Sales engineering career paths.
Sales engineering is a field that offers numerous career paths and opportunities for growth. In a recent podcast episode titled “Exploring Career Paths and Opportunities in Sales Engineering,” the hosts, Keith Wilson and John Morton, discuss the various aspects of sales engineering and shed light on the potential career trajectories within this field.
The podcast begins with a brief introduction by Keith, who mentions that this is the second episode of the podcast. He introduces himself and his partner, John Morton, and they dive into the topic at hand. The hosts mention that they touched upon this topic in their previous episode, where they discussed the evolution of sales engineering and what it means to be a sales engineer.
The hosts then introduce the acronym of the day, OTE, which stands for On Target Earnings. They explain that OTE refers to the total amount of compensation a sales engineer would receive if they achieve 100% of their sales goals for the year. They further elaborate on the concept by discussing the split between base salary and commission, which determines the OTE. Unlike some sales positions that are purely commission-based, sales engineers usually have a base salary and a commission component, which provides a level of financial stability.
Keith and John emphasize that sales engineering offers a unique balance between risk and reward. While account executives or sales reps often bear the responsibility of generating new revenue and may be on a purely commission-based structure, sales engineers share the quota with their sales counterparts. This means that sales engineers have a lower risk factor and a higher base salary percentage, with the commission serving as a bonus for achieving sales goals.
The hosts stress that OTE is an essential factor to consider when exploring career paths in sales engineering. It not only determines the potential earnings but also reflects the level of risk and stability in the role. Sales engineers can have different splits, such as 70% base salary and 30% commission, which offers a more secure income while still providing the opportunity for additional earnings through commissions.
The podcast episode concludes with Keith and John summarizing the key points discussed. They encourage listeners to go back and listen to the previous episode for a more comprehensive understanding of sales engineering. They also mention that exploring career trajectories within sales engineering is a common question they receive and that it will be the focus of this episode.
In summary, the podcast episode provides valuable insights into the career paths and opportunities available in sales engineering. It highlights the importance of OTE, explains the split between base salary and commission, and emphasizes the balance between risk and reward in this field. By shedding light on these aspects, the hosts aim to help sales engineers navigate their career paths and make informed decisions about their professional growth.
Transitioning into sales engineering.
Transitioning into sales engineering can be a rewarding career move for individuals with a strong technical background and a knack for articulating complex concepts in a simple way. The podcast episode delves into the different paths one can take to become a sales engineer and the opportunities for growth within this field.
The episode starts by discussing the importance of being able to communicate effectively and simplify technical concepts. This skill is seen as a hallmark of a good sales engineer (SE) and is crucial for success in this role. The hosts emphasize that finding out one’s ability to articulate ideas in a simple way is a key indicator of being a good SE.
Next, the episode explores the various job titles and roles that fall under the umbrella of sales engineering, such as solutions architect and technical sales. It highlights that regardless of the specific job title, the core function is to bridge the gap between technical expertise and sales. Sales engineers are responsible for understanding customers’ needs, demonstrating the value of products or solutions, and ultimately driving sales.
The episode then delves into the journey of transitioning into sales engineering. It notes that, in the field of cybersecurity, a significant amount of experience is typically required. However, the hosts mention that the bar has been lowered in recent years. They share their personal experiences of transitioning into sales engineering, with one host having moved from a support role and the other from a practitioner role in cybersecurity.
The hosts discuss the importance of customer interaction and building empathy through support roles. They emphasize that working in support allows individuals to understand customer pain points and gain valuable insights into what customers care about. This experience can be instrumental in becoming a successful sales engineer.
The episode also touches on the distinction between inside and outside sales engineering. Inside sales engineers primarily work from an office and have virtual meetings with customers, while outside sales engineers travel to customer sites for face-to-face interactions. The hosts acknowledge that remote work has become more prevalent, but stress that the distinction between inside and outside sales engineering still exists.
