Decomposing the role of a Sales Engineer


#1

Hey,

My name is Fernando. I’m now an industry analyst covering cybersecurity and plan to use Wardley maps there, but before that I was a Sales Engineer. When creating a presentation about career choices (available here - https://www.youtube.com/watch?v=yM2xCjrQSY4) I created the following map to help me describe my role.

It was used as an example of a map, and it aims to show how different skills and knowledge contribute to a sales engineer. Not meant to be comprehensive, was my first attempt.

It shows that:

  • product knowledge is rarer than competitor or industry knowledge
  • organization skills are needed but more commoditized than others
  • sales support is primarily value, but there’s others as well.

It was nice to realize how organization skills can contribute to other areas.

I would love to get feedback on the map and, if you want, on the presentation as well (I structured a lot of it around Simon’s ideas).

Best regards,
Fernando
PS: I still need to finish the course! Was one of the first to purchase it but stopped halfway through. Must pick it up again!


#2

Fernando,

thank you very much for this.

I’d have a rather personal question - from your map, it appears that social skills are in the product space. Mine are terrible and I would like to close that gap - what resources would you recommend?

I also like very much the realization that technical knowledge is the barrier to entry, at least I’d read your map in that way. There is a good reason for that - if you specialize in that, you close your future employment possibilities, and therefore you should not do that unless you are 100% it is your right growth track.

Best regards,
Chris


#3

I’d suggest a more inclusive approach would be to consider competencies across all soft skills rather than focus only on aspects of social skills.