How to Become a Sales Engineer: Key Skills and Qualifications

If you're technology-savvy and enjoy communicating with different people, a career in sales engineering may suit you.

Sales engineers work closely with sales and product development teams to present how technological solutions address specific business problems. 

They blend technical knowledge and sales skills to sell complex products or services.

In today's article, we'll explore the essential skills, qualifications, and steps you need to take to become a successful sales engineer. 

Whether you're just starting your career or considering a career pivot, we'll provide the insights and knowledge needed to thrive in this dynamic field.

Understanding the Role of a Sales Engineer

Before learning how to become a sales engineer, you must understand the role fully. A sales engineer is a tech sales role that provides technical expertise during the sales process. 

The sales engineer works with complex products and explains how these products can solve specific problems. This can be done through technical presentations, training sessions, or regular check-ins with the client.

The end goal is to close the deal with the customer and ensure their ongoing satisfaction for repeat purchases.

Sales Engineers vs. Sales Professionals

Sales engineers and typical salespersons both aim to sell products, but their roles differ significantly.

Sales engineers know the product inside out, including its technical aspects. They often work alongside other teams (e.g., product development and customer success) to provide detailed answers to customer questions.

They bridge the gap between the product and the client's needs. Their deep technical knowledge allows them to explain how the solution works and how it can benefit the customer.

While sales professionals may have some product insight, it is not as in-depth as sales engineers. 

They focus more on the general sales process, such as finding prospects, negotiating contract terms, and closing deals.

Key Skills Required for a Sales Engineer

To succeed in a sales engineering role, you must develop the following skills:

Hard Skills

As a sales engineer, you need solid technical knowledge. You must understand the products you sell inside and out. This allows you to demonstrate complex features and their benefits to the customer.

Hard skills might include knowledge of specific software, hardware, or engineering principles. For example, if you sell cloud software, you must know how to navigate and explain its features.

Besides product knowledge, technical sales engineers should possess these practical abilities:

• Research and analytical skills: You must research client information and analyze customer data to identify their needs. This helps you tailor solutions that will address their problems.
• Technical writing: You should write clear and concise technical documentation and proposals.
• Presentation skills: You must create and deliver compelling product demonstrations and presentations.
• Troubleshooting: It's important to diagnose and solve technical problems quickly and effectively.
• Programming or scripting: Basic programming or scripting knowledge can be useful, especially in IT and software fields.

Soft Skills

While hard skills are crucial, soft skills are equally important to becoming a sales engineer. These general character traits help you connect with customers and work effectively with your team.

Here are some necessary soft skills for a sales engineer:

• Communication skills: Since you'll be working with customers and cross-functional teams, you must possess good communication skills.
• Active listening: You should closely listen to the client to understand their needs, so you can provide solutions accordingly.
• Problem-solving skills: You must think quickly to address and resolve customer concerns.
• Teamwork: You should collaborate with sales teams and other departments to close deals.
• Relationship-building: Building strong, lasting relationships with colleagues and customers helps you succeed as a sales engineer.
• Adaptability: You must immediately adjust to new information and changing circumstances.
• Time management: Prioritizing tasks and managing your time efficiently make it easier to meet deadlines.
• Empathy: You should understand and address the emotional needs or concerns of customers.
• Negotiation: You must find mutually beneficial solutions during sales discussions.
• Persuasion: You should convince customers of the value and advantages of using your company's product.

Technical Skills

In addition to hard and soft skills, specific technical abilities are necessary. They are specialized knowledge tools and programs relevant to your industry.

For example, if you work as a sales engineer in IT, you must know different networking, software, and hardware technologies.

Below are other popular technical skills that most sales engineers have:

• CRM software: You must know how to use tools like Salesforce, HubSpot, and Zoho CRM to manage customer relationships and track sales progress.
• Presentation software: Knowledge of Microsoft PowerPoint, Google Slides, or Prezi helps you create compelling product demonstrations.
• Data analysis tools: When analyzing customer data and sales metrics, popular software includes Microsoft Excel, Google Analytics, and Tableau.
• Technical support tools: Knowing software like Zendesk or Freshdesk can help you handle customer inquiries and support tickets.
• Product management tools: You should learn Jira, Asana, or Trello to manage projects and product development cycles.
• Programming languages: Basic knowledge of languages like Python, Java, or SQL can be helpful, especially in software and IT sectors.

