Best Practice Report

Competency Map: Sales Engineer

February 27th, 2024
With contributors:
Peter Ostrow , Steve Silver , Jennifer Bullock , Justin Ferguson , Kate Pierpont


In B2B sales, the sales engineer is the expert with technical mastery of the portfolio of offerings who can make or break key buying decisions. The engineer possesses a deep understanding of an offering’s technical underpinnings and can discuss them with a buyer while working with sales to progress deals. This report outlines the basic, intermediate, and advanced competencies expected of the sales engineer role across two core disciplines that allow engineers to contribute significantly to an organization’s overall success.

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