The Role of Sales Engineer in Technical Sales

Sales engineers play a critical role in the technical sales team. Our recent survey shows their are usually 2 sales engineers for every 5 sales people (1 to 2.5). If the company doesn't staff adequate SE resources, product management usually fills the gap. Read The Role of Sales Engineer in Technical Sales for more on this critical role.

Selling Air by Dan Herchenroether is a novel of sales engineers in technology, Selling Air follows two competitive sales teams and their travails of selling enterprise software. The "good team" under-commits and over-delivers; the "bad" sales guy makes promises that can't possibly be kept. And the customer assumes both vendors are made of the same cloth. Sales engineers and those who work with them will find this a terribly accurate portrayal of the state of vendors, sales people, and the sales engineers who make it all work. Highly recommended.

Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.

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