Occupation · SOC 41-9031
Sales Engineers
Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.
Median wage
$121,520
$70,580–$202,670
Projected growth
—
—
Annual openings
—
per year
Employed (US)
56,690
Job Zone 4
Typical preparation
Considerable preparation
Stackable credential programs
0 mapped
Core skills
SpeakingPersuasionSocial PerceptivenessReading ComprehensionJudgment and Decision MakingCritical ThinkingActive ListeningNegotiationComplex Problem SolvingWritingService OrientationActive LearningSystems AnalysisTime ManagementSystems EvaluationInstructingCoordinationMathematicsLearning StrategiesMonitoringTechnology DesignOperations AnalysisManagement of Personnel ResourcesManagement of Financial ResourcesManagement of Material ResourcesScienceQuality Control AnalysisProgrammingOperations MonitoringEquipment SelectionTroubleshootingOperation and ControlRepairingInstallationEquipment Maintenance
Knowledge areas
Customer and Personal ServiceSales and MarketingEngineering and TechnologyEnglish LanguageMathematicsAdministration and ManagementDesignAdministrativeMechanicalComputers and ElectronicsEconomics and AccountingPhysicsPersonnel and Human ResourcesEducation and TrainingProduction and ProcessingCommunications and MediaPsychologyChemistryTelecommunicationsTransportationLaw and GovernmentGeographyPublic Safety and SecurityBuilding and ConstructionForeign LanguagePhilosophy and TheologySociology and AnthropologyTherapy and CounselingBiologyFood ProductionMedicine and DentistryHistory and ArcheologyFine Arts
Technology & tools
Ab InitioAmazon Web Services AWS softwareAnsible softwareApache CassandraApache HBaseApache HadoopApache PigApache StrutsApple iOSAtlassian JIRAAutodesk AutoCADBorder Gateway Protocol BGPCC++Cisco Systems CiscoWorksCisco Systems VPN ClientCitrix cloud computing softwareCustomer relationship management CRM softwareDassault Systemes SolidWorksDatabase management softwareDockerEnterprise JavaBeansEnterprise application integration EAI softwareExtensible hypertext markup language XHTMLExtensible markup language XMLFirewall softwareGoogle Cloud softwareGoogle Workspace softwareGraphics softwareHewlett Packard HP-UXHyperion Solutions Hyperion System 9 Bi+IBM Cognos Business IntelligenceIBM Cognos ImpromptuIBM DB2IBM DominoInformatica Corporation PowerCenterJavaScriptKubernetesLinuxManagement information systems MIS
Representative tasks
Communicating with People Outside the OrganizationGetting InformationSelling or Influencing OthersIdentifying Objects, Actions, and EventsWorking with ComputersEstimating the Quantifiable Characteristics of Products, Events, or InformationEstablishing and Maintaining Interpersonal RelationshipsCommunicating with Supervisors, Peers, or SubordinatesThinking CreativelyUpdating and Using Relevant KnowledgeMaking Decisions and Solving ProblemsOrganizing, Planning, and Prioritizing WorkEvaluating Information to Determine Compliance with StandardsAnalyzing Data or InformationProviding Consultation and Advice to OthersInterpreting the Meaning of Information for OthersProcessing InformationTraining and Teaching OthersDocumenting/Recording InformationDeveloping Objectives and StrategiesJudging the Qualities of Objects, Services, or PeopleResolving Conflicts and Negotiating with OthersPerforming Administrative ActivitiesScheduling Work and ActivitiesPerforming for or Working Directly with the PublicCoaching and Developing OthersCoordinating the Work and Activities of OthersGuiding, Directing, and Motivating SubordinatesDeveloping and Building TeamsMonitoring Processes, Materials, or SurroundingsDrafting, Laying Out, and Specifying Technical Devices, Parts, and EquipmentAssisting and Caring for OthersRepairing and Maintaining Electronic EquipmentMonitoring and Controlling ResourcesOperating Vehicles, Mechanized Devices, or EquipmentInspecting Equipment, Structures, or MaterialsControlling Machines and ProcessesStaffing Organizational UnitsRepairing and Maintaining Mechanical EquipmentPerforming General Physical Activities
Competency framework
Skill expectations by proficiency level.
emerging
Customer requirements documentation — collect and organize under direct supervision to support proposal development for assigned accounts.Company product catalogs and samples — present basic features and pricing to prospective buyers at commercial or industrial establishments with guidance from senior engineers.Sales support materials — assist in preparing standardized responses to requests for proposal under the direction of an experienced sales engineer.Customer and engineer interactions — participate in structured meetings to record equipment needs and system requirement inputs for review by senior team members.Industry news and competitor information — monitor assigned sources and summarize emerging technology trends for internal briefings under supervision.ERP and database software — enter customer and contract data accurately into enterprise systems following established protocols on a daily basis.Product configuration options — review standard specifications and identify basic modifications needed to align offerings with documented customer needs.Sales contracts and service agreements — draft routine sections using approved templates under the review and approval of a senior sales engineer.Resale opportunities — identify and flag potential leads within existing accounts by analyzing purchase histories with guidance from the sales team.Active listening and note-taking — capture detailed customer feedback during client visits and relay findings accurately to the broader sales engineering team.
