Sales Engineer Responsibilities Beyond the Demo

Summary

This video explores the multifaceted role of a sales engineer, emphasizing that it extends beyond product demos. It covers responsibilities such as conducting proof of concepts, managing RFX processes, contributing to product marketing through content creation, acting as a technical advisor, and bridging the gap between sales and product teams. The host also touches on the potential for involvement in webinars, sales training, channel partnerships, and post-sales support, highlighting the dynamic and varied nature of the job.

Takeaways

• 🎯 The primary role of a sales engineer extends beyond product demos to include a wide range of responsibilities.
• 🔍 A significant part of the job is conducting Proof of Concepts (POC) to validate product fit for prospective customers.
• 💼 Sales engineers often lead the RFX (Request for Information/Proposal) process, managing responses and proposals to potential clients.
• 📝 Many sales engineers double as product marketers, creating content like articles, blog posts, and videos to support sales efforts.
• 🤝 They act as technical subject matter experts, providing support and advice to both customers and sales teams throughout the sales process.
• 🔗 Sales engineers bridge the gap between the sales and product teams, often initiating product enhancement requests based on customer needs.
• 📈 They may be involved in various aspects of business development, such as webinars, sales training, and channel partnerships.
• 🛠️ Depending on the company, sales engineers might also participate in post-sales activities like implementations and customer relationship management.
• 💡 The role is dynamic, requiring constant learning and adaptation to new technologies and market trends.
• 🌟 The diversity of tasks makes the job of a sales engineer exciting and challenging, offering broad exposure to different areas of business.

Q & A

What is the primary role of a sales engineer beyond product demos?

Beyond product demos, sales engineers are involved in various roles such as conducting proof of concepts, managing RFX processes, creating content for marketing, acting as technical subject matter experts, liaising between the sales and product teams, and potentially handling post-sales responsibilities.

Can you explain the concept of a 'Proof of Concept' (POC) in the context of sales engineering?

A 'Proof of Concept' (POC) is a phase where a prospect wants to trial the product to validate if it fits their organizational needs. The sales engineer assists by configuring the solution based on the business requirements to demonstrate its effectiveness.

What does the RFX process involve in sales engineering?

The RFX process stands for requests for something, which includes RFI (Requests for Information) and RFP (Requests for Proposal). Sales engineers often lead the RFX process, responding to these requests by explaining how their solution addresses the business need and providing pricing details.

Why might a sales engineer also be considered a product marketer?

In smaller companies, sales engineers may double as product marketers due to their product knowledge and business acumen. They are often responsible for creating content like articles, blog posts, and videos that the sales team can use during presentations or to engage leads.

What is the significance of a sales engineer being a technical subject matter expert during the sales process?

As a technical subject matter expert, a sales engineer is responsible for answering any technical inquiries from customers or sales reps, providing quick and accurate responses to build trust and facilitate the sales process.

How does a sales engineer act as a liaison between the sales and product teams?

Sales engineers serve as the middleman between the sales and product teams, identifying customer needs that may require product enhancements. They work with both teams to define requirements, assess market potential, and justify the need for product improvements to win deals.

What additional responsibilities might a sales engineer have in a smaller company?

In smaller companies, sales engineers might be responsible for conducting webinars, sales training, developing channel partnerships, creating playbooks, and even making enhancements to the company's website.

Why is the role of a sales engineer considered fun and engaging?

The role is considered fun and engaging because sales engineers are constantly learning, working with diverse personalities, staying updated with various technologies, and improving their skills across sales, marketing, and technical domains.

What are some potential post-sales responsibilities for a sales engineer?

Some potential post-sales responsibilities include implementations after the sales process and working with existing customers to maintain relationships, which can help in retaining business and enhancing customer satisfaction.

How can a sales engineer contribute to product enhancements based on customer demands?

Sales engineers can contribute to product enhancements by creating product intake tickets or enhancement requests based on customer needs. They work with the sales team to validate these needs and collaborate with the product team to develop solutions that meet market demands.

