Role of Sales Engineers in your sales process

Interested to see how Sales Engineers are used by different companies.


For us we bring them in usually after a successful demo or two when it reaches technical validation however I know there are other companies where the engineer more or less does the demo.


Others may not even have the role.


What's your company set up & why does it work (or not?)

When does the Sales Engineer come in for you?

Attached poll
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📣 Demos
😎 Sales Skills
🏢 Org Chart
11
CoorsKing
WR Officer
2
Retired King of the Coors Knights
I bring an SE to almost all of my calls. Our product is fairly technical, and I only get so many at bats with my prospects. Would hate for a technical audience to show up and not be able to answer all of their questions.

First calls are always discovery, but even the discovery gets so technical an SE is almost always needed. 

My SEs are great. Absolute savages. Probably could close the deals without me...
sales7
Politicker
0
Commercial Product Enablement
How sales savvy are they? I think a sales engineer with sales skills would be unstoppable!
Blackwargreymon
Politicker
1
MDR
Don't have one now but have in the past. I've had a lot of good/great ones over the years. 
Clashingsoulsspell
Politicker
1
ISR
I always bring them on during very technical demos and there is always one on standby. They help me the most when I’m on a zoom call with a prospect and they have a question I can’t answer.
JuicyKlay
Celebrated Contributor
0
AM
I always bring them on during very technical demos and there is always one on standby. They help me the most when I’m on a zoom call with a prospect and they have a question I can’t answer. I ping my SE on Zoom chat and 9/10 times get them to hop on the active call and answer the question. Beats following up later via email that’s for sure. 
sales7
Politicker
0
Commercial Product Enablement
What's the ratio of AE to SE that you have such a good time turn around?
CaneWolf
Politicker
0
Call me what you want, just sign the damn contract
Don't have one now but have in the past. I've had a lot of good/great ones over the years. How much I use them is directly correlated to how much I trust them. I'll even strategize with them on deals and what we both think is the best approach if they're at that level.
SADNES5
Politicker
0
down voters are marketing spies
@GeneralCorp needs to answer this. When/how often Rrrrraaaajjjjjjjj was bailing him out of all the deep tech questions. 
GeneralCorp
Notable Contributor
1
General of The War Room
Raj bailed me out pretty much every single demo ever. 
sales7
Politicker
0
Commercial Product Enablement
SE's are a gift 
MR.StretchISR
Politicker
0
ISR
I always bring them on during very technical demos and there is always one on standby. They help me the most when I’m on a zoom call with a prospect and they have a question I can’t answer. I ping my SE on Zoom chat and 9/10 times get them to hop on the active call and answer the question. Beats following up later via email that’s for sure.
CuriousFox
WR Officer
0
🦊
Where you been bb 👀🍿
Rook26
0
Lead Solutions Engineer
I am an SE. Where I'm at now, we're used as a resource for AE's to use when they get hit with a technical question or deployment/usage scenario they're unsure about, we do a technical training for evaluation and POC customers, provide white-glove technical support for those same customers and key accounts, handle special projects and integrations, security and tech questionnaires, trade show support and anything else that is needed. During the evaluation process we try to organically find additional stickiness in the deal, perhaps upsell or at least get them thinking about future expansions and with key accounts build partnerships. All that is maybe 75% of what we do.
Mr.Floaty
Politicker
0
BDR
If I cannot sit up long enough to be productive and/or cannot focus on the computer screen without wanting to throw up, I'll take a sick day.
Cyberjarre
Politicker
0
BDR
Not often, but I have no issue taking one. If I'm at the point where I'm in and out of the bathroom all day/I can't hold a convo without coughing/sneezing/my throat feeling like fire, OR I'm feeling mentally burnt out to the point where I have zero patience or interest in working, I'll take a sick day.
3

Selling to Engineers... Prospecting tips? Earning their trust? Fast sales cycles?

Question
11
8

Any other Sales Engineers here?

Question
11
9

Should I take a marketing role or a sales role?

Advice
12