developing
Customer requirement proposals — develop and present tailored responses to moderately complex RFPs with reduced oversight in familiar industry segments.Sales team collaboration — coordinate regularly with account managers to align technical product positioning with customer goals across an assigned territory.Product configurations — modify standard system designs to meet specific customer specifications, validating feasibility with internal engineering resources.Prospective buyer visits — conduct independent site calls at commercial and industrial facilities to demonstrate product capabilities and negotiate preliminary pricing.Industry trend analysis — synthesize information on legacy, existing, and emerging technologies to inform sales strategy recommendations for a defined product line.Service and sales contracts — draft complete agreements for products and services, ensuring terms reflect negotiated scope and comply with company policy.Equipment needs assessment — confer with customer engineers to evaluate system requirements and propose appropriate technical solutions within standard parameters.Resale pipeline support — identify and actively develop resale opportunities within the assigned channel, tracking progress against quarterly sales plans.CAD and expert system software — apply engineering and configuration tools to produce accurate product layout documentation for customer deliverables.Competitive positioning — compare company offerings against competitor products using technical knowledge and customer feedback to strengthen sales arguments.
proficient
Complex RFP responses — lead the full development and delivery of industry-specific technical proposals autonomously, addressing non-standard customer requirements across multiple verticals.Customer and engineering consultation — independently assess advanced equipment needs and architect system configurations that meet unique operational and regulatory constraints.Contract negotiation — finalize sales and service agreements for high-value accounts by balancing technical, commercial, and legal considerations without supervisory review.Product configuration strategy — design and validate customized solutions for complex client environments, drawing on deep knowledge of the full product portfolio.Technology intelligence — synthesize broad market intelligence on emerging technologies, competitor roadmaps, and industry trends to shape proactive account strategies.Cross-functional sales support — serve as the primary technical resource for the sales team on high-priority pursuits, guiding solution design from qualification through close.Resale opportunity leadership — identify, structure, and drive resale channels to meet or exceed annual revenue targets with full ownership of the opportunity pipeline.Systems analysis and evaluation — apply structured methods to assess customer infrastructure gaps and recommend integrated solutions that align with long-term business objectives.Executive-level presentations — deliver technically credible and persuasive proposals to C-suite and engineering decision-makers at major commercial or industrial accounts.ERP and advanced analytics tools — leverage enterprise platforms and database query software to generate insights that guide territory planning and forecasting decisions.
advanced
Sales engineering strategy — define the vision, methodology, and standards for technical sales practice across a product line, business unit, or regional organization.Organizational capability development — design training programs and mentoring structures that build proposal, negotiation, and systems analysis skills across the sales engineering team.Enterprise-level proposal leadership — oversee and govern the response to the most strategically critical RFPs, ensuring technical accuracy, competitive differentiation, and executive alignment.Go-to-market innovation — lead cross-functional initiatives to introduce new product configurations and industry-specific solutions that expand addressable market and revenue potential.Senior customer relationship stewardship — cultivate executive-level partnerships with key accounts and prospects, positioning the organization as a trusted long-term technology advisor.Competitive and technology roadmap influence — translate deep intelligence on emerging technologies and competitor trajectories into product development and market positioning recommendations at the leadership level.Contract and commercial policy governance — establish standards and approval frameworks for high-complexity sales and service contracts, managing risk at an organizational scale.Channel and resale ecosystem leadership — architect and manage partner and resale strategies that systematically expand market reach and contribute to enterprise sales plan attainment.Systems evaluation at scale — direct cross-organizational assessments of customer infrastructure and technology fit, producing strategic recommendations that influence multi-year account plans.Sales engineering performance accountability — set key performance indicators, analyze pipeline and win-rate data using ERP and analytics platforms, and drive continuous improvement across the function.
Also known as
36 alternate job titles map to this occupation.
Aeronautical Products Sales EngineerAerospace Products Sales EngineerAgricultural Equipment Sales EngineerBusiness Development EngineerCeramic Products Sales EngineerChannel Sales Engineer (CSE)Chemical Equipment Sales EngineerCustomer EngineerElectrical Products Sales EngineerElectronics Products and Systems Sales EngineerEnterprise Sales EngineerField Marketing RepresentativeField Sales EngineerField Service RepresentativeHVAC Commercial Salesperson (Heating, Ventilation, and Air Conditioning Commercial Salesperson)Inside Sales EngineerInside Sales RepresentativeMarine Equipment Sales EngineerMechanical Equipment Sales EngineerMining and Oil Well Equipment and Services Sales EngineerMissile Navigation Systems Sales EngineerNuclear Equipment Sales EngineerOutside Sales EngineerOutside Sales RepresentativePre-Sales EngineerPre-Sales Solutions EngineerProduct Sales EngineerProduct Support EngineerProduct Support SpecialistRegional Sales EngineerSales Applications EngineerSales EngineerSales Engineering ManagerSales SpecialistTechnical Marketing EngineerTechnical Sales Engineer