What do you think sales and solutions engineers do daily? If your answer is “give demos”, you’re barely scratching the surface.
Sales and solutions engineers (SEs) are some of the most indispensable members of any sales team. They are the customer’s confidante, the salespeople’s go-to on all things product, and the product team’s liaison with sales. They craft custom strategies to meet client needs, ensuring the company's products fit perfectly with the customer’s goals.
In this blog, we explore a day in the life of SEs and discover what makes their role so critical to organizational success. We will also look at how prominent online communities help presales professionals deal with the stress of their day-to-day jobs.
Enabling internal collaboration for effective solutions
Team collaboration is fundamental in the daily responsibilities of a solutions engineer. Due to the diverse aspects of their role, solutions engineers depend significantly on teamwork to meet customer needs effectively and efficiently. Here are a few ways in which collaboration is applied in their day-to-day operations:
Technical deep dives: Solutions engineers work closely with developers, product managers, and other technical experts to understand the capabilities and limitations of the company's products or services.
Identifying the right value prop: Sessions with sales teams are equally important as that's where solutions engineers provide insights into the technical feasibility of proposed solutions and help craft a compelling presentation and/or demo to win over a customer.
Strategy alignment: With their unique blend of both technical knowledge and customer insights, solutions engineers play a critical role in influencing discussions around market trends, identifying new opportunities, potential innovations, and more.
Feedback loops: Continuous improvement is the hallmark of successful teams. Solutions engineers facilitate feedback loops between clients and internal teams, ensuring that customer feedback is incorporated into product development or service enhancements.
Tech tips: Several tools can help make collaborating internally easier for solutions engineers. If your solutions team doesn’t already have apps like Slack, Microsoft Teams, Asana, Trello, or Confluence, you should consider onboarding one of these tools immediately.
Navigating customer needs to drive success
A solutions engineer's interactions with customers are diverse and multifaceted, encompassing a wide range of tasks that require both technical expertise and excellent communication skills. Their daily customer interactions can be divided into three buckets:
Preparing for & conducting demos: Solutions engineers spend significant time preparing for product demonstrations, ensuring they are tailored to address the specific needs and challenges of each client. During demos, they highlight key features, demonstrate functionality, and showcase real-world applications.
Initial consultations: In the early stages of engagement, solutions engineers hold consultations to understand the customer's business objectives, pain points, and requirements. These discussions involve deep dives into the customer's current processes, technology stack, and future goals.
Understanding & responding to customer queries: Throughout the sales cycle, solutions engineers maintain regular contact with customers to answer questions, provide updates, and address concerns. This ongoing dialogue helps build trust and ensures that the proposed solutions remain relevant and adaptable to any evolving needs.
Tech tips: Tools like Cuvama, The ROI Shop, and Prezentor exist to help solutions engineers put together more value-focused and interactive demos and presentations for the customer. SiftHub’s AI platform can also help solutions engineers greatly by providing a unified hub of company knowledge, allowing them to respond to customer queries 10x faster.
Always evolving: How solutions engineers stay current
Solutions engineers must continuously stay updated with product training, industry trends, and professional development to remain effective in their roles. This ongoing learning ensures they can provide the most relevant and innovative solutions to customers while maintaining a competitive edge.
Training on new product updates
Solutions engineers participate in regular training sessions provided by their technical teams. These sessions may cover everything from new product features and updates to best practices. In addition to this, they get hands-on experience through labs, simulations and pilot projects where they help troubleshoot and optimize solutions before release.
Assessing industry trends
By reading industry publications, attending webinars, and following thought leaders, solution engineers stay informed about the latest technologies, methodologies, and market demands. They also attend industry conferences, trade shows, and networking events which allows them the opportunity to connect with peers, exchange ideas, and learn from the experiences of others.
Ensuring professional development
Certifications in specific technologies, project management, or business analysis equip solutions engineers with the skills needed to handle complex client requirements. Platforms like Coursera, LinkedIn Learning, and industry-specific training programs offer flexible learning opportunities to stay current.
Looking to communities for support
In an ideal world, a sales team has enough SEs to keep up with all the deals in the pipeline, but more often than not, salespeople outnumber solutions engineers. This means SEs are left playing catch up, overwhelmed by their workload.
With insufficient manpower and resources to manage the stress and workload internally, SEs turn to prominent online communities for camaraderie, advice, and technical know-how when needed. Below are some of the most popular presales and solutions engineering communities:
Presales Collective
This community aims to foster a sense of collaboration and growth for the presales industry and its practitioners. Through their in-person events and Slack community of over 15,000 professionals, PSC affords solutions engineers the opportunity to network with others in their space and learn from one another. You can learn more and register to be a part of the community here.
Sales Enablement Collective
The Sales Enablement Collective (SEC) is a global community that connects and empowers sales enablement specialists like SEs. SEC offers a wide range of membership options and mediums by which to interact with others in the community including a LinkedIn page, Slack community, newsletters, in-person and virtual events, and more. You can learn more and register to be a part of the community here.
Solutions engineers: The unsung heroes of Sales
A day in the life of a solutions engineer is demanding and often stressful. Balancing technical deep dives, customer consultations, and continuous learning requires dedication and adaptability. The role's complexity lies in bridging the gap between technical capabilities and business needs, ensuring feasible and compelling solutions.
Despite these challenges, solutions engineers profoundly impact the sales process and the organization. They craft tailored strategies and deliver convincing value propositions, playing a pivotal role in winning deals and fostering long-term client relationships. Their ability to simplify complex technical information builds confidence and trust which is essential for organizational success.
