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Sales Engineers

Sales Engineers

Overview
Job Zone Four: Considerable Preparation Needed
Experience

A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.

Education

Most of these occupations require a four-year bachelor's degree, but some do not.

Job Training

Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.

Examples

Many of these occupations involve coordinating, supervising, managing, or training others. Examples include real estate brokers, sales managers, database administrators, graphic designers, chemists, art directors, and cost estimators.

Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.

Salary Salary

Salary at 10th Percentile: $60K
Salary at 25th Percentile: $79K
Median Salary: $108K
Salary at 75th Percentile: $148K
Salary at 90th Percentile: $184K

Demand
Career Demand by State Career Demand by State Legend
Core Tasks

Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.

Plan and modify product configurations to meet customer needs.

Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, or computer systems.

Confer with customers and engineers to assess equipment needs and to determine system requirements.

Prepare and deliver technical presentations that explain products or services to customers and prospective customers.

Arrange for demonstrations or trial installations of equipment.

Create sales or service contracts for products or services.

Secure and renew orders and arrange delivery.

Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.

Research and identify potential customers for products or services.

Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.

Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.

Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.

Develop sales plans to introduce products in new markets.

Diagnose problems with installed equipment.

Provide information needed for the development of custom-made machinery.

Document account activities, generate reports, and keep records of business transactions with customers and suppliers.

Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.

Maintain sales forecasting reports.

Identify resale opportunities and support them to achieve sales plans.

Write technical documentation for products.

Attend company training seminars to become familiar with product lines.

Train team members in the customer applications of technologies.

Report to supervisors about prospective firms' credit ratings.

Attend trade shows and seminars to promote products or to learn about industry developments.

Technology Skills
Technology
Example
Hot Technology
Access software
Citrix
Administration software
Cisco Systems CiscoWorks
Business intelligence and data analysis software
MicroStrategy
Calendar and scheduling software
Scheduling software
Communications server software
IBM Domino
Computer aided design CAD software
Autodesk AutoCAD
Customer relationship management CRM software
Microsoft Dynamics
Data base management system software
Teradata Database
Data base reporting software
SAP BusinessObjects Crystal Reports
Data base user interface and query software
Microsoft SQL Server
Development environment software
C
Electronic mail software
Microsoft Exchange
Enterprise application integration software
Extensible markup language XML
Enterprise resource planning ERP software
Informatica Corporation PowerCenter
Enterprise system management software
Splunk Enterprise
Financial analysis software
Sales analysis software
Graphics or photo imaging software
Microsoft Visio
Internet browser software
Web browser software
Internet protocol IP multimedia subsystem software
Voice over internet protocol VoiP system software
Network monitoring software
Wireshark
Network security and virtual private network VPN equipment software
Virtual private networking VPN software
Network security or virtual private network VPN management software
Cisco Systems VPN Client
Object or component oriented development software
Python
Office suite software
Microsoft Office
Operating system software
Linux
Presentation software
Microsoft PowerPoint
Project management software
Microsoft Project
Spreadsheet software
Microsoft Excel
Transaction security and virus protection software
Symantec
Video conferencing software
Microsoft Office Live Meeting
Web platform development software
Apache Struts
Word processing software
Microsoft Word
Tools Used
Tool
Example
Computer Equipment and Accessories
Desktop computers
Top 10 Knowledge Required
Sales and Marketing
86%
Importance

Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Customer and Personal Service
82%
Importance

Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

Computers and Electronics
77%
Importance

Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.

Engineering and Technology
74%
Importance

Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.

English Language
74%
Importance

Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Mathematics
70%
Importance

Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

Mechanical
59%
Importance

Knowledge of machines and tools, including their designs, uses, repair, and maintenance.

Administration and Management
57%
Importance

Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Design
55%
Importance

Knowledge of design techniques, tools, and principles involved in production of precision technical plans, blueprints, drawings, and models.

Clerical
54%
Importance

Knowledge of administrative and clerical procedures and systems such as word processing, managing files and records, stenography and transcription, designing forms, and other office procedures and terminology.

Top 10 Skills
Persuasion
85%
Importance

Persuading others to change their minds or behavior.

Critical Thinking
80%
Importance

Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Reading Comprehension
80%
Importance

Understanding written sentences and paragraphs in work related documents.

Social Perceptiveness
80%
Importance

Being aware of others' reactions and understanding why they react as they do.

Speaking
80%
Importance

Talking to others to convey information effectively.

Active Listening
78%
Importance

Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Judgment and Decision Making
75%
Importance

Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Negotiation
75%
Importance

Bringing others together and trying to reconcile differences.

Writing
75%
Importance

Communicating effectively in writing as appropriate for the needs of the audience.

Active Learning
73%
Importance

Understanding the implications of new information for both current and future problem-solving and decision-making.

Top 10 Abilities
Oral Comprehension
83%
Importance

The ability to listen to and understand information and ideas presented through spoken words and sentences.

Oral Expression
83%
Importance

The ability to communicate information and ideas in speaking so others will understand.

Speech Recognition
80%
Importance

The ability to identify and understand the speech of another person.

Written Comprehension
80%
Importance

The ability to read and understand information and ideas presented in writing.

Deductive Reasoning
78%
Importance

The ability to apply general rules to specific problems to produce answers that make sense.