Necessary Qualifications for a Sales Engineer

Employers aren't only looking for the skills of an ideal candidate. They also consider the following qualifications below:

Educational Background

Unlike other jobs, you don't need a specific degree to become a sales engineer. However, having a strong educational background is an advantage.

The average sales engineer holds a bachelor's degree in a technical field. Degrees in engineering, computer science, or information technology are common. 

These programs provide a solid foundation for the technical aspects you’ll need to understand the products you’re selling.

In some cases, a degree in business or marketing can also be beneficial, especially if paired with technical experience. 

This combination of technical and business education can help you understand both the product and the sales process.

Work Experience

Relevant work experience is crucial for aspiring sales engineers. Employers often look for candidates with a background in technical fields.

Experience in engineering, IT, or related industries can be a significant advantage. You can start by seeking internships or entry-level positions in these industries. 

Doing so will help you gain hands-on experience and understand the tech sales industry.

Working in a sales role, even if it’s not technical, is also valuable. This experience can help you understand the sales process, learn negotiation techniques, and develop sales skills.

Certifications and Courses

Certifications and courses can boost your qualifications and set you apart from other sales engineers.

You must look for certifications relevant to your industry. For instance, if you're in IT, certifications in networking or software can be valuable. 

Some popular options include Cisco Certified Network Associate (CCNA) certification or CompTIA A+.

As for courses, you can sign up on platforms like Coursera, Udemy, and LinkedIn Learning. You can learn about different technical and sales topics while staying updated with the latest trends and technologies.

How to Become a Sales Engineer: A Typical Career Path

Now that you know the key skills and qualifications required, it's time to learn the typical career path to becoming a sales engineer. 

This journey involves several steps, which we'll break down in detail below:

1. Choose a Specialty

The first step is to choose a specialty that aligns with your interests and skills. Sales engineers work in various industries, including IT, manufacturing, and healthcare.

Think about what excites you or where you see yourself excelling.

If you enjoy working with technology, consider focusing on software or hardware. If you're passionate about engineering, look into industries like automotive or aerospace.

Choosing a specialty helps you target your education and experience. This makes you a stronger candidate in your chosen field.

2. Earn a Degree

After picking a specific industry or vertical to focus on, you can easily decide which degree to take.

Those who want to work on software solutions can earn a bachelor's degree in information technology or computer science.

If you're interested in automotive, you can study mechanical engineering or a specialized degree.

You can also consider sales education, such as a degree in marketing or business administration. 

This provides a solid foundation for the sales process, which helps you present technological products effectively.

Remember that while earning a degree isn't required for a sales engineer, most employers prefer candidates with a strong educational background. 

So, having one makes it easier to get your foot in the door.

3. Get Internship Experience

You must get internship experience to make it easier to apply for jobs and become a sales engineer.

Start looking for internship opportunities at your university career center. They help you understand the tech sales industry and develop essential skills.

Internships also allow you to build a network of professional contacts, which can be helpful when you start looking for full-time positions.

4. Obtain Certifications

As previously mentioned, certifications can help you stand out from other job seekers.

You can obtain certifications by joining relevant organizations like the National Association of Sales Professionals and Sales and Marketing Executives International (SMEI).

The former offers Certified Professional Sales Person (CPSP) Certification, while the latter provides Professional Sales and Marketing Certification. Both enhance your credibility and demonstrate your sales expertise.

You can show employers that you're committed to professional development and continuous learning by earning relevant certifications.

5. Apply for Sales Engineering Jobs

Once you have the necessary education, internship experience, and certifications, you're now ready to kickstart your sales engineering career.

Pick positions that excite you or job titles that match your skills. Carefully read the job description to determine if you're a great fit and if you see yourself doing it.

Where to Find Sales Engineer Job Opportunities

After understanding the typical career path, let’s explore where to find job opportunities as a sales engineer. Knowing where to look can make your job search more effective and efficient.

Job Boards

Job boards are a great starting point for your job search. Websites like Indeed, Glassdoor, and Monster list thousands of tech sales job openings.

Use these platforms to search specifically for sales engineer positions. You can even set up job alerts to get notifications when new jobs are posted.

LinkedIn

LinkedIn is a powerful tool for job seekers. It’s not just a platform for networking but also a place to find job openings.

