Sales engineer: the technical side of selling software
The roleWhat does a sales engineer do
A sales engineer, also called a presales engineer or solutions engineer, is the technical expert in the sales team. While the account executive manages the relationship and the deal, the sales engineer shows how the product solves the client’s technical problems.
A typical deal: a bank considers a new security platform. The sales engineer runs a technical discovery call, builds a tailored demo, answers 120 technical questions in the bank’s RFP and sets up a two-week proof of concept that connects to the bank’s test systems.
Presales work exists wherever products are complex: SaaS, cybersecurity, cloud, data platforms and enterprise software.
Sales engineers work at SaaS companies, cybersecurity vendors, cloud and data platforms and IT service providers. Some support small and mid-size deals with many demos a week, while others focus on a few large enterprise deals with long evaluations.
Day to dayPresales skills and tools
| Skill | What it is used for every day |
|---|---|
| Product expertise | Knowing the product in depth |
| Demos | Showing value for a specific client |
| Proof of concept | Proving it works in the client’s environment |
| RFP answers | Clear, accurate technical responses |
| Integrations: APIs, cloud | Connecting the product to client systems |
| Communication | Explaining tech to non-technical buyers |
Getting startedHow to become a sales engineer
Many sales engineers come from engineering, support, consulting or implementation roles. A technical degree helps but is not always required.
Learn the product category you want to sell, practice demos and study basic sales. Strong presales engineer skills include listening, storytelling and calm under tough technical questions.
Picked by the Hoorya editorial team: from a first beginner course to advanced level.
meSE Sales Engineer Certification Coursework
A sales engineer certification course.
Presales Management – IT Solutions & Service Providers
Presales management for IT services.
Solution Based Selling – Why The Game of Selling has Changed
Solution-based selling.
Udemy list prices in US dollars. Udemy runs frequent discounts, so a course may cost less in your region.
No budget? Pick a SaaS product with a free trial, learn it well and record a ten-minute demo for an imaginary client with a specific problem.
GrowthCareer path
Common path: support or implementation engineer, then sales engineer, senior sales engineer and solutions architect.
Later steps: head of presales, VP of solutions engineering or client partner roles.
Sales engineer jobs, solutions engineer jobs and presales engineer jobs are posted by SaaS, cloud, security and data companies.
Senior sales engineers often specialize in one industry or product area and lead the biggest deals.
What you buildWhat this work teaches you
You will learn to explain complex technology in the client’s language.
The job also builds confidence in front of demanding audiences.
Pros
- High pay with bonus
- Mix of tech and people
- Less quota pressure than pure sales
- Varied clients and problems
- Path to architecture or leadership
Cons
- Demos and deadlines cluster at quarter end
- Travel in some roles
- Pressure to win deals
- Constant product learning
- Many RFP documents
This career often suits the ESTP type
Take the free Hoorya personality test and see how close your profile is to this specialist’s.
PaySales engineer salary in the US and abroad
Most people move into presales after a few years in a technical role, so plan for that path. The BLS reports a $124,900 median for sales engineers, the lowest 10% earn under $73,870 and the top 10% earn $195,270 and more. The solutions engineer salary and the presales engineer salary in SaaS usually add a bonus tied to deals.
UnfilteredWhat presales work looks like day to day
A typical week: discovery calls with prospects, two custom demos, work on an RFP and a sync with the product team about a missing feature.
Quarter end brings many demos and proofs of concept at once.
Career growth
From sales engineer to solutions architect or head of presales.
Job satisfaction
High for people who like tech and people equally.
Stability
Complex products always need technical sellers.
Work-life balance: fine, 6 out of 10
Busy weeks around big deals, demos and quarter end.
Remote and hybrid roles are common, with some travel to clients.
