scientific and technical processes that make these products work.
They apply their technical background to sell these products like the true connoisseurs they are.
The different tasks sales engineers do daily include:
– Preparing presentations on the technicality of the company’s products or services for customers
– Collaborating with the sales team to provide support and understand what the customer needs
– Modifying the products to meet customers’ needs
– Securing and renewing orders and deliveries
– Recommending improved materials to customers (whether it’s to lower costs or increase production)
– Helping in researching and developing the products
If you choose to go down the sales engineering road, you might come across some of the following sales engineer titles:
As the name entails, a pre-sales engineer is involved in pre-sales activities and is responsible for helping an Account Manager sell their products, as well as help the customers with solutions for their problems while understanding what they need to buy.
They are needed for complex systems sales and installations. They have to understand the customer better so the sales team can provide the perfect recommendations.
Because they come from an engineering background,pre-sales engineers provide the technical background needed to understand customers’ requirements.
Some of their daily tasks involves making sure the Account Manager has what they need, from proof of concepts and a technical close, to demos or the Sales Engineer help. This is crucial to sell the product or service and it’s up to the Pre-Sales Engineer to have the technical knowledge to pass to the Account Manager so they can better communicate what the products entail and how they can meet customers’ needs.
Post-sales engineers handle everything after the sale is done.
Their job comes afterwards, helping the customer make the most of what the sales team has sold them. Post-sales engineers tend to build a more in-depth relationship with the clients due to helping them post-sale, working with them to better understand their environment and how they can use that product or sale for their advantage.
Although they are similar, and one person could do both jobs, some companies tend to separate them for more focus on the customer.
If a company does mix both roles, there are both downsides and upsides. Of course, there is more work to do, but it also allows you to become more technical and help and understand customers in a different way.
This role is similar to the pre-sales engineer role but there are different implications. While an applications engineer also helps the Account Manager with selling and supporting the client to solve their problems and meet their needs, they also have to design and write code for applications.
Strong knowledge of industry trends is a must!
In short: an application engineer could work with a software development company and understand how to market the software to customers, as well as understand all the technicalities of the software.
Contrary to the Applications Engineer that was more related to the Pre-Sales Engineer, the Field Engineer is more closely related to the Post-Sales Engineer position.
If a customer runs into a problem with the product or service that was sold, it’s the Field Engineer’s responsibility to solve it promptly, visiting the customer if necessary. They work at clients’ homes or business sites, instead of at the office, making sure to solve the problems right at the root of it and making it easier for the customer.
Strong communication skills and problem solving abilities are some of the core competencies a Field Engineer should have, especially because they’re in direct contact with clients.
These are some of the most common sales engineer titles. Hopefully, you have a much better understanding of what each role entails. Now, it’s time to choose the perfect one!
If you’ve got a technical background already, learn more about how an accelerator course in sales can position you well for this lucrative career opportunity.