How to Become a Technical Sales Engineer

The essence of a business is to generate profits so the company can thrive and grow for the benefit of the stakeholders. Being able to sell a company’s products or services successfully is the key to making money. Selling a range of technical products for which a certain level of expertise is needed takes an effective technical sales engineer to do the job. Those in technical sales engineering positions may be responsible for selling products like telecommunications devices, business management software, energy products, HVAC systems, and manufacturing equipment.

As leading sales engineer recruiters, we have put together this guide on how to become a technical sales engineer for individuals interested in the job and companies looking to hire qualified candidates.

What is a Technical Sales Engineer?

Technical sales engineers sell technical products in various sectors where they can be used. They explain all the technical aspects of a product and provide support to customers including post-sales. Leveraging technical knowledge along with sales skills, technical sales engineers obtain feedback from clients to improve existing products and liaise with the production team to recommend product improvements.

Technical sales engineers are keys to a business. They bridge the gap between a business organization’s technical and business sides, helping to drive sales and ensure customer success. They must have a strong foundation in the technical aspects of the product or services they sell, including the underlying technology, and be updated with industry trends and innovations. Technical sales engineers can use their skills, knowledge, and expertise to offer and build solutions that win business, and also leaves the customer with the best customized solution they desire.

What Does a Technical Sales Engineer Do?

If you ask yourself how to become a technical sales engineer, it is good to learn first the responsibilities and key tasks involved in the position. It is important to note that technical sales engineers differ from technical sales representatives.

Below is a list of the common duties and responsibilities of a technical sales engineer:

• Learn and master technical product specifications, keeping up-to-date with new company products, and abreast of industry trends.
• Conduct market research and getting feedback from clients to improve existing products.
• Document information and liaise with the production team regarding issues, potential problems, and effective solutions.
• Attend lectures, seminars, conferences, and workshops to improve one’s skills and knowledge. This could include sales training for engineers and training for sales process engineering.
• Develop and discuss technical presentation materials for product demonstrations and customer support.
• Update orders and sales and work out the best contract terms for both the organization and the client through negotiations.
• Understand customers’ needs and recommend ideal products that address customers’ concerns

Essential skills and competencies are required for the technical sales engineer to be successful in his or her field. Among them include in-depth knowledge of technical products, excellent customer support, great active listening skills, skills in communication and strategies, confidence, and patience. Just as important are the professional being a self-starter, research skills, networking abilities, and keenness for opportunities.

Benefits of Being a Technical Sales Engineer

Companies that have decided to hire technical sales engineers have been seeing immediate benefits and ROI such as in the following scenarios:

1. Expectations for clients have been clearly set

More concrete specifications and requirements rather than abstract wish lists have become the standard basis for developing the product.

2. There is quick access to someone with in-depth product knowledge for sales reps

The organization now has a dedicated resource who can quickly answer questions to help their prospects.

3. Product training for the sales team is significantly improved

Product training is much more effective when the trainer has both knowledge of the product and an understanding of the sales process engineering as well, having undergone sales training for engineers himself.

4. There is a smooth transition to customer success

Your sales engineer, with his precise technical knowledge, can explain the process and put a plan for success in place before a contract is even signed.

A sales engineer position can also be a rewarding opportunity for individuals interested in technical areas such as information technology, computer science, automotive, biomedical, and manufacturing. There are several benefits of working as a sales engineer, including:

5. It encourages you to solve problems and deal with concerns

If you have an aptitude for solving problems, a career as a technical sales engineer can be very fulfilling. In this role, you will have the opportunity to help clients purchase technology products and solutions that best fit their needs.

6. It is easy to understand and leverage new technology

Your job will give you the chance to learn about new forms of technology as mass acceptance allows their use. You may also share your knowledge and enthusiasm for technological innovations with your clients and colleagues.

7. It gives you the opportunity to work with people

If you have strong interpersonal skills and enjoy working closely with others, a career in this role may be great for you.

8. It enables you to develop hard and soft skills

You can have ample opportunities to develop both hard and soft skills, like communication, organization, and computer abilities, which can allow you to advance your career and positively impact your earning potential.

Common Challenges of Being a Technical Sales Engineer

If, at this point, you are convinced to pursue plans on how to become a technical sales engineer, there are likewise challenges you have to overcome. Below are some of the common problems and challenges that technical sales engineers encounter in their jobs.

1. Balancing technical details and business benefits can be tough

The technical sales engineers need to align their presentation and discussions of granular aspects of the product to the prospect’s experience, vocabulary, and priorities so the materials being shared don’t go overboard.

2. There is too much grunt work for the sales representatives

Sales reps depend heavily on technical sales engineers for technical support in the field. This “grunt work” distracts them from core mission-critical, revenue-generating responsibilities.

3. It can be difficult to stay up-to-date

In today’s fast-paced landscape, it is harder than ever to keep abreast of the latest technology and trends. Technical sales engineers should always be informed and updated on product upgrades and improvements, industry developments, and competitive analysis.

4. Engaging prospects can be challenging

A prepackaged, carefully scripted demo in a limited and controlled environment usually provides only a limited experience for the prospect. A virtual environment that allows a hands-on practice to allow a prospect to try the product first-hand should be made available.