Outlines

00:00

🔍 Exploring the Multifaceted Role of a Sales Engineer

This paragraph introduces the video's focus on clarifying the various responsibilities of a sales engineer beyond product demos. The speaker emphasizes the importance of understanding the full scope of a sales engineer's job, which includes proof of concept (POC), RFX processes, content creation, and acting as a technical subject matter expert. The speaker also mentions the potential for sales engineers to be involved in product marketing, especially in smaller companies, and to lead the RFX process, which includes responding to requests for information (RFI) and requests for proposal (RFP). The paragraph sets the stage for a deeper dive into these topics.

05:00

🤝 The Sales Engineer as a Bridge Between Sales and Product Teams

Paragraph two delves into the sales engineer's role as a technical advisor and liaison between the sales and product teams. It discusses how sales engineers handle technical inquiries from customers and sales reps, and how they are often responsible for creating product enhancement requests based on customer needs. The speaker also touches on the sales engineer's involvement in webinars, sales training, channel partnerships, and potentially post-sales activities like implementations. The paragraph highlights the dynamic nature of the role, which requires constant learning and adaptation to different technologies and business landscapes.

Keywords

💡Sales Engineer

A Sales Engineer is a professional who combines technical expertise with sales skills to assist in the sales process by providing product demonstrations, technical advice, and solutions to meet customer needs. In the video, the role extends beyond product demos to include responsibilities such as proof of concept, RFX process management, content creation, and liaising between sales and product teams.

💡Product Demo

A product demo refers to a presentation that showcases the features and capabilities of a product or service. It's a sales tool used to engage potential customers and illustrate how a product can solve their problems. The video script mentions that while product demos are a well-known part of a Sales Engineer's job, there are many other responsibilities that are less recognized.

💡Proof of Concept (POC)

A Proof of Concept is a live test of a product or service to validate that it meets the customer's requirements. It's a crucial step after a product demo, where the Sales Engineer works with the customer to configure and demonstrate the product in a real-world scenario. The video explains that POCs are similar to trial subscriptions, providing validation for the customer's purchase decision.

💡RFX Process

RFX stands for Requests for Something, which includes RFI (Requests for Information) and RFP (Requests for Proposal). It's a formal process where potential buyers seek detailed information or proposals from vendors. The Sales Engineer often leads the RFX process, responding to these requests and providing detailed proposals. The video script emphasizes that this is a significant, though lesser-known, part of a Sales Engineer's role.

💡Content Creation

Content creation involves producing articles, blog posts, videos, and other materials to inform, educate, and engage an audience. In the context of the video, Sales Engineers at smaller companies often take on this role, creating content that the sales team can use in presentations or to nurture leads. This highlights the multifaceted nature of the Sales Engineer role, requiring skills beyond technical and sales expertise.

💡Technical Subject Matter Expert

A Technical Subject Matter Expert (SME) is an individual with in-depth knowledge in a specific technical area. In sales, the SME provides technical guidance and support to both the sales team and customers. The video script mentions that Sales Engineers act as SMEs, answering technical inquiries and providing advice throughout the sales process, which is vital for building customer trust.

💡Liaison

A liaison is a person who maintains communication between two parties. In the video, the Sales Engineer serves as a liaison between the sales and product teams, ensuring that customer needs are communicated effectively and that product enhancements are aligned with sales goals. This role is critical for aligning the company's offerings with market demands and for securing large deals.

💡Product Enhancement

Product enhancement refers to the process of improving a product based on customer feedback or market research. The video script explains that Sales Engineers often identify the need for product enhancements during customer interactions and lead the process of defining these enhancements, working with both sales and product teams to ensure the product meets customer needs and drives sales.

💡Webinars

A webinar is an online seminar or presentation that allows participants to learn about a topic or product remotely. The video mentions that Sales Engineers may be responsible for conducting webinars, which are a tool for educating potential customers and showcasing product capabilities. This task highlights the Sales Engineer's role in both sales and marketing efforts.

