DiceTV: How To Transition into Sales Support

The Script

If you’re passionate about technology, fairly outgoing and bored with life in a cubicle, why not follow the money and parlay your skills into a lucrative career in sales support.

I’m Cat Miller and this is DiceTV.

While salespeople may open doors, sales engineers are the technical geniuses that close them — and they’re paid handsomely for their efforts.

They’re team players who get along with others, work well under pressure and like to compete by engaging their creativity and technical knowledge.

Sales engineers are technical consultants who fill the gap between the product and the customer. They act as the customer’s agent by interpreting their needs and communicating them to the engineering staff. A sales support role is fast-paced and diverse. One minute you’re demonstrating products, the next you’re writing white papers or altering existing technology to meet a customer’s needs. They’re also responsible for evaluating competitors’ products and preparing analyses for executives and the engineering staff.

A sales engineer is often introduced during the early stages of the cycle so they can build a relationship with the prospect and gather the requirements. But they may also be called upon to provide post-sales support or develop pricing for the proposal.

As you can imagine, a sales engineer is on the road nearly 50 percent of the time and they often work trade shows or make presentations at technical seminars or conferences.

Top performers earn over $100,000 a year and they enjoy great job security because they generate revenue. In fact, there are currently 5,000 postings for support positions on Dice.

Read blogs, books and specialized websites to understand the role and its challenges. Then, take a personality assessment to see if you match the profile of others who’ve succeeded in this position. Finally, volunteer to work trade shows or travel with the sales staff for a day to see if you like interacting with customers.

I’m Cat Miller and this has been DiceTV. We now return you to your regular desktop.

Comments

  1. BY Cynthia says:

    Good advice for those wondering if they would be a good fit for this type of role. Due to the amount of travel, however, if I weren’t a parent, I would consider this line of work.

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