Education and Qualifications Requirements of a Technical Sales Engineer

A bachelor’s degree in a relevant engineering discipline that generally requires 4 years of study is the basic academic qualification for a technical sales engineer. A minimum of 2 years of sales or marketing experience may be needed in the absence of an engineering diploma. Some companies may consider relevant diplomas such as in business and science or work experience in a technical field.

Other qualification requirements include:

• Technical knowledge and a comprehensive understanding of how the company products function.
• Exceptional interpersonal and communication skills.
• The ability to identify opportunities and follow up on leads.
• Remarkable skills in selling products and closing deals.
• Knowledge of sales promotion techniques.
• Outstanding presentation skills and a professional appearance.
• Willingness to travel extensively.

How to Become a Technical Sales Engineer: Gaining Technical Expertise

Technical sales engineers must have a much better understanding of the company’s products and processes than their counterpart sales representatives can. They should be able to explain all the technical aspects of a product simply. They should also be capable of guiding their most optimum use and post-sales support. Upon meeting with clients and understanding their needs, technical sales engineers can suggest solutions and make product improvement recommendations to their production engineers.

To become a successful technical engineer, you can gain technical experience through many opportunities.

1. Enroll in a post-secondary engineering program

Not all engineers complete post-secondary education. A bachelor’s degree in another field that may be related to engineering can also help you identify and solve problems, design experiments, and apply mathematical principles.

2. Apply to internships and apprenticeships

Internships are available through your university if you’re currently attending college. Companies may also offer internship opportunities for candidates, such as this internship opportunity advertised by Cisco. As you get the opportunity to work alongside engineering professionals, internships can help you understand what engineers do daily.

3. Attend exhibitions

Trade exhibits allow businesses to showcase their products, disperse knowledge and talk about industry trends in a tailored environment. They are a good place to know about innovative products and technology in person directly from the manufacturers.

4. Find mentors

Examples of mentors include college professors and program rectors. They can introduce you to company owners and expose you to shadowing opportunities if they’re currently working on personal projects.

5. Accept temporary jobs or freelancing work

With freelancing work and temporary, you can work for multiple clients within a short period. Since these clients may have different project requirements, you can have the opportunity to apply various skills and implement diverse solutions.

Digital learning marketplaces are one of the most convenient ways to acquire knowledge and learn skills. They offer online short courses, certifications, and even bachelor’s and master’s degrees. Two of the most successful digital platforms are Udemy and Coursera.

Udemy boasts more than 50 million students and 5,000 enterprise clients and offers short courses for students’ interests and certifications such as Cisco Systems and Microsoft software.

Coursera partners with over 200 leading university and industry partners to offer a broad catalog of content and credentials, including courses, specializations, certificates, and bachelor’s and master’s degrees. More than 7,000 organizations and companies have utilized Coursera to upskill and reskill their students and employees, including in high-demand fields such as data science, technology, and business.

How to Become a Technical Sales Engineer if You Have No Sales Experience

A technical sales engineer shouldn’t only possess the advanced technical knowledge to facilitate a deal that is beneficial for both the customer and their company but should also know the ins and outs of the sales process. The best value a technical sales engineer can bring to the table is the ability to translate offering into a business conversation at any level.

Engineers can qualify to become sales engineers if they are open to learning and developing their skills to be effective at sales. Sales training is important for salespeople but most especially for technical sales engineers. Here are some useful ways to help non-sales individuals successfully transition to becoming technical sales engineers:

1. Build and develop resilience

Salespeople who have undergone sales training are most likely to be tougher and more resilient in the face of adverse situations. They overcome obstacles more effectively. If you want to become a technical sales engineer, you have to develop the necessary attitude and skills to face tough situations and deal with problems calmly and intelligently.

2. Improve your leadership skills

Just like leadership, sales is about convincing people to take action. Therefore, you have to polish and boost your leadership skills, enhance your confidence, and improve your communication skills to help you become an effective technical sales engineer.

3. Aim to achieve customer satisfaction

An effective sale should ultimately create happy customers. Learn how to satisfy your customers by providing a positive customer experience and unparalleled support to their questions and concerns.

4. Develop a growth mindset

A career in sales is not always smooth and rewarding. There will be challenges and obstacles that you have to face. With a growth mindset, you are adopting a particular way of thinking that believes in the potential for personal growth and development. You embrace challenges and look at failures as learning opportunities to improve your craft.

5. Upskill

Technology and innovation continue to create huge changes in the way people and companies buy, which makes continued upskilling more important than ever. Aside from traditional selling, be ready to learn and master other skills, including negotiation, relationship building, presentation, online advertising, email communication, and even social media marketing skills.

6. Be familiar with market changes

All markets are dynamic by nature. Stay up to date and abreast of modern developments in sales and different industries. Knowing what’s happening around you can help you engage better with prospective customers better and learn what’s effective in closing deals.

Helpful Tips on How to Become a Technical Sales Engineer and Land Technical Sales Jobs

‌Many products today are incredibly complex and advanced knowledge of the product is required of the technical sales engineer. The professional sales engineer needs to know the product down to its technical aspects and to be at the forefront of selling them. Here are some pointers on how to become an effective technical sales engineer and land technical sales jobs in Chicago.

