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Become A Senior Sales Engineer

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Working As A Senior Sales Engineer

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

  • $136,722

    Average Salary

What Does A Senior Sales Engineer 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 Senior Sales Engineer

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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Senior Sales Engineer jobs

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Senior Sales Engineer Career Paths

Senior Sales Engineer
Solutions Architect Program Manager Director Of Sales
Director Of Enterprise Sales
12 Yearsyrs
Senior Account Manager Senior Product Manager
Director Of Marketing And Product Management
9 Yearsyrs
Sales Manager Regional Sales Manager
Director Of Sales
10 Yearsyrs
Business Development Manager Senior Project Manager Senior Product Manager
Director, Product Marketing
11 Yearsyrs
Business Developer Business Manager National Account Manager
Enterprise Account Manager
9 Yearsyrs
Account Executive Product Manager
Group Product Manager
7 Yearsyrs
Product Manager Sales And Marketing Manager Account Manager
Major Account Manager
7 Yearsyrs
Regional Sales Manager General Manager Account Manager
National Account Manager
8 Yearsyrs
Account Executive Sales Manager Regional Sales Manager
National Accounts Sales Manager
9 Yearsyrs
Account Manager Sales Manager Regional Sales Manager
National Sales Manager
10 Yearsyrs
District Sales Manager Regional Sales Manager
Northeast Regional Sales Manager
11 Yearsyrs
Sales Manager General Manager Account Executive
Regional Sales Manager
9 Yearsyrs
Business Development Manager Senior Product Manager Product Management Director
Senior Director, Product Management
14 Yearsyrs
Project Manager Program Manager Marketing Manager
Senior Manager Of Marketing
9 Yearsyrs
Account Manager Product Manager
Senior Product Manager
9 Yearsyrs
Project Manager Senior Project Manager Senior Product Manager
Senior Product Marketing Manager
10 Yearsyrs
District Sales Manager Director Of Sales
Senior Sales Director
9 Yearsyrs
Regional Sales Manager National Account Manager Account Executive
Senior Sales Executive
9 Yearsyrs
Product Manager Operations Manager Account Executive
Strategic Accounts Manager
9 Yearsyrs
Senior Account Manager Marketing Consultant Product Marketing Manager
Strategic Marketing Manager
8 Yearsyrs
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Senior Sales Engineer Demographics

Gender

  • Male

    88.9%
  • Female

    9.2%
  • Unknown

    1.9%

Ethnicity

  • White

    79.2%
  • Asian

    9.3%
  • Hispanic or Latino

    8.5%
  • Unknown

    2.3%
  • Black or African American

    0.7%
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Languages Spoken

  • Spanish

    27.9%
  • Carrier

    17.3%
  • French

    8.7%
  • Japanese

    7.7%
  • German

    5.8%
  • Mandarin

    5.8%
  • Chinese

    4.8%
  • Portuguese

    3.8%
  • Arabic

    2.9%
  • Swedish

    1.9%
  • Cantonese

    1.9%
  • Cheyenne

    1.9%
  • Thai

    1.9%
  • Korean

    1.9%
  • Serbian

    1.0%
  • Dutch

    1.0%
  • Romanian

    1.0%
  • Dakota

    1.0%
  • Burmese

    1.0%
  • Polish

    1.0%
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Senior Sales Engineer

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Senior Sales Engineer Education

Senior Sales Engineer

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Real Senior Sales Engineer Salaries