Inductive Reasoning
78%
Importance

The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

Speech Clarity
78%
Importance

The ability to speak clearly so others can understand you.

Fluency of Ideas
75%
Importance

The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).

Near Vision
75%
Importance

The ability to see details at close range (within a few feet of the observer).

Problem Sensitivity
75%
Importance

The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

Top 10 Work Activities
Communicating with Persons Outside Organization
95%
Importance

Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.

Selling or Influencing Others
95%
Importance

Convincing others to buy merchandise/goods or to otherwise change their minds or actions.

Interacting With Computers
93%
Importance

Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

Establishing and Maintaining Interpersonal Relationships
90%
Importance

Developing constructive and cooperative working relationships with others, and maintaining them over time.

Communicating with Supervisors, Peers, or Subordinates
87%
Importance

Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Making Decisions and Solving Problems
84%
Importance

Analyzing information and evaluating results to choose the best solution and solve problems.

Getting Information
81%
Importance

Observing, receiving, and otherwise obtaining information from all relevant sources.

Analyzing Data or Information
80%
Importance

Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

Organizing, Planning, and Prioritizing Work
80%
Importance

Developing specific goals and plans to prioritize, organize, and accomplish your work.

Thinking Creatively
80%
Importance

Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.

Detailed Work Activities

Share sales-related or market information with colleagues.

Sell products or services.

Implement design or process improvements.

Gather customer or product information to determine customer needs.

Discuss design or technical features of products or services with technical personnel.

Develop content for sales presentations or other materials.

Explain technical product or service information to customers.

Deliver promotional presentations to current or prospective customers.

Contact current or potential customers to promote products or services.

Prepare sales or other contracts.

Develop proposals for current or prospective customers.

Demonstrate products to consumers.

Identify potential customers.

Advise customers on the use of products or services.

Explain financial information to customers.

Recommend products or services to customers.

Develop marketing plans or strategies.

Troubleshoot equipment or systems operation problems.

Maintain records of sales or other business transactions.

Monitor market conditions or trends.

Prepare financial documents, reports, or budgets.

Arrange delivery of goods or services.

Prepare technical or operational reports.

Attend events to develop professional knowledge.

Train sales personnel.

Work Context
Telephone

How often do you have telephone conversations in this job?

Electronic Mail

How often do you use electronic mail in this job?

Deal With External Customers

How important is it to work with external customers or the public in this job?

Contact With Others

How much does this job require the worker to be in contact with others (face-to-face, by telephone, or otherwise) in order to perform it?

Face-to-Face Discussions

How often do you have to have face-to-face discussions with individuals or teams in this job?

Indoors, Environmentally Controlled

How often does this job require working indoors in environmentally controlled conditions?

Coordinate or Lead Others

How important is it to coordinate or lead others in accomplishing work activities in this job?

Responsibility for Outcomes and Results

How responsible is the worker for work outcomes and results of other workers?

Spend Time Using Your Hands to Handle, Control, or Feel Objects, Tools, or Controls

How much does this job require using your hands to handle, control, or feel objects, tools or controls?

Structured versus Unstructured Work

To what extent is this job structured for the worker, rather than allowing the worker to determine tasks, priorities, and goals?

Education
Interests
Enterprising
100%
Importance

Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.

Realistic
72%
Importance

Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.

Investigative
58%
Importance

Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.

Conventional
43%
Importance

Conventional occupations frequently involve following set procedures and routines. These occupations can include working with data and details more than with ideas. Usually there is a clear line of authority to follow.

Social
34%
Importance

Social occupations frequently involve working with, communicating with, and teaching people. These occupations often involve helping or providing service to others.

Artistic
29%
Importance

Artistic occupations frequently involve working with forms, designs and patterns. They often require self-expression and the work can be done without following a clear set of rules.

Top 10 Work Styles
Dependability
90%
Importance

Job requires being reliable, responsible, and dependable, and fulfilling obligations.

Cooperation
89%
Importance

Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.

Integrity
88%
Importance

Job requires being honest and ethical.

Analytical Thinking
86%
Importance

Job requires analyzing information and using logic to address work-related issues and problems.

Persistence
86%
Importance

Job requires persistence in the face of obstacles.

Attention to Detail
85%
Importance

Job requires being careful about detail and thorough in completing work tasks.

Initiative
85%
Importance

Job requires a willingness to take on responsibilities and challenges.

Self Control
85%
Importance

Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.

Stress Tolerance
83%
Importance

Job requires accepting criticism and dealing calmly and effectively with high stress situations.

Achievement/Effort
80%
Importance

Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.

Work Values
Achievement
81%
Importance

Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.

Relationships
77%
Importance

Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.

Working Conditions
77%
Importance

Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.

Independence
67%
Importance

Occupations that satisfy this work value allow employees to work on their own and make decisions. Corresponding needs are Creativity, Responsibility and Autonomy.

Recognition
67%
Importance

Occupations that satisfy this work value offer advancement, potential for leadership, and are often considered prestigious. Corresponding needs are Advancement, Authority, Recognition and Social Status.

Support
62%
Importance

Occupations that satisfy this work value offer supportive management that stands behind employees. Corresponding needs are Company Policies, Supervision: Human Relations and Supervision: Technical.