Additionally, the episode briefly mentions the role of channel sales in software sales, but notes that it is a complex topic that will be covered in a future episode.
The hosts then discuss specific aspects of their own journeys in sales engineering. One host shares their experience working in inside sales and highlights the importance of filling in RFPs (Request for Proposal). They mention that RFPs are a significant part of the sales engineering process, especially when dealing with government contracts or large companies with bureaucratic processes.
The other host talks about their experience doing remote demos for smaller dollar accounts. They mention that tailoring demos to specific customers and learning how to effectively showcase the product’s value is a crucial skill for sales engineers. They tease a future episode dedicated to providing tips and insights on how to give successful demos.
The episode concludes with a discussion about transitioning to a field sales engineering role. One host shares their experience of transitioning from inside sales to a field sales engineer (FSE) position. They highlight that their transition was smooth and gradual, allowing them to ease into the role. The other host expresses their excitement about the question and teases that their transition story will be shared in the next episode.
Overall, the podcast episode provides valuable insights into the career paths and opportunities available in sales engineering. It emphasizes the importance of effective communication, customer interaction, and tailoring demos to specific customers. By sharing their own experiences and discussing various aspects of sales engineering, the hosts aim to help sales engineers navigate their career paths and make informed decisions about their professional growth.
Sales engineering offers higher earning potential.
One of the key points highlighted in the podcast is the higher earning potential in sales engineering compared to other roles, such as being a practitioner or defender in the enterprise. The hosts discuss how they were initially content with their roles, believing they had achieved success in their respective fields. However, they were enticed by the significantly larger paychecks that sales engineers receive, particularly through the On-Target Earnings (OTE) structure.
The podcast emphasizes that sales engineers are often motivated by the financial benefits that come with the role. The hosts mention that vendors are willing to endure the occasional beatings from practitioners because they understand the exponential difference in OTE between the two roles. This insight sheds light on why sales engineers are willing to take on the challenges of the job and work to close deals, as the financial rewards can be substantial.
The hosts also discuss their own career paths within sales engineering, highlighting the different roles they have held. They mention positions such as field CTO, solutions architect, manager of SEs, and POC (Proof of Concept) specialist. Each of these roles offers unique opportunities for growth and development within the sales engineering field.
The POC specialist role, in particular, is described as a position that requires deep technical expertise and the ability to write code on the fly. The hosts explain that this role involves running proofs of concept and demonstrating the value of a product to potential customers. They mention the complexity of connecting to unique systems, such as mainframes, and how their technical skills were essential in successfully completing these demonstrations.
Overall, the podcast episode highlights the earning potential in sales engineering and the different career paths available within the field. It emphasizes the importance of combining technical expertise with sales acumen to excel in the role. By sharing their own experiences and discussing various aspects of sales engineering, the hosts provide valuable insights for individuals considering a career in this field.
Specializing in technical sales is valuable.
One of the key takeaways from the podcast episode is the value of specializing in technical sales. The hosts discuss how having a niche and specific expertise can greatly enhance one’s earning potential in the field. They highlight the fact that certain industries, such as cybersecurity, offer a high demand for specialized sales engineers, and this specialization can lead to higher salaries and more opportunities.
The hosts also emphasize the importance of having a strong foundation in sales and communication skills. They mention that while technical expertise is crucial, it is equally important to know how to effectively sell software and communicate with customers. This foundation serves as a basis for success in the field and allows sales engineers to build on their technical knowledge.
Furthermore, the podcast touches on the role of sales engineers in bridging the gap between customers and technical teams. Sales engineers are often responsible for understanding the pain points of customers and addressing their concerns. They act as a liaison between the customer and the technical team, alleviating the technical burden for both parties.
The hosts also discuss the role of sales engineers in specialized ecosystems, such as mainframes. They mention how sales engineers with expertise in specific areas, such as mainframes, can effectively engage with customers and overcome objections. This specialized knowledge allows sales engineers to speak the same language as the customers and provide tailored solutions.