Job Title Company Location Start Date Salary
SR. International Sales Engineer Fonemed Miami, FL Dec 15, 2015 $196,186
SR. Manager, Sales Engineering and Customer Support Trend Micro, Inc. Jersey City, NJ Jul 26, 2015 $195,208 -
$200,000
Senior Sales Engineer U.S. Western Multitech, Inc. Anaheim, CA Jun 21, 2016 $166,608
Senior Sales Engineer Otherlevels Inc. San Francisco, CA Apr 20, 2015 $165,000
Senior Sales Engineer Vuesol Technologies Inc. Alpharetta, GA Jun 30, 2016 $164,000
Senior Sales Engineer Vuesol Technologies Inc. Alpharetta, GA Mar 14, 2016 $164,000
Senior Sales Engineer Aerospike, Inc. Mountain View, CA Jun 25, 2015 $160,000
Senior Sales Engineer, Mobile Devices AWI USA LLC Plainview, NY Sep 19, 2015 $160,000
Senior Sales Engineer, Mobile Devices AWI USA LLC Plainview, NY Sep 26, 2016 $160,000
Senior Sales Engineer Aerospike, Inc. Mountain View, CA Feb 11, 2015 $160,000
Senior Sales Engineer Trianz, Inc. Santa Clara, CA Oct 28, 2016 $160,000
Senior Manager Jc45-Sales Engineers Cognizant Technology Solutions U.S. Corporation Boston, MA Jul 21, 2016 $136,490
Senior Manager Jc45-Sales Engineers Cognizant Technology Solutions U.S. Corporation Boston, MA Jul 20, 2016 $136,490
Senior Sales Engineer Splunk, Inc. Chicago, IL Mar 06, 2015 $136,000 -
$218,000
SR. Sales Engineer Nanya Technology Corporation USA San Jose, CA Mar 30, 2015 $135,000 -
$145,000
SR. Sales Engineer Nanya Technology Corporation USA San Jose, CA Apr 22, 2016 $135,000 -
$155,000
Senior Sales Engineer Enterprise Solutions, Inc. Santa Clara, CA Mar 12, 2015 $133,411
Senior Sales Engineers HCL America Inc. Sunnyvale, CA Oct 31, 2016 $133,078
Senior Sales Engineer Enterprise Solutions, Inc. Santa Clara, CA Sep 09, 2016 $133,078
SR. Sales Engineer Vacom Systems, LLC Heber, UT Jan 11, 2016 $116,875
Senior Manager Jc45-Sales Engineer Cognizant Technology Solutions U.S. Corporation Holliston, MA Feb 12, 2015 $116,418
Senior Manager Jc45-Sales Engineers Cognizant Technology Solutions U.S. Corporation Franklin, WI Nov 06, 2016 $115,170
Senior Sales Engineer, Latam O3B Networks Manassas, VA May 07, 2015 $115,000
Senior Manager Jc45-Sales Engineers Cognizant Technology Solutions U.S. Corporation Franklin, WI Jul 20, 2016 $114,899
Senior Manager Jc45-Sales Engineers Cognizant Technology Solutions U.S. Corporation Franklin, WI Jul 21, 2016 $114,899
Senior Sales Engineers HCL America Inc. Redmond, WA Jun 24, 2016 $113,963
Senior Sales Engineers HCL America Inc. Jersey City, NJ Apr 02, 2016 $112,341

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Top Skills for A Senior Sales Engineer

ProductLineTerritoryRFPTechnicalSupportSalesQuotaOEMWebVoipTcp/IpProposalTradeShowsSalesEngineersVideoCloudProductDemonstrationsProjectManagementMplsInternetProductManagementConcept

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Top Senior Sales Engineer Skills

  1. Product Line
  2. Territory
  3. RFP
You can check out examples of real life uses of top skills on resumes here:
  • Established this company's first computerized contact management system, represented 12 principals with more than 40 product lines.
  • Supported the Southeast territory sales executive (1 to 1 pairing SE to Account Exec).
  • Key Responsibilities: * Prepare technical and functional responses to RFPs, as well as the entire customer facing documentation.
  • Provide pre-sales technical support on NetScreen Security appliances and applications.
  • Exceeded sales quota three consecutive years.

Top Senior Sales Engineer Employers

Senior Sales Engineer Videos

Engineering Energy Savings | A day in the life at Johnson Controls

Crash Course in APM: Monitor Performance, Troubleshoot, & Optimize Apps: William Li @nginxconf 2014

Senior Sales Engineer / Technical Architect (EMC, VMware, Cisco) -- CHICAGO

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