Sales engineer : job description

A sales engineer serves as the bridge between a company and its clients, ensuring the successful commercialization of technical solutions. As a negotiator, they must master their product or service while developing a deep understanding of customer needs. This profession includes several profiles:

• Inside Sales Representative
• Field Sales Representative
• Key Account Manager, handling strategic clients for the company

Client relationships are typically long-term, especially in business development, where customer retention is essential. The role requires significant mobility, particularly in the industrial and automotive sectors. Field sales representatives may spend up to 70% of their time on the road, covering a designated geographic area.

The workload is intense and varies greatly, requiring excellent organizational skills and adaptability. Business travel, both domestically and internationally, is a routine part of the job. English proficiency is now essential, particularly for negotiations with international clients.

The digital transformation of businesses has significantly evolved this role. Sales engineers must master digital tools, understand cybersecurity challenges, and adapt their commercial strategies to new consumption trends. Business management knowledge is foundational, complemented by strong technological expertise. The demand for this profile continues to grow, particularly in high-tech and digital sectors.

The daily tasks of a sales engineer revolve around several strategic B2B responsibilities:

• Prospecting and identifying new clients
• Analyzing client needs and proposing tailored solutions
• Negotiating and closing commercial contracts

For client follow-up, they regularly conduct presentations, attend trade shows, and stay informed about market trends. Managing complex requests for proposals (RFPs) requires specialized expertise, especially in pricing strategy and drafting technical proposals.

Market analysis and identifying new opportunities take up a significant part of their work. Effective communication is crucial, as they must coordinate between technical and sales teams. Managing contract legal aspects and reporting to senior management are also part of their daily responsibilities. Their involvement in shaping business growth strategies is key to a company's success.

To excel in this occupation, a sales engineer must combine technical expertise with strong customer relationship skills to effectively sell business solutions. A deep understanding of customer needs is essential, as is the ability to adapt to diverse clients across industries such as product development, equipment sales, and application development.

This technical sales engineer role requires a dual skill set: comprehensive knowledge of the product or service being sold, coupled with strong sales and marketing abilities, including negotiation, project management, and financial analysis. Additionally, the ability to assess prospective customers' requirements and create tailored commercial proposals is key to success.

• Active listening to understand customer questions and needs
• Commercial empathy to build trust and rapport
• Persuasion and negotiation skills to secure deals
• Resilience in handling objections and navigating the sales process

Proficiency in CRM software, digital sales technologies, and data-driven sales strategies is now a fundamental requirement. With projected employment growth in the United States, competitive wage data, and increasing demand for technical support in B2B sales, this profession offers strong career advancement opportunities.

A Sales Engineer plays a crucial role in bridging the gap between technical solutions and customer needs, making this occupation ideal for those who enjoy problem-solving and communication. A common educational path includes a Master’s degree (Bac+5) in business, engineering, or a combination of both. The Master in Management – Grande Ecole at emlyon business school is a top-tier choice, providing students with the opportunity to develop expertise in sales engineering, business-to-business solutions, and customer service.

At emlyon, students benefit from multi-disciplinary training in management and business, enriched by specializations in sales engineering. The Mastère Spécialisé in Strategy & International Business Development and the MSc in Global Sales Excellence are effective additions to a first technical degree. The school places particular emphasis on work-study programs, which enable students to gain significant practical experience.

International exposure is a major advantage, with study abroad programs and internships offering a global perspective. The school’s strong industry ties and active alumni network serve as valuable resources for career growth. Whether you aim to meet customer needs, respond to requests for proposals, or arrange deliveries for technologically advanced solutions, emlyon business school provides the education, training, and industry connections to succeed as a Sales Engineer.

A sales engineer’s salary depends on various factors, including experience, industry, and company size. Entry-level sales engineers typically earn a median annual salary between €35,000 and €45,000 per year. According to INSEE data, experienced professionals can see their pay rise to between €60,000 and €80,000 gross annually.

The compensation structure generally includes:

• A fixed salary (about 70% of total earnings)
• A performance-based variable component, often tied to sales commissions and customer satisfaction
• Additional benefits, such as a company car, business communication tools, and a premium health insurance plan
• Bonuses and profit-sharing plans, depending on the company’s occupational employment and wage policies

Sales engineers typically work in business-to-business (B2B) environments, requiring both technical expertise and strong communication skills to answer specific customer needs. Their job requires an ability to develop solutions, modify proposals, and arrange delivery of products and services. According to the Bureau of Labor Statistics and the Occupational Outlook Handbook, the job outlook for sales engineers remains strong, with projected growth driven by demand for advanced technological solutions.

Industries with high demand for sales engineers include:

• Digital & new technologies
• Industry 4.0 & automation
• Renewable energy
• Consulting & business services
• Industrial equipment & healthcare sectors

Career advancement paths include roles such as:

• Sales team or sector manager
• International business developer
• Sales director
• Sales team manager
• International business development expert

The sales engineer profession presents outstanding career opportunities for professionals who excel in both technical expertise and business acumen. With strong employment projections and a growing demand in cutting-edge industries, this occupation offers competitive wages, job stability, and the potential for advancement into management or specialized technical roles.

To succeed, professionals must master customer relationship management, problem-solving, and proposal development while staying ahead of technological advancements. emlyon’s Master in Management – Grande École equips aspiring sales engineers with the analytical, strategic, and interpersonal skills required to thrive in this evolving field.

As global markets expand and digital transformation reshapes industries, the need for skilled sales engineers remains stronger than ever. Whether targeting entry-level positions or advancing to leadership roles, this career path continues to be a highly rewarding choice for those eager to bridge technical innovation and business success.