💡Sales Training

Sales training involves educating sales personnel on product knowledge, sales techniques, and customer service. The video script indicates that Sales Engineers might be involved in sales training, ensuring that the sales team is well-equipped to sell the product effectively. This role underscores the Sales Engineer's responsibility for knowledge transfer and team enablement.

💡Channel Partnerships

Channel partnerships refer to collaborations between a company and external partners, such as resellers or distributors, to expand the sales reach. The video mentions that Sales Engineers may work on channel partnerships, which involves training resellers and establishing vendor relationships. This aspect of the role highlights the Sales Engineer's involvement in broader sales strategy and network expansion.

Highlights

Introduction to the role and responsibilities of a sales engineer beyond product demos.

Explanation of the proof of concept (POC) process and its importance in sales engineering.

The role of sales engineers in assisting customers through the POC to validate product fit.

Discussion on the RFX process, including RFI and RFP, and the sales engineer's involvement.

Insight into the sales engineer's potential leadership of the RFX process.

The dual role of sales engineers as product marketers, especially in smaller companies.

Responsibility of content creation for sales and marketing purposes.

Sales engineers as technical subject matter experts during the sales process.

The importance of responsiveness in building customer trust.

Sales engineers as liaisons between the sales and product teams.

The role in creating product enhancement requests based on customer needs.

The impact of sales engineers on product improvements for winning deals.

Variety of additional responsibilities including webinars, sales training, and channel partnerships.

Mention of potential post-sales responsibilities such as implementations and customer relationship building.

Emphasis on the dynamic and multifaceted nature of sales engineering roles.

Encouragement for prospective sales engineers to understand the full scope of the role.

Call to action for viewers to subscribe and engage with the content.