1. Develop your communication skills

You will need strong communication skills, both verbal and written, to relate well with clients and work smoothly with other members of sales and product teams. You should have excellent persuasion skills to confidently make sales presentations and convince clients to purchase the product or service.

Effective communication is the link between your knowledge and skills and closing a deal. Keep the following tips in mind to enhance your communication skills:

• Make sure you speak the same language. This doesn’t just pertain to the technical terms and jargon but also includes everything from tone of voice to the idioms in our speech patterns, which directly affects our understandability.
• Watch your body language. Be mindful of your body language as well as your clients. Be consistent that what you’re saying is what your body language shows.
• Know when to listen. In active listening, give your full attention to the other person and focus on what they are saying, withholding any judgment. This ensures that you understand them correctly and helps you easily remember what was said.
• Be as clear as possible. Be straightforward, honest, and informative, to be clear and easily understood. Ask simple questions and provide unambiguous answers at all times.

2. Research constantly

Research on a client, the market, and trends. It is one of the best ways to be prepared every step of the way.

3. Know how to open and close a conversation

The way you’ll start an interaction can make or break a deal while the way you’ll end it can either bring you more opportunities in the future or burn a bridge. Remember this when deciding how to talk to a prospect or a client. This might also help with your reputation in the market.

4. Learn to develop communication skills through different means

By reading books from different authors, fields, and genres, you can expose yourself to new ideas, insights, and information and also learn how to communicate effectively with different audiences, cultures, and contexts.

Workshops are dynamic, interactive training events, specifically geared toward improving communication and mitigating conflicts more efficiently.

5. Consider internships or entry-level sales to gain experience

Sales interns that form part of the sales team may assist the manager and senior staff by performing administrative and entry-level duties while they gain experience. Job shadowing is the process of having a new salesperson “shadow,” or listen in on, calls made by more experienced salespeople, where the shadowing salesperson doesn’t participate in the call but takes notes and learns.

6. Develop networks and build relationships

Networking allows you to connect with other people and businesses. It will help you to establish effective relationships with key contacts across various industries that you can call on if needed. The approach focuses on finding people with the ideal customer profile or those who can recommend your brand to potential customers.

7. Attend networking events and join online networking platforms

Attending networking events such as conferences or seminars, joining college alumni groups, or a private club or group within your sector are all common ways to network with other professionals in your field.

There are benefits to leveraging online platforms such as LinkedIn for professional networking. It is an invaluable tool for building connections in your industry and staying in touch with present and past colleagues. An effective platform for job searches and recruitment, LinkedIn is also a great way to stay up to date with industry news, enhance your professional reputation, and increase the visibility of your brand.

8. Find job opportunities as a technical sales engineer online

The job search process has never been easier and simpler than today. There are dozens of websites that offer hundreds of available positions as technical sales engineers in Chicago and throughout the United States. Some of them include Indeed, LinkedIn, and Sales Recruiters Chicago.

9. Build a compelling resume and cover letter

Here are some pointers to keep in mind when creating a resume and cover letter that will give you an edge in landing sales jobs in Chicago.

• Craft a resume that best showcases your skills, accomplishments, and experience.
• Using examples of your past successes on the job, link your experience, skills, and abilities to the competency requirements of the job you are applying for.
• Use numbers, dollars, or percentages to validate all relevant successes and contributions made to past employers wherever possible.
• Use customer testimonials, including the names of companies and strategic partners if large or well-known in your industry to give your resume instant credibility.
• On your resume or cover letter, tell what you know about the employer, its products and services, customers, industry, and competition. This will show the recruiter that you are particularly interested in their job and have done your homework.
• The cover letter must be persuasive, professional, concise, and interesting and should set you apart from other candidates.

10. Prepare well for the interview and create a good impression

It takes only 5 minutes in the interview for the hiring manager to determine your fitness for the position. Here are a few pointers to keep in mind and follow:

• Practice being interviewed.
• Dress conservatively.
• Arrive early. Retain your poise. Relax.
• Sit up straight. Have positive body language consistent with what you say.
• Give a firm handshake
• Make eye contact. Avoid fidgeting too much. Don’t play with something on the table.
• Don’t cross your arms over your chest. Smile.
• Anticipate possible questions and prepare good answers ahead of time.

Wrapping It Up

Continuous learning and upskilling are essential if you want to grow professionally, not only in sales but in your career in general. Thus, you must always find avenues for your professional development, such as industry conferences, webinars, or advanced certifications. There are a number of great opportunities for technical sales engineers, and if you wish to succeed in this position, you have to continue improving yourself and enhancing your craft so that you can easily find technical sales jobs in Chicago.

At Sales Recruiters Chicago, we bring companies and talents together. Whether you are an aspiring technical sales engineer starting to grow your career or a seasoned sales professional with years of experience, we can help you find the right opportunity that matches your goals and aspirations. Sign up and search for sales jobs in Chicago with the best track record among sales engineer recruiters in Chicago or submit your resume to our website and get notified if an employer receives your application.