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Become A Director Of Sales Engineering

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Working As A Director Of Sales Engineering

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $149,290

    Average Salary

What Does A Director Of Sales Engineering Do

Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products’ parts and functions and must understand the scientific processes that make these products work.

Duties

Sales engineers typically do the following:

  • Prepare and deliver technical presentations explaining products or services to existing and prospective customers
  • Confer with customers and engineers to assess equipment needs and to determine system requirements
  • Collaborate with sales teams to understand customer requirements and provide sales support
  • Secure and renew orders and arrange delivery
  • Plan and modify products to meet customer needs
  • Help clients solve problems with installed equipment
  • Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
  • Help in researching and developing new products

Sales engineers specialize in technologically and scientifically advanced products. They use their technical skills to explain the benefits of their products or services to potential customers and to show how their products or services are better than their competitors'. Some sales engineers work for the companies that design and build technical products. Others work for independent sales firms.

Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in buying their products or services, negotiate a price, and complete the sale. To do this, sales engineers give technical presentations during which they explain the technical aspects of the product and how it will solve a specific customer problem.

Some sales engineers, however, team with salespersons who concentrate on marketing and selling the product, which lets the sales engineer concentrate on the technical aspects of the job. By working as part of a sales team, each member is able to focus on his or her strengths and expertise. For more information on other sales occupations, see the profile on wholesale and manufacturing sales representatives.

In addition to giving technical presentations, sales engineers are increasingly doing other tasks related to sales, such as market research. They also may ask for technical requirements from customers and modify and adjust products to meet customers’ specific needs. Some sales engineers work with research and development (R&D) departments to help identify and develop new products.

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How To Become A Director Of Sales Engineering

A bachelor’s degree is typically required to become a sales engineer. Successful sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills.

Education

Sales engineers typically need a bachelor’s degree in engineering or a related field. However, a worker without a degree, but with previous sales experience as well as technical experience or training, sometimes holds the title of sales engineer. Workers who have a degree in a science, such as chemistry, or in business with little or no previous sales experience, also may be called sales engineers.

University engineering programs generally require 4 years of study. They vary in content, but all programs include courses in math and the physical sciences. In addition, most programs require developing strong computer skills.

Most engineering programs require students to choose an area of specialization. The most common majors are electrical, mechanical, or civil engineering, but some engineering departments offer additional majors, such as chemical, biomedical, or computer hardware engineering. However, some undergraduate programs offer a general engineering curriculum; students then specialize in a particular area either on the job or in graduate school.

Training

New graduates with engineering degrees typically need sales experience and training before they can work independently as sales engineers. Training covers general sales techniques and may involve teaming with a sales mentor who is familiar with the employer's business practices, customers, procedures, and company culture. After the training period, sales engineers may continue to partner with someone who lacks technical skills yet excels in the art of sales.

It is important for sales engineers to continue their engineering and sales education throughout their careers. Much of their value to their employers depends on their knowledge of, and ability to sell, the latest technologies. Sales engineers in high-technology fields, such as information technology and advanced electronics, may find that their technical knowledge rapidly becomes obsolete, requiring frequent retraining.

Advancement

Promotions may include a higher commission rate, a larger sales territory, or elevation to the position of supervisor or sales manager.

Important Qualities

Interpersonal skills. Strong interpersonal skills are a valuable characteristic for sales engineers, both for building relationships with clients and effectively communicating with other members of the sales team.

Problem-solving skills. Sales engineers must be able to listen to the customer’s desires and concerns, and then recommend solutions, possibly including customizing a product.

Self-confidence. Sales engineers should be confident and persuasive when making sales presentations. 

Technological skills. Sales engineers must have extensive knowledge of the technologically sophisticated products they sell in order to explain their advantages and answer questions.