Additionally, the podcast episode touches on the role of sales engineering managers. The hosts mention that this role can be challenging due to the bureaucracy involved in managing other people’s time. However, they also highlight the importance of leadership skills and the ability to guide and support a team of sales engineers.
In conclusion, specializing in technical sales is valuable for several reasons. It allows sales engineers to command higher salaries, opens up more opportunities in specialized industries, and enables them to effectively bridge the gap between customers and technical teams. By combining technical expertise with sales acumen, sales engineers can excel in their roles and achieve success in the field.
Managing SEs requires different skills.
However, managing a team of sales engineers requires a different set of skills altogether. While being a great sales engineer may indicate proficiency in technical sales, it does not necessarily translate to being an effective manager. Managing SEs involves more than just technical knowledge and sales skills; it requires the ability to coach, communicate, and align the team’s objectives with the overall business goals.
One of the challenges of managing SEs is the shift in metrics. As an individual sales engineer, the focus is on winning deals, working with one person, and accomplishing specific goals. However, when managing a team, the metrics change. The manager is now working on behalf of the business and needs to align the team’s efforts with the company’s objectives. This shift in focus can be challenging for sales engineers who are used to the excitement of individual achievements.
Additionally, managing people in itself is a whole other skill set. It requires learning how to coach, communicate, and listen to others. A successful SE manager needs to have empathy for their team members and be able to effectively communicate expectations, both when delivering bad news and coaching on good news. They also need to be skilled at managing people they have no authority over, which can be a complex task in itself.
It is a mistake for companies to assume that a great sales engineer will automatically make a great SE manager. The two roles are not the same, and being proficient in one does not guarantee success in the other. While a great sales engineer may excel at working with customers and closing deals, managing a team requires a different skill set and mindset.
Managing SEs also involves mundane and bureaucratic tasks, such as approving expenses and questioning expenses. This can be a significant shift for sales engineers who prefer to focus on driving revenue and generating new business. However, these tasks are necessary for managing a team effectively and ensuring that resources are being allocated appropriately.
Overall, managing SEs requires different skills than being a sales engineer. While technical expertise and sales acumen are essential, effective SE managers also need to be skilled at coaching, communicating, aligning objectives, and managing people. It is important for companies to recognize these differences and not assume that a great sales engineer will automatically make a great SE manager. By investing in the development of SE managers and providing them with the necessary training and support, companies can ensure the success of their sales engineering teams.
Working with AI enhances career paths.
Working with AI has become increasingly important in today’s technological landscape, and it has the potential to greatly enhance career paths. In the podcast transcript, the speaker discusses how working with AI can be seen as a valuable skill and how it can shape career paths.
One aspect highlighted is the need for accurate data sets for AI to pull from. This means that individuals who can provide these data sets, such as technical sales folks, become essential in coaching and training AI systems. The better they can communicate with AI and provide accurate data, the more valuable their skills become.
Additionally, working with AI can also improve communication skills. The speaker mentions their experience with chat GPT, an AI system that sometimes provides frustrating results. This highlights the need for better clarification and communication with AI. Learning how to effectively communicate with AI can translate into improved communication with humans as well.
Furthermore, working with AI can also lead to increased value in one’s niche. By understanding and coaching AI based on one’s expertise and knowledge as a human being, individuals can provide unique insights and perspectives. This can make them more valuable in their respective fields.
It is important to note that working with AI is not without its challenges. The speaker acknowledges that there can be frustrations and limitations when working with AI systems. However, these challenges can also be seen as opportunities for growth and improvement.
In conclusion, working with AI has the potential to enhance career paths by providing valuable skills in coaching, communication, and niche expertise. As AI continues to advance, individuals who can effectively work with AI and provide accurate data sets will become increasingly valuable. It is crucial for individuals to embrace this technology and continuously develop their skills to stay relevant in the evolving job market.