How much do you need a Sales Engineer?

Here's a spicy one for a Monday that got a lot of heat on Overheard Sales Instagram. In your mind, how important is a Sales Engineer? Yes it depends on product, and deal cycle, etc. etc. but as one myself (yeah, I know) I find some AE's love em and some don't see the value. Lets discuss!

👑 Sales Strategy
📣 Demos
🤓 Sales Tech
15
Accidental_Sales_Guy
Politicker
6
Account Executive
My SE is a better coach than my manager. He actually sees me on the field day in and out, and offers tactical advice I can implement immediately. I am a far better seller today because of great SE allies.
softwarebro
Politicker
4
Sales Director
Most SE have a depth of knowledge that the typical AE doesn't have - regardless of tenure. Why try and know it all when you have a teammate that can speak the technical lingo and own it. 
AssistantToTheRegional
Politicker
2
Enterprise Account Executive
This is the right answer.
overheard_sales
Politicker
1
CEO - Overheard_Sales
We all on the same team! 
CoorsKing
WR Officer
4
Retired King of the Coors Knights
Our product is more on the technical side, and since I sell to some of the top Fortune companies, I find it is better to bring an SE than to have to punt on questions I don't know. We only get so many at bats, would rather always bring an SE and have a good showing. 

Plus, both of my SEs are absolute animals, I would say they honestly they carry some of the cycles. 
overheard_sales
Politicker
1
CEO - Overheard_Sales
A strong SE for that is key

CoorsKing
WR Officer
2
Retired King of the Coors Knights
Plus, it does two things right off the bat:
1) allows my SE to quickly determine if we are even a technical fit, so we can QO early if not
2) allows my SE to immediately start formulating the "future state" solution we ultimately present. 
overheard_sales
Politicker
2
CEO - Overheard_Sales
Plus they can play the "non-sales" role. I've gotten a lot of good info from people that they don't want to share with the "sales guy" but they'll share with me
fuzzy
Notable Contributor
3
CMO (Chief Meme Officer)
I love(d) my sales engineers. Sorry, I may be a geek and nerd, but I'm not enough to know the difference between React and Swift code UI changes
beerisforclosers
Politicker
2
Account Manager
My SE is top 5 of my favorite people; I truly could not go into battle every day without him! He's vital when it comes to the technical meetings with customer engineers, and together we can divide and conquer to get more engagement across the customer at every level.
overheard_sales
Politicker
0
CEO - Overheard_Sales
Love hearing that!
ChunkyButters
Tycoon
2
AE
Like you said, highly dependent on the product and sales cycle.

I love my SE. I don't have to worry about technical shit, learning the demo environment, new product changes, etc. I drive the sale and keep things rolling, SE drives the technical conversations.
overheard_sales
Politicker
0
CEO - Overheard_Sales
You handle the money, SE handles the tech. Smooth sailing 
ChunkyButters
Tycoon
1
AE
Then we both get paid and everyone wins.
Skip_Miller
Executive
0
Solutions Engineer
Except that the AE gets 90% more commission, but at least us SE's can sleep at night.
NorthernSalesGuru
Politicker
2
Manager, Outbound Sales
My experience with SEs has been awesome. 

Probability of closing the deal has historically sky rocketed. 

That said, you gotta have a solid SE
1nbatopshotfan
Politicker
1
Sales
Huge fan of the engineer. But I have a good relationship with our team. I could see how it would be awful if the relationship sucked. 
overheard_sales
Politicker
0
CEO - Overheard_Sales
It's a balance for sure. At the end of the day we all get paid when deals close, so that relationship is key
trainer
Opinionated
1
Sales Trainer
Totally depends on the relationship, and having a great sales engineer who know's 'sales' is in their title. I think not having sales engineers slows the Onboarding & RAMP time and leads to less deals sold / less modules / slower deals.
overheard_sales
Politicker
1
CEO - Overheard_Sales
I always tell my team you're a SALES engineer and sales comes first for a reason
CaneWolf
Politicker
1
Call me what you want, just sign the damn contract
I've been fortunate in my career to work with mostly not just good, but amazing SEs. If you have good ones, they're invaluable and can help you close some of the toughest deals. But if you have a bad one, hoo boy, watch out because your deal is in jeopardy.
AssistantToTheRegional
Politicker
1
Enterprise Account Executive
My product cannot be sold w/o an SE. They are the real MVPs.
overheard_sales
Politicker
1
CEO - Overheard_Sales
Bless Up
rekled
Opinionated
1
Strategic Account Executive
A good SE enables me to "read" the room and focus on the different personalities during demos. I'm also able to take solid notes to further develop use cases and present them to the prospect following the demo. 
overheard_sales
Politicker
0
CEO - Overheard_Sales
Agreed. If you're selling anything worth a lot of money, its gotta be a team sell
hellodarknessmyoldfriend
Good Citizen
1
Solution Engineer
Solution engineer here and this is more of a PSA. We cringe every time we hear AEs address us as "my SE". It sounds as if we work for you rather than with


It's a partnership! The best AEs I've been aligned with always introduce me as "their partner" or "their colleague". Makes our relationship a hell of a lot better too. 
Blackwargreymon
Politicker
1
MDR
Our product is more on the technical side, and since I sell to some of the top Fortune companies, I find it is better to bring an SE than to have to punt on questions I don't know. We only get so many at bats, would rather always bring an SE and have a good showing. 
Clashingsoulsspell
Politicker
1
ISR
Our product is more on the technical side, and since I sell to some of the top Fortune companies, I find it is better to bring an SE than to have to punt on questions I don't know.
beermoney
Politicker
0
Business Development
to directly answer your question: a hell of a lot  

my last Teams message to my SE is "MVP, a *name* appreciation day is in order" 

My product is highly technical and I know enough to be dangerous but he is absolutely invaluable 
BorntoSell
Contributor
0
Global Business Development Manager
Just like a human body needs oxygen, a company needs Sales team. 

You always gotta love them :)
Chep
WR Officer
0
Bitcoin Adoption Specialist
Depends on your product
Commodore
Good Citizen
0
VP of Sales
Barely, and only when it get really technical. 
JuicyKlay
Celebrated Contributor
0
AM
It depends. If my solution is overly complex and I don’t understand all the ins and outs and integrations then I need one. If I understand just about everything then I’m good. 
MR.StretchISR
Politicker
0
ISR
Our product is more on the technical side, and since I sell to some of the top Fortune companies, I find it is better to bring an SE than to have to punt on questions I don't know. We only get so many at bats, would rather always bring an SE and have a good showing.
Mr.Floaty
Politicker
0
BDR
I’m worried about this too. Has the pandemic fundamentally shifted the way we go about doing our jobs in sales?
Cyberjarre
Politicker
0
BDR
I think Canada is still a little ways away from having in-person meetings be the norm.
39
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