What is a Sales Engineer & how to become one
Learn what a sales engineer does, key skills required, education required, tips on how to become one, and why it's such a great profession.
Learn what a sales engineer does, key skills required, education required, tips on how to become one, and why it's such a great profession.
Sales engineering is a unique career that merges deep technical knowledge with sales expertise. Unlike typical sales roles, sales engineers focus on explaining complex products and services in a way that meets customer needs. Whether it’s advanced construction equipment, cutting-edge IT solutions, or construction projects, sales engineers help clients understand how these products can solve their problems. If you enjoy technical details, solving challenges, and interacting with people, a career as a sales engineer might be ideal for you. In this guide, we’ll explain what sales engineers do, the key skills needed, and how you can start your career in this exciting field.
What is a Sales Engineer
A technical sales engineer is responsible for selling sophisticated products and services, typically within industries like construction, manufacturing, IT, or telecommunications. Unlike traditional sales professionals, sales engineers have in-depth knowledge of how products work and are capable of explaining technical features to clients in easy-to-understand terms. A technical sales engineer works as a liaison between a company’s sales and technical teams, helping to bridge the gap between complex products or services and the needs of potential customers.
What Does a Sales Engineer Do
- Understanding customer needs: Sales engineers meet with clients to identify their needs and offer solutions that match those requirements.
- Product demonstrations: They often lead product demonstrations, explaining how a product functions and its benefits.
- Customizing solutions: Many sales engineers work on tailoring solutions to fit the specific challenges faced by a customer.
- Collaborating with sales and technical teams: Sales engineers work closely with both sales and technical teams to ensure the right product fit and successful delivery.
- After-sales support: In some cases, they provide technical support after the sale is made, ensuring customer satisfaction.
Key Skills Required to Become a Sales Engineer
Being a sales engineer requires a blend of technical know-how and soft skills. Below are some of the key skills needed:
- Technical expertise: A deep understanding of the product or service being sold is essential. This could involve engineering, software development, or technical support knowledge depending on the industry.
- Sales acumen: Beyond technical skills, sales engineers must have strong sales abilities to identify opportunities, build relationships, and close deals.
- Problem-solving skills: They need to evaluate a client’s challenges and provide customized solutions that add value.
- Communication skills: The ability to convey complex technical concepts in simple, clear terms is vital when interacting with non-technical customers.
- Teamwork: Collaboration is key since sales engineers work with multiple teams within a company, including marketing, sales, and technical support.
How to Become a Sales Engineer
Becoming a sales engineer requires a mix of education, technical skills, and sales experience. Here’s a step-by-step guide to help you get started.
A. Get a Relevant Degree (Bachelor's, Associate...)
- Most sales engineers have at least an engineering degree, a construction management degree or some other technical field related to their sales area.
- Business degrees with a focus on technical subjects are also acceptable, especially when combined with relevant technical certifications. However you’ll have to work pretty hard to get the technical skills.
- Obviously a Bachelor's degree is amazing, but you can still also get an Associate's degree which is also great. At the end of the day, your degree won't matter because your sales numbers speak for themselves, so just focus on getting the skills.
B. Get Technical Certifications
Getting technical certifications is crucial for aspiring sales engineers, especially if you don’t have a formal degree. Certifications validate your technical skills and industry knowledge, making you a more credible candidate to potential employers. In many cases, a well-recognized certification in fields like networking, software, or industrial equipment can level the playing field with degree holders, proving your expertise in specialized areas.
C. Get non-sales experience
- Getting work experience in the industry you plan to specialize in, is great for becoming a successful sales engineer. By working in roles related to the products or services you will eventually sell, such as engineering, technical support, or construction management, you get an in-depth understanding of how those products operate and the specific needs of the customers.
- This hands-on industry experience allows you to speak the same language as your clients, making it easier to build trust and showcase the practical value of the solutions you’re offering. This helps you position yourself as a knowledgeable consultant, not just a salesperson, which can significantly improve your ability to close deals and meet customer expectations.
D . Develop Technical Skills
People don’t want to be sold stuff by people who don’t understand what they’re selling. If you do not have an engineering background, getting technical certifications relevant to the industry is super important. For example, obtaining certifications in construction management and civil engineering is super important if you want to work in the construction and energy sectors. You will be asked technical questions in your interview.
E. Get ANY Sales Experience
Experience in sales can be just as important as technical knowledge. If you don’t have direct experience, working in customer-facing roles or internships that involve product demonstrations, client support, or sales is a good way to build relevant skills.
F. Start in a Junior Sales Role
Many sales engineers start as sales representatives or in customer support roles where they get exposure to both sales processes and product knowledge. This is a great way to understand the industry, build your sales acumen, and strengthen technical understanding.
G. Network and Build Relationships
Attend industry conferences, trade shows, and network with professionals in the field to build relationships. This can open doors to new opportunities and keep you informed of industry trends, but most importantly, it will introduce you to the culture of different business areas which will help you make a decision on where to work.
H. Stay Updated on Technology
Since sales engineers often work with cutting-edge products, it’s essential to keep up-to-date with the latest technologies and trends in your industry. Continuous learning is key to staying competitive.
How much does a sales engineer make in construction
Sales engineers in the construction industry in the United States can expect varying compensation packages depending on their specific sub-sector and region. Here's a breakdown of salary expectations across different areas:
Building Materials Technical Sales
Sales engineers in this sub-sector typically earn between $85,000 and $110,000 annually. Those specializing in innovative or sustainable building materials may command higher salaries due to the growing demand for eco-friendly construction solutions.
Heavy Equipment
Sales engineers can expect salaries ranging from $90,000 to $120,000 per year. The complexity of heavy machinery and the need for extensive technical knowledge often result in higher compensation.
Construction Software
Sales engineers focusing on construction software and technology solutions tend to earn higher salaries, often ranging from $100,000 to $140,000 annually. This is due to the increasing digitalization of the construction industry and the need for specialized technical expertise.
Heavy Civil Construction Sales
Sales engineers in this subsector, which includes infrastructure projects like roads, bridges, and dams, typically earn between $90,000 and $130,000 annually. The complexity and scale of these projects often result in higher compensation. Note that most civil sales engineers have experience as civil engineers.
Commercial Building
In commercial construction, sales engineers can expect salaries ranging from $85,000 to $120,000 per year. This subsector includes office buildings, retail spaces, and hotels.
Residential Construction
Sales engineers focusing on residential projects, including single-family homes and multi-unit developments, generally earn between $75,000 and $110,000 annually.
Specialty Trade Contractors
Those working with specialized contractors (e.g., electrical, plumbing, HVAC) can expect salaries from $80,000 to $115,000 per year.
Green Building and Sustainable Construction
With the growing emphasis on sustainability, sales engineers in this niche can command higher salaries, often ranging from $90,000 to $140,000 annually.
Renewable Energy
Sales engineers in solar, wind, and other renewable energy fields can expect salaries between $100,000 and $150,000 annually, with potential for higher earnings in rapidly growing markets.
Nuclear Energy
This specialized field offers high salaries, with sales engineers often earning between $120,000 and $170,000 annually.
Energy Efficiency and Smart Grid Technologies
Sales engineers in this growing subsector can expect salaries ranging from $95,000 to $140,000 per year.