You can use LinkedIn’s job search feature to discover sales engineer positions. You can also follow companies you’re interested in to stay informed about their job openings.

You can even reach out to a LinkedIn recruiter. This direct approach helps you land your dream job faster.

However, before applying for jobs, make sure your LinkedIn profile is complete and up-to-date.

Company Websites

Many companies post job openings directly on their websites. If you have specific companies in mind where you’d like to work, you can regularly check their career pages.

For example, larger companies often have dedicated job portals with filters to search for specific roles, like sales engineers. You can subscribe to their job alerts to be notified when new openings are posted.

Your Professional Network

Don’t underestimate the power of your professional network. They often lead to job opportunities that aren’t advertised publicly, which is also called the hidden job market.

You can reach out to former coursemates, professors, and industry contacts. Let them know you’re looking for a sales engineer position.

You can also attend industry events, webinars, and conferences to meet new people and expand your network. 

Building relationships with professionals in your field can provide valuable insights and referrals.

How to Get Hired as a Sales Engineer

Now that you know where to find job opportunities, let’s focus on how you can get hired as a sales engineer. You can follow the steps below to help you secure the job:

Tailor Your Resume to Each Job Application

Your resume is your first impression. Tailoring it to match each job application can catch the attention of hiring managers.

The easiest way to customize your sales engineer resume is to use keywords from the job description. Doing so shows you meet the employer’s needs.

You must also include specific examples of your achievements. For instance, mention any successful projects you’ve worked on or sales targets you’ve met.

Finally, keep your resume clear and concise. Including generic skills, personal details, and other unnecessary information can prevent you from crafting the perfect resume.

Craft a Compelling Cover Letter

While a cover letter isn't required, writing one can set you apart from other candidates.

Use it to explain why you’re interested in the sales engineering role and how your skills and experience make you a perfect fit.

However, don't simply copy the details that you already mentioned in your resume. The goal is to expand on this document to increase your chances of getting an interview.

You should personalize each cover letter for the job you’re applying for. Mention the recruiter's name, the company’s name, and other specific details about the position.

Then, show how your technical knowledge and sales skills relate to the job. You can use numbers to make your achievements more impactful.

Build an Impressive LinkedIn Profile

Your LinkedIn profile is an extension of your sales engineer resume. Make sure it includes accurate and complete information.

Start by using a profile picture that reflects your professionalism and personality.

Next, write a strong headline that reflects your target job title or highlights your career goals.

In the summary section, provide a brief overview of your skills, experience, and achievements.

Don't forget to include details about your work history, education, and certifications.

Finally, you can ask for recommendations from colleagues and supervisors to increase your profile's credibility.

Ace the Interview

After writing a standout resume, cover letter, and LinkedIn profile, you're likely to get interview offers.

It's important to prepare for each interview to increase the chances of landing the job.

You must research the company and understand its products and services.

You can also practice common sales engineer interview questions and answers. Be ready to discuss what you bring to the table. For example, you can explain how you’ve solved problems and met sales targets in previous roles.

On the interview day itself, you must dress professionally and arrive on time. Be confident and show your enthusiasm for the position. These tips help you ace the interview and get the job offer.

Let Better Career Help You Land Your Dream Job

Need further help becoming a sales engineer? Here's how Better Career can assist you:

• Job Accelerator Program: Follow our step-by-step guide to land a tech job quickly and efficiently. Our mentorship program is designed to accelerate your tech career. Say goodbye to the frustration and guesswork of a typical job search.
• 1-on-1 Career Coaching: Work closely with former tech leaders and career coaches to land your next Sales Engineering or Account Executive role or advance your career. We'll customize the program to meet your unique goals and needs.

Haven't found what you're looking for? Fill out our contact form, and we'll get in touch with you soon!

FAQs About How to Become a Sales Engineer

How long does it take to become a sales engineer?

Becoming a sales engineer typically takes four to six years. First, you must earn a bachelor’s degree and gain relevant experience through internships or volunteer work.

What is the typical salary of a sales engineer?

The average sales engineer salary in the United States is between $102,000 and $281,000. The actual compensation varies based on a candidate's experience, location, and industry.

Are sales engineers in high demand?

According to the Bureau of Labor Statistics, sales engineers are in high demand in the United States. Job openings are expected to grow by 5% in the next 10 years, which is faster than the average.