What Does a Technical Sales Engineer Do? Your 2024 Guide

As the sales industry has evolved to include more complex and technical products, the demand for professionals who can effectively communicate a product's value has also risen. Technical sales engineers are sales specialists who are responsible for selling products, typically in a business-to-business (B2B) sales environment. With industry-wide growth and higher-than-average salaries, this career is an excellent option for people who enjoy sales.

Discover more about this job and the skills you’ll need to decide if it’s the right direction for your career. 

Read more: How to Get into Tech Sales

What does a technical sales engineer do?

As a technical sales engineer, you create compelling, easy-to-understand sales presentations to make complex products accessible to potential clients. In this position, you'll work with different departments, such as engineering and design, to tailor a product or service to a customer’s needs. This role involves customer service, sales acumen, and technical expertise. Technical sales engineers also look for ways to improve the sales process and optimize the customer experience. 

Like other sales professionals, a technical sales engineer participates in the sales process. You'll execute everything from transitioning a potential lead to an actual sales prospect to ensuring that your objectives as a salesperson match the organization's goals and the specific customers to whom you are selling. Technical sales engineers also make presentations that help influence businesses to purchase a specific product.

Tasks and responsibilities

The specific tasks of a technical sales engineer vary based on the organization. However, your role typically involves a blend of customer interaction and technical expertise to drive sales and ensure client satisfaction. Some general responsibilities you might expect include:

• Create weekly performance reports.

• Research the latest technology trends and assist in developing new products.

• Develop relationships with clients.

• Provide client support concerning any issues or questions about the products.

• Help ensure client retention and satisfaction.

• Update internal teams with product status presentations. 

• Discover cross-selling opportunities while reviewing customers’ design needs.

• Acquire robust technical knowledge of all products and specifications.

• Provide sales engineering support on products and services as needed.

• Explain products and assess customers' new equipment, products, or services needs.

What tools do technical sales engineers use?

Technical sales engineers use various tools to help make their workday more efficient. These tools create presentations, track sales, and communicate with clients. Some examples of these tools include:

• Automation: Tools like Calendly, Hootsuite, or Zapier streamline tasks 

• Customer relationship management (CRM): Tools like Salesforce help maintain relationships

• Lead generation: Tools like OptinMonster or Apollo.io help identify potential customers

• Business analytics: Tools like Tableau and Splunk help you find data insights. 

• Collaboration: Tools like GitHub, Airtable, or Microsoft Teams help boost teamwork 

• Video conferencing: Tools like WebEx, Google Meet, or Zoom make it easy to hold meetings with participants located in-house and in remote locations

Salary and job outlook

Technical sales engineers have a positive job outlook, with the US Bureau of Labor Statistics (BLS) estimating a 5 percent industry-wide growth through 2032 [1]. The median technical sales engineer salary in the US is $116,950 [1]. Because of the sales nature of the role, salaries tend to be a combination of a base salary rate and additional pay like bonuses or commissions.

What skills do you need to become a technical sales engineer?

Technical sales engineers need a strong background in sales and technology to qualify for this role, and once hired, the company might pair you with a mentor to learn additional techniques. Explore different avenues to develop these skills before applying for this role.

Earn a degree.

Technical sales engineers typically need a bachelor’s degree, usually in engineering, for consideration in this role. Often, these professionals choose a specialization for their degree that aligns with the products and services they are looking to sell. For example, someone interested in pharmaceutical technical sales might choose to gain a chemical engineering degree. Another option you might consider is a business degree.

Consider certifications.

Certifications are also a good way to demonstrate technical or sales expertise and enhance your resume. Here are some certifications to consider and topics they cover:

• Certified Professional Sales Person (CPSP): This certification covers the basic principles of sales and influence. Its goal is to help learners gain more confidence, communicate with a personal approach, how to negotiate, and more.

• SMEI Certified Professional Salesperson (SCPS): This certification is designed for sales and account managers and those who want to transition into sales. Upon completion, you'll gain the necessary skills to become a successful sales professional.

• Project Management Professional (PMP): PMP is a globally recognized project management certification that tests a candidate's capability to manage processes, people, and business priorities.

Technical skills

As a technical sales engineer, you require diverse skills to excel in your role, including technical skills that can help you effectively understand and communicate your products' complex features and benefits. Your technical expertise is useful for accurately assessing customer needs, providing insightful solutions, and addressing technical questions or issues that may arise, thereby ensuring customer satisfaction and facilitating successful sales.

Some technical skills that are useful in a technical sales engineer role include:

• Sales skills

• Project management

• Research skills

• Engineering, computer, and other technical skills

• Data analysis

Workplace skills

Workplace skills are abilities associated with your personality and help you connect with others in a healthy fashion. Some workplace skills that are useful in a technical sales engineer role include:

• Interpersonal skills

• Communication skills

• Customer service

• Public speaking

• Teamwork

• Networking

Experience

Businesses tend to look for professionals with previous sales experience before hiring someone to work independently in a technical sales engineer role. Working as a sales representative is a good opportunity to learn about sales processes and gain hands-on experience. Some companies will train you once they hire you, allowing you to gain robust knowledge of their culture, customer base, and other business practices. Trainee positions, such as technical sales engineer intern while in school and consultant roles if you are tech savvy but need to learn sales, are excellent ways to develop the skills required.

Paths to becoming a technical sales engineer

Once you’ve gained the education and experience necessary to meet the expectations of a technical sales engineer role, you’ll want to apply for applicable positions in industries that interest you.

Companies that hire technical sales engineers

As a technical sales engineer, you might work in various settings for companies in diverse industries, ranging from technology to manufacturing and beyond. According to Glassdoor, the top companies hiring technical sales engineers include:

• IBM

• Dell Technologies

• AT&T

• Keyence

• Thermo Fisher Scientific

• Ecolab

• Texas Instruments

• Honeywell 

Industries where technical sales engineers work

Industries that hire technical sales engineers include:

• Information technology support services

• Telecommunications services

• Machinery manufacturing

• Biotech and pharmaceuticals

• Chemical manufacturing

• Electronics manufacturing

• Finance

• Construction

• Energy

Technical sales engineers vs. related roles

Technical sales engineers are different from other sales and related roles. This job requires you to provide specific presentations and explanations concerning complex technical products rather than taking on more general sales duties such as identifying potential clients. Rather than focus on the business side of a sale, you'll focus more on the technical side as a technical sales engineer. While both roles require strong communication skills, technical sales engineers must possess the ability to simplify complicated tech language, while general sales reps must have strong negotiation skills. 

Get started

Becoming a technical sales engineer may be for you if you are passionate about people and tech. It combines the best of both worlds so that you can help a company sell its more complicated tech products. 

Sharpen your skill set and develop the fundamental knowledge needed for success as a technical sales engineer with courses offered on Coursera. Options like the University of Maryland’s Fundamentals of Technology Sales or HubSpot Academy’s Sales Training: Building Your Sales Career are a great place to start.