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Director Of Sales Engineering jobs

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Director Of Sales Engineering Demographics

Gender

  • Male

    93.1%
  • Female

    5.6%
  • Unknown

    1.3%

Ethnicity

  • White

    82.2%
  • Hispanic or Latino

    10.0%
  • Asian

    5.3%
  • Unknown

    2.2%
  • Black or African American

    0.4%
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Languages Spoken

  • Carrier

    28.6%
  • German

    14.3%
  • French

    14.3%
  • Spanish

    14.3%
  • Portuguese

    7.1%
  • Chinese

    7.1%
  • Hebrew

    7.1%
  • Mandarin

    7.1%
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Director Of Sales Engineering

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Real Director Of Sales Engineering Salaries

Job Title Company Location Start Date Salary
Director, Sales Engineering Twilio, Inc. San Francisco, CA Mar 12, 2015 $205,000
Director, Sales Engineering Ooyala Inc. Santa Clara, CA Jan 01, 2016 $195,000
Director of Sales Engineering Github, Inc. San Francisco, CA Jun 14, 2015 $191,250
Director of Sales Engineering Payfone, Inc. New York, NY Aug 30, 2016 $170,000
Director, Sales Engineering Ooyala Inc. Mountain View, CA Mar 15, 2014 $170,000
Director, Sales Engineering Ooyala Inc. Mountain View, CA Apr 01, 2014 $170,000
Director Jc35-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA Dec 24, 2016 $162,906
Director Jc35-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA Sep 08, 2016 $162,906
Associate Director Jc40-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA Oct 11, 2016 $162,906
Director Jc35-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA May 11, 2016 $162,906
Director Jc35-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA Nov 23, 2016 $162,906
Associate Director Jc40-Sales Engineers Cognizant Technology Solutions U.S. Corporation San Ramon, CA Oct 23, 2016 $162,906
Senior Director, Sales Engineering Endace USA Limited (A Division of Emulex Corporati Herndon, VA Jan 02, 2014 $160,000 -
$200,000
Director of Sales Engineering Seoul Semiconductor Inc. Norcross, GA Dec 28, 2015 $155,187
Director Jc35-Sales Engineer Cognizant Technology Solutions U.S. Corporation Frisco, TX Mar 30, 2016 $148,824
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation Irving, TX Feb 26, 2016 $148,824
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation McKinney, TX Feb 26, 2016 $148,824
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation Irving, TX Oct 03, 2016 $148,824
Senior Director Jc33-Sales Engineer Cognizant Technology Solutions U.S. Corporation Frisco, TX Mar 30, 2016 $148,824
Technical Sales Director/Sales Engineer Brightcove Inc. Cambridge, MA Oct 01, 2011 $145,000
Technical Sales Director/Sales Engineer Brightcove, Inc. Seattle, WA Oct 01, 2011 $145,000
Director of Sales Engineering Seoul Semiconductor Inc. Cypress, CA Dec 28, 2012 $140,874
Director Jc35 Sales Engineer Cognizant Technology Solutions U.S. Corporation Teaneck, NJ Jul 09, 2015 $130,437
Director Jc35 Sales Engineer Cognizant Technology Solutions U.S. Corporation Teaneck, NJ Sep 07, 2015 $130,437
Director Jc35-Sales Engineers Cognizant Technology Solutions U.S. Corporation Teaneck, NJ Apr 26, 2016 $130,437
Director of Sales & Engineering Global Water & Energy, LLC Austin, TX Oct 01, 2009 $130,000
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation Alpharetta, GA Jul 31, 2015 $129,854
Associate Director Jc40-Sales Engineers Cognizant Technology Solutions U.S. Corporation Los Angeles, CA Jul 09, 2016 $128,232
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation Bridgewater, NJ Jun 16, 2015 $125,549
Associate Director Jc40-Sales Engineer Cognizant Technology Solutions U.S. Corporation College Station, TX Jul 12, 2015 $125,341

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Top Skills for A Director Of Sales Engineering

Pre-SalesEngineersHardwareProductManagementRfi/RfpVoipBusinessDevelopmentProfessionalServicesProjectManagementTechnicalSalesSupportTVideoProductDevelopmentCloudStorageSaasIPTelecomInternetCustomerRelationshipManagementCustomerRequirements

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Top Director Of Sales Engineering Skills

  1. Pre-Sales Engineers
  2. Hardware
  3. Product Management
You can check out examples of real life uses of top skills on resumes here:
  • Manage up to 20 Pre-Sales Engineers from MN to Texas in central region.
  • Manage hardware purchasing and global inventory.
  • Partner with Sales and Product Management teams to present offerings to key prospects in North and Latin America.
  • Manage all customer technical presentations, network designs, quotes, and RFI/RFP responses.
  • Direct and manage all technical and sales operations of VOIP wireless communications devise.

Top Director Of Sales Engineering Employers