What Does a Sales Engineer Do?
A sales engineer bridges the gap between technical solutions and client needs by combining in-depth product knowledge with strong communication and sales skills. They play a critical role in explaining complex technologies to customers in a way that highlights practical business benefits. Sales engineers often participate in product demonstrations, craft tailored proposals, and provide technical expertise during the sales cycle to help clients understand how a solution will address their challenges.
Beyond pre-sales activities, sales engineers also support post-sale success by working closely with account managers, customer support, and technical teams to ensure smooth implementation. They may provide ongoing training, troubleshoot integration issues, and serve as trusted advisors to clients. Their work requires both technical fluency and the ability to build relationships, making them key contributors to closing deals and maintaining long-term partnerships.
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Sales Engineer Core Responsibilities
- Collaborate with sales teams to identify customer needs and propose tailored solutions
- Deliver technical presentations, demonstrations, and product walkthroughs
- Translate technical features into business benefits for clients
- Develop proposals and responses to RFPs (requests for proposals)
- Support sales representatives during client meetings and negotiations
- Coordinate with engineering and product teams to align solutions with customer requirements
- Provide technical training and onboarding support to new clients
- Stay informed on industry trends, competitor offerings, and emerging technologies
Required Skills and Qualifications
Hard skills
- Strong technical knowledge in engineering, IT, or relevant domain
- Proficiency in CRM tools such as Salesforce or HubSpot
- Ability to create and deliver engaging technical presentations
- Familiarity with proposal writing, RFP responses, and solution design
- Knowledge of networking, software systems, or product-specific tools depending on industry
Soft skills
- Excellent communication and presentation skills
- Strong problem-solving and analytical abilities
- Ability to collaborate effectively with sales, product, and technical teams
- Relationship-building skills with technical and non-technical audiences
- Adaptability in fast-paced sales environments
Education
- Bachelor’s degree in engineering, computer science, information technology, or related field
Certifications
- Certifications not always required but may be valued based on industry (e.g., AWS Certified Solutions Architect, Cisco CCNA/CCNP, Microsoft Certified: Azure Solutions Architect)
Preferred Qualifications
- 3–5 years of experience in sales engineering, pre-sales consulting, or technical sales
- Experience working with enterprise clients and complex sales cycles
- Familiarity with SaaS, cloud computing, or cybersecurity solutions
- Proven ability to support account executives in achieving revenue targets
- Background in project management or customer onboarding
National Average Salary
Sales engineer salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for a Sales Engineer is:
$95,985
Sample Job Description Templates for Sales Engineers
Junior Sales Engineer
Position Overview
We are seeking a junior sales engineer to provide technical support during the sales process and assist in tailoring product solutions for client needs. This entry-level role is ideal for individuals with a technical background who are eager to gain experience in client-facing environments while learning the fundamentals of sales engineering.
Responsibilities
- Support senior sales engineers and account executives in client meetings
- Assist with product demonstrations and technical presentations
- Help prepare proposals, RFP responses, and solution documentation
- Gather client requirements and document technical needs
- Troubleshoot basic technical questions from prospects and customers
- Stay current with product updates and industry knowledge
Requirements
Hard skills
- Basic knowledge of software systems, networking, or relevant technical domain
- Familiarity with CRM platforms such as Salesforce or HubSpot
- Ability to learn technical products quickly and explain them clearly
- Proficiency with Microsoft Office or Google Workspace tools
Soft skills
- Eagerness to learn and take direction from senior staff
- Strong communication and interpersonal skills
- Organizational skills and attention to detail
- Team-oriented mindset
Education
- Bachelor’s degree in engineering, computer science, or related field preferred
Certifications
- None required; vendor certifications such as AWS or Cisco encouraged
Preferred Qualifications
- Internship or academic project experience in technical sales or engineering
- Exposure to SaaS, IT, or manufacturing products
Mid-Level Sales Engineer
Position Overview
We are hiring a mid-level sales engineer to play a key role in supporting the sales cycle by providing technical expertise and solution design. This role requires prior experience presenting technical concepts to clients and supporting account executives in closing deals.
Responsibilities
- Conduct product demonstrations and deliver technical presentations to clients
- Collaborate with account executives to identify customer requirements and tailor solutions
- Develop proposals and participate in RFP responses
- Work with product and engineering teams to ensure solutions align with client needs
- Provide technical training to customers and internal sales staff
- Troubleshoot and resolve technical issues during the sales process
Requirements
Hard skills
- Proficiency in technical presentations and solution design
- Knowledge of APIs, integrations, or industry-specific technologies
- Familiarity with CRM and sales enablement tools
- Ability to translate business needs into technical solutions
Soft skills
- Strong problem-solving and analytical skills
- Clear and confident communication with clients
- Ability to manage multiple projects simultaneously
- Collaboration across sales and technical teams
Education
- Bachelor’s degree in engineering, computer science, or related field
Certifications
- Industry-specific certifications such as AWS Certified Solutions Architect or Cisco CCNA valued
Preferred Qualifications
- 2–4 years of experience in sales engineering or pre-sales consulting
- Experience working with enterprise-level clients
Senior Sales Engineer
Position Overview
We are looking for a senior sales engineer to lead technical engagements with clients, design complex solutions, and serve as a trusted advisor during the sales process. This role requires deep technical expertise and the ability to communicate value at both technical and executive levels.