Transcripts

everyone and welcome to the league of

sales Engineers first of all Shameless

plug if you like this channel if you

like my video go ahead and hit that

subscribe button give me that thumbs up

that really helps out my channel but in

today's video we're going to talk

through something that I've noticed a

lot of prospective sales Engineers

looking to get into the world of sales

engineering or just Tech sales in

general they don't necessarily know the

roles and responsibilities of a sales

engineer outside of doing a product demo

so what I want to do is I want to take a

few minutes to go through some of those

other job responsibilities that you all

should be aware of so you go in well

prepared knowing what your potential

day-to-day as a sales engineer would

actually be alright so we all know about

the product demo which is just giving a

demonstration of the solution basically

the variation of a sales pitch that

stuff where we're golden on I think from

an overall SE idea perspective and if

not maybe I'll make a whole video

talking about the product demo but some

of the other responsibilities that some

people just might not be as aware of are

what I really want to talk through as a

part of this video so first and foremost

let's talk through the POC the proof of

concept so after a customer actually

sits through or I should say a prospect

actually sits through your actual

product demonstration they're not

necessarily always ready to buy a lot of

times they want some sort of validation

they want proof and they want to

actually trial out your solution in

order to identify if your product

solution what you're actually trying to

sell is a good fit for the organizations

hence the proof of concept so it's

similar to if you ever sign up to any

sort of Subscription Service yourself

and you want to try out a seven day

trial it's the same concept they'll work

with you as a sales engineer to help

them through the proof of concept

configure anything that's necessary

based on their business need to actually

demonstrate if your solution actually

solves for the business need that you're

promising during the discovery as well

as the demo call of the actual sales

cycle the next which is fairly lesser

known than even the proof of concept is

the rfx process so rfx it's another term

for requests for something so what

you'll normally run into is an RFI or an

RFP an RFI is going to be requests for

information and RFP is going to be a

request for proposal maybe make a video

that goes into this a little bit more

detail but literally RFI or this side

the RFI is actually them just reaching

out to multiple vendors for information

to solve for business need or a pain

that they have whereas the RFP is they

actually want a proposal from these

vendor solutions that they send this

proposal to in which case you'd respond

back explaining how Your solution solves

for that as well as pricing all that

good stuff

um and oftentimes the sales engineer is

actually the one leading the the actual

RF so and so you might have a proposal

team that will support you along the way

and be almost like the owners of the rfx

but oftentimes that is the

responsibility of the sales engineer

that's tied to that rfx also I don't

want to scare all of you if you're going

in as a more associate level even a

mid-level sales engineer but you're new

to the organization you may not get too

many requests for proposals or rfis but

know that that is a typical job of a

sales engineer if you don't have a

dedicated proposal team again even if

you do you still might be responsible

for rfx's just really depends on your

organization so hopefully that gives

some some clarity there

some other things I've also seen a lot

of times especially at smaller companies

a sales engineer is also a product

marketer whether we want to or or we

don't want to be that so in other words

because we have the product knowledge we

also have the business Acumen so we have

kind of a mix of both we're oftentimes

responsible for creating articles blog

posts videos for the website videos for

the YouTube channel all this content

that the sales team might actually

leverage either during a presentation or

to send out to a lead so a lot of times

we're actually almost like

again product marketing we're content

creators for a lot of organizations not

necessarily so for the Enterprise

companies out there maybe a little bit

but for the smaller companies I've seen

a lot of sales Engineers have a large

responsibility of that content creation

another more obvious one is outside of

doing the demo you're the technical

subject matter expert during the actual

sales process and that can mean a lot

more than just the product demo or even

the proof of concept any sort of

technical questions your customers have

or even your sales rep you're working

with has you should be there to assist

them along the way so when a customer

sends an email with a quick inquiry you

want to be as responsive as possible to

that inquiry that's one way to win trust

with your customer so just being a

technical advisor is such an important

role during the actual sales process for

an actual sales engineer a sales

engineer is often the liaison between

the sales team and the product team as

well so that's something definitely

important to note in other words if

you're working on an opportunity with a

large Enterprise customer maybe like the

retail Giants of the world like Walmart

or Target and through conversations you

identify that they have a need that fits

your product solution but you don't

offer today it's typically your

responsibility as a sales engineer to

actually create some sort of product

intake ticket some sort of product

enhancement requests to meet the

customer's need and provide some

validation that you'd work on with the

sales team to really justify the need

for this product enhancement in order to

win a one or two million dollar

opportunity and maybe even other

opportunities so you'd look at the

overall business landscape but you as a

sales engineer would typically lead that

process where you're working on the

requirements based on the customer

demands you're working with the sales

team to identify what the the actual

Market is for that enhancement you're

requesting and that's oftentimes

overlooked that's such an important role

as a sales engineer because again we

have the sales Acumen and we have the

technical Acumen so it's no surprise

we're the middleman between the two and

we work with both teams in those

scenarios where we are looking to

improve our solution in order to win a

deal or win multiple deals or retain

existing business that's something else

that that a product enhancement can

actually support right there's a lot

more I can go into you might be

responsible for any sort of webinars you

might be responsible for doing sales

training you might be responsible for

working on channel Partnerships so

training resellers or creating vendor

relationships some organizations I've

seen sales Engineers be responsible for

creating playbooks as well as any sort

of maybe even some some enhancements to

the website so really depends it kind of

goes all over depending on the company

you're working for I've also seen some

SCS require or be responsible for some

level of post sales so actually doing

implementations after the actual sales

process or working with existing

customers to continue to build those

relationships so really the list kind of

goes on and on I wanted to provide full

transparency to all of you because there

is a lot more to being a sales engineer

than the actual demo and honestly that's

what makes this job so much fun we're

constantly learning we're working with

all sorts of different personalities we

have to keep on Trend with different

Technologies we're improving our skill

set across all these different segments

sales marketing

tech software really you name it we're

getting exposure to as sales Engineers

so hopefully that was helpful for all of

you I've seen this come up quite a bit

with people that are looking to get into

the role as a sales engineer they don't

fully comprehend that being an sc is

more than just doing a product demo so I

wanted to create a quick video for all

of you just to give that that little bit

of an overview

and again if you like this video go

ahead and subscribe hit that like button

that really helps out my channel I'm

gonna try to be more which I say more

proactive with with creating these

videos so hopefully you all like this

content and yeah I you know stay

connected let me know what you think in

the comments below

um

but that's it take care everyone