Job Description, Salary, Career Path, and Trends
A sales engineer helps bridge the product knowledge gap between the product development team and the client or sales team. It is their responsibility to understand the ins and outs of the very technical and complicated products and be able to explain them in a comprehensive and simple manner. They help the client understand the benefits of the product and why it is beneficial to purchase. If you are tech-savvy, a people person, and have a background in sales, then this position may be the perfect fit for you!
Sales engineers work in multiple different industries but are heavily concentrated in technology companies. There are also plenty of opportunities for sales engineers in the hardware industry, supply merchant wholesale companies, building material sales, heating and plumbing equipment, and other technical products.
Sample job description
As a sales engineer with [Your Company Name], you will be responsible for becoming an expert in product knowledge in order to effectively communicate the benefits and advantages of the products to customers. The ideal candidate is capable of creating and presenting presentations to potential clients in order to effectively communicate the features of the products to clients. You must be able to provide these detailed presentations in an easy-to-understand and comprehensive way to clients who may not have a technical background. This is one of the most important aspects of the position as we want clients to be able to fully understand what the product is, what it does, and how it can most benefit them. The ideal sales engineer will have a background in sales and will understand sales psychology in order to effectively involve the sales process in their presentation for the highest possible close ratios.
Typical duties and responsibilities
- Explain details of the technology in layman’s terms
- Talk to customers using non-aggressive sales tactics
- Consulting product development
- Prepare for live demonstrations
- Negotiate contract terms and conditions
- Observe equipment and make sure it meets the clients’ standards
- Stay in communication with sales team members
- Obtain product knowledge
- Create sales processes
- Monitor sales
- Adjust sales processes and tactics as needed
- Set and achieve sales goals
- Knowledge of the VoIP industry
- Expert in sales
Education and experience
- Bachelor’s degree in engineering or related field
- Years of sales experience and technical experience
- Certifications related to sales or engineering is a plus
Required skills and qualifications
- Tech-savvy with advanced product knowledge
- Great written and verbal communication skills
- Self-driven and able to work alone
- Product expertise to demonstrate and show customers
- Works well under pressure
- Strong analytical skills
- Superior organizational skills
- Strong negotiation skills
- Excellent customer service skills
Preferred qualifications
- Ability to speak two or more languages
- Advanced working knowledge of Microsoft and Google
- Professional engineering license
Average salary and compensation
The average salary for a sales engineer is $90,900 per year in the United States. While only base salaries are reflected here, commissions and bonuses may greatly increase total compensation. Additionally, salaries will vary based on experience, company size, industry, and geographic market.
| Location | Salary Low | Salary High |
|---|---|---|
| Phoenix, Arizona | $94,400 | $122,300 |
| Los Angeles, California | $102,000 | $138,000 |
| Denver, Colorado | $85,000 | $115,000 |
| Washington, DC | $103,550 | $140,100 |
| Miami, Florida | $84,600 | $114,450 |
| Orlando, Florida | $78,050 | $105,600 |
| Tampa, Florida | $78,800 | $106,600 |
| Atlanta, Georgia | $82,650 | $111,850 |
| Chicago, Illinois | $95,000 | $128,600 |
| Boston, Massachusetts | $102,750 | $139,050 |
| Minneapolis-St.Paul, Minnesota | $81,900 | $110,800 |
| New York City, New York | $108,150 | $146,350 |
| Philadelphia, Pennsylvania | $88,100 | $119,150 |
| Dallas, Texas | $85,750 | $116,050 |
| Houston, Texas | $85,400 | $115,500 |
| Seattle, Washington | $98,900 | $133,800 |
| National Average | $77,250 | $104,550 |
Typical work environment
Sales engineers can spend some time in an office setting but they spend the majority of their time traveling to showcase the tech that they are selling. Usually, they have large territories to cover. There may be times when they are traveling days at a time, but it all depends on what region they are in and what the primary sales method their company uses.
Typical hours
Sales engineers work full time and put in 40 hours a week, if not more, as their success strongly correlates to their sales. Most sales engineers work on commission or salary plus commission. Overtime is common as they have certain deadlines to meet.
Available certifications
Though there isn’t a requirement to gather certifications to become a sales engineer, it can definitely set you apart in the hiring process. Certifications can also improve your knowledge, leading to higher sales performance. Here are some of the certifications you can receive:
- Certified Sales Professional (CSP). This certification shows that you are experienced in handling vital customers and can consistently meet target sales, which employers love to see. To qualify for this certification, you’ll need a college degree and at least 35 hours of accredited training.
- Project Management Professional Certification (PMP). Project management is important in any field of work, but especially as a sales engineer when you’ll be handling multiple clients. To qualify, you’ll need a four year degree and 36 months leading or managing projects and clients.
Career path
Although it is possible to become a sales engineer without a college degree, those who earn a bachelor’s degree are often hired more than other candidates. In order to become a sales engineer, you need to have years of sales and technical experience. Students who hope to become a sales engineer should study sales methodology and be knowledgeable in tech and IT. Once becoming a sales engineer, you can work your way up through the ranks, earning higher commissions on every sale.
US, Bureau of Labor Statistics’ job outlook
SOC Code: 41-9031
| 2020 Employment | 63,800 |
| Projected Employment in 2030 | 68,800 |
| Projected 2020-2030 Percentage Shift | 8% increase |
| Projected 2020-2030 Numeric Shift | 5,000 |
Position trends
Sales engineer employment will continue to increase in the years to come. It is projected that employment will increase 8% between now and 2030, as average amongst other occupations. As the rise of technology continues to grow, that means the rise of products will increase and sales engineers will be more in demand than ever to explain the products to both consumers and businesses.
Sample interview questions
- What do you know about our products?
- How do you handle a situation where your client’s product isn’t working and they are clearly upset?
- Give me your 30-second elevator pitch.
- How would you explain [Your Company’s Product] in layman’s terms to someone who isn’t experienced with technology?
- Can you tell us about a time when you had a great experience with a customer?
- What is the most important part of the sales process?
- In your opinion, what is the best way to gain trust with a potential customer?
- What sales software have you used in the past?
- What is your favorite part about sales and why?
Are You Interested in Becoming a Sales Engineer?
If you’re interested in a career as a Sales Engineer, we will be glad to connect you to one of our headhunters or recruiters to see if you would be a perfect fit for one of our open positions. If a position does not suit you, we will always keep you in mind as new jobs become available. We have a tremendous amount of experience matching professionals with some of the most well-known organizations in the country. Your next job as a sales engineer can be right around the corner. Check out our latest job openings and our blog for career advice.
Similar Job Titles and Careers
- Sales Support Specialist
- Sales Manager
- Sales Consultant
- Aerospace Engineers
- Computer Hardware Engineers
- Industrial Engineers
- Mechanical Engineers
- Materials Engineers
- Entry-Level Sales Engineer