Responsibilities
- Lead technical discovery sessions with prospective clients
- Design and present complex solutions tailored to client requirements
- Serve as the primary technical contact during the sales process
- Mentor junior and mid-level sales engineers
- Provide technical input into contracts and proposals
- Collaborate with product management on roadmap feedback from customers
Requirements
Hard skills
- Advanced technical expertise in relevant industry solutions (software, IT, manufacturing, etc.)
- Strong knowledge of system integrations and solution architecture
- Proficiency in CRM platforms and sales enablement tools
- Ability to conduct in-depth product demonstrations and technical workshops
Soft skills
- Leadership and mentoring abilities
- Strong negotiation and influencing skills
- Excellent written and verbal communication
- Ability to build strong client relationships
Education
- Bachelor’s degree required; master’s preferred
Certifications
- Advanced vendor certifications (AWS, Cisco, Microsoft, etc.) preferred
Preferred Qualifications
- 5+ years of experience in sales engineering or technical consulting
- Proven track record of supporting enterprise-level deals
Lead Sales Engineer
Position Overview
We are seeking a lead sales engineer to oversee technical sales activities, manage client engagements, and ensure high-quality solution delivery. This role requires both hands-on technical expertise and leadership to guide the sales engineering team.
Responsibilities
- Supervise and mentor sales engineering team members
- Define best practices for technical presentations and solution design
- Collaborate with sales leadership to align technical efforts with business goals
- Lead complex technical demonstrations, workshops, and proof-of-concept engagements
- Oversee integration and compatibility discussions with clients and partners
- Provide escalation support for technical issues during sales cycles
Requirements
Hard skills
- Expert-level knowledge of solution architecture and integrations
- Strong technical presentation and workshop facilitation skills
- Familiarity with enterprise IT systems, APIs, and cloud platforms
- Proficiency with sales enablement and CRM tools
Soft skills
- Leadership and team management abilities
- Strong communication with executives and technical stakeholders
- Ability to balance technical and business perspectives
- Strategic problem-solving skills
Education
- Bachelor’s degree required; master’s preferred
Certifications
- Advanced certifications such as AWS Solutions Architect Professional or Cisco CCNP preferred
Preferred Qualifications
- 7+ years of sales engineering experience with leadership responsibilities
- Prior success leading large, complex enterprise sales deals
Sales Engineering Manager
Position Overview
We are hiring a sales engineering manager to lead the sales engineering team, establish strategy, and ensure technical support aligns with revenue goals. This role requires both managerial expertise and the ability to represent the technical function in executive discussions.
Responsibilities
- Manage and develop a team of sales engineers across multiple regions
- Define processes for technical pre-sales and solution delivery
- Collaborate with sales leadership to align resources with pipeline needs
- Track team performance and provide coaching and development
- Represent the technical sales function in executive planning sessions
- Support high-priority accounts with technical expertise when required
Requirements
Hard skills
- Strong background in technical solution design and sales enablement
- Experience managing sales engineering teams or pre-sales organizations
- Proficiency in CRM and analytics tools to track performance
- Ability to assess and refine technical sales processes
Soft skills
- Leadership and coaching abilities
- Strategic thinking and planning skills
- Excellent executive communication and presentation abilities
- Ability to inspire and motivate technical teams
Education
- Bachelor’s degree required; MBA preferred
Certifications
- Industry certifications (AWS, Microsoft, Cisco, etc.) strongly valued
Preferred Qualifications
- 8+ years in sales engineering, including at least 2+ in management
- Proven experience scaling technical sales teams in a growth environment
Director of Sales Engineering
Position Overview
We are seeking a director of sales engineering to provide executive leadership for the technical sales function and shape the strategic vision of the organization’s pre-sales efforts. This role requires strong leadership, technical expertise, and business acumen to ensure revenue growth through effective technical engagement.
Responsibilities
- Lead the overall strategy and vision for the sales engineering department
- Oversee recruitment, development, and retention of sales engineering talent
- Collaborate with C-suite executives to align sales engineering goals with company objectives
- Manage budgets, resource allocation, and performance metrics
- Drive innovation in pre-sales processes, tools, and best practices
- Represent the technical sales function in key customer and board-level discussions
Requirements
Hard skills
- Mastery of technical solution selling across multiple industries
- Experience building and scaling sales engineering organizations
- Proficiency in CRM, analytics, and reporting tools
- Strong financial acumen for budgeting and resource allocation
Soft skills
- Executive leadership and strategic communication abilities
- Ability to influence cross-functional teams and stakeholders
- Strong decision-making and problem-solving skills
- Visionary leadership with focus on innovation
Education
- Bachelor’s degree required; master’s degree or MBA strongly preferred
Certifications
- None required; advanced vendor certifications highly valued
Preferred Qualifications
- 12+ years in technical sales roles with at least 5 years in leadership
- Proven track record of driving growth through pre-sales strategy