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The sales engineer plays a vital role on a sales team. Not only do they help interpret a customer\u2019s technical requirements and communicate product features, but they are also given a level of trust that is often not offered to salespeople and consequently, the sales engineer is in a unique position to promote a vendor\u2019s key benefits and value proposition.<\/p>\n
While there is no mistaking that the sales engineer contributes to a company\u2019s sales mission, the role is to support and technical competence is paramount. Typically, sales engineers must possess a bachelor\u2019s or master\u2019s degree in engineering or a similar scientific area of study and work in fields such as software or manufacturing. Top performing sales engineers also have the communication and relationship skills to be able to work closely with team members and prospects to explain complex solutions and systems in easy-to-understand terms; the ability to alter their presentation style to meet the needs of their audience; and most importantly, build trust with prospects.<\/p>\n
This expertise is rare, and it\u2019s no easy task to recruit sales engineers that can connect with prospects while still being able to articulate their solution\u2019s technical capabilities. Given the reality that the job description, or career opportunity as we call it, represents an important aspect in the recruiting process, world-class employers understand that a job description needs to succulently articulate the challenges that high achieving sales engineers crave, along with the right set of benefits that are attached to the opportunity. Sales engineers will be on the lookout for companies that foster the right culture, so incorporating an excellent description of your team, your corporate environment, and clear definitions for the sales engineer role will elevate your job description.<\/p>\n
The best employers seize passive sales engineers\u2019 attention with a brief but powerful overview of their company. They tailor the description of their company\u2019s recent achievements, current growth structure, and corporate culture to a sales engineer\u2019s interest in product excellence, highlighting technical achievement and recent innovations. Since high achieving sales engineers understand the potential they have in the marketplace, SE\u2019s want to be assured of growth opportunities in a prospective company. Providing incentive and compensation information, including base salary and on-target expectations in the overview section provides prospective candidates with the ability to immediately recognize the opportunity\u2019s value (note that a variable component to the compensation plan is common, but represents a much smaller portion of overall compensation than the typical compensation plan associated with a sales representative or executive role).<\/p>\n
In order to give candidates an honest and accurate picture of what the expectations are for the role, hiring managers should provide a specific set of goals for the sales engineer position. Since SE\u2019s are results-driven people, including plenty of information about how your company measures performance and the kind of challenges the candidate will face will help generate excitement in the opportunity while acting as an informal candidate filtering mechanism.<\/p>\n
Leading employers state very specific numbers, percentages, and provide examples of the positions\u2019 expectations in order to present the opportunity as honestly as possible.<\/p>\n
Responsibilities are the elements that managers use to determine if a candidate can and will be successful in the role. Successful opportunity descriptions carefully outline the sales engineer\u2019s responsibilities and take into consideration their everyday tasks as well as the relationship would have with the rest of the sales team.<\/p>\n
Experience gives hiring managers a sense of a candidate\u2019s ability to execute the activities required to drive sales. Companies seeking high achieving sales engineers focus on experience that is aligned with the desired selling tasks stated in the responsibility section of the job description.<\/p>\n
Sales engineers possess a unique set of skills that require left- and right-brain expertise. Their ability to skilfully manage both will set them apart from the rest of the pack. Including details in the job description that articulate exactly what is required to be successful not only acts as a candidate filtration mechanism, but sets the foundation for hiring managers to assess if a candidate can fulfil these expectations during the interview process.<\/p>\n
There is a core group of traits that any salesperson has that will predict their success on the job. Incorporating these qualities into your job description enables experienced interviewers to determine if a candidate possesses these qualities:<\/p>\n
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