Understanding PreSales Engineering

As part of our ongoing look into the specifics of working in sales engineering this article explores the work of the pre sales engineer and breaks it down a little to look at the various specialists within. 

What is PreSales? 

For anyone not working in the sales sector, it might be logical to assume that the ‘Pre’ part refers to everything that’s happened before the sales process has begun. Marketing activities, or lead generation for example - perhaps even up to the point where the team has identified someone as a qualified lead. 

‍But PreSales defines the activities that a business undertakes prior to the customer being approached. It’s the technical preparation needed to ensure the team has all the answers they may need, depending on the questions a potential customer may have. 

What is a PreSales Engineer?  

PreSales engineers fulfill a client facing function, so need a mix of technical understanding and communication skills. A PreSales engineer delivers solutions, helping customers and clients to understand the value of the services and/or products the business offers from both a technical and business benefit standpoint. They offer understanding and insight into the products and features on offer, and need to be able to communicate the design behind them. As well as knowing what their business produces, they also have an understanding of how it’s superior to competing products and a knowledge of the wider marketplace. 

Duties would include: 

• The planning and delivery of product demonstrations to potential customers 
• Presentation and organization of proof of concepts (POCs) and workshops to drill into the technical detail 
• Working with the wider sales team to spot the opportunities in the market and give them the tech support and advice they need 
• Liaising with the dev teams and product managers so they understand your customer’s needs 
• Training the sales teams so they understand competitor developments and new product features   

PreSales Roles  

Beneath the umbrella term presales, you’ll find several specialisms which focus on the differing roles within the sales sphere: 

Sales Engineer 

The terms presales engineer and sales engineer are often used interchangeably, but they differ in scope. Generally, you’ll find sales engineers focusing more on the sales aspect of the business. Their deeper understanding will be sufficient to communicate ether benefits to clients, while a presales engineer will possess a deeper technical knowledge. Job titles vary by company however, so it's important to review the specifics of the job and ask questions! 

Solutions Engineer 

It’s the solutions engineer’s responsibility to understand and assess customer needs, then collaborate with network engineers, support staff, and operations teams to improve the overall customer experience. They consider factors like safety and design, and ensure projects take a balanced approach. They also research and explore new tech, usually working in larger organizations, starting as technical engineers before becoming solutions engineers. 

Sales Consultants 

Sales consultant, or also known as solution consultants create strategies to advertise and sell the goods or services of their employer, acting as a mediator between businesses and clients to meet customer needs. Problem solving is a big part of it, developing sales protocols and procedures to boost conversions and enhance sales interactions. They’ll also be tasked with training sales associates in best practices and using emerging tech to improve sales. By building relationships with vendors and suppliers, they increase product knowledge among the team. They’ll also be tasked with managing junior staff, overseeing hires, setting up appointments and collaborating with the marketing department.  

Sales Jobs at Hilti 

If you’re exploring presales engineer jobs, or work as a sales or solutions engineer, as a sales consultant or as an account manager, we have a range of opportunities available. These are roles that require dedication, flexibility, and a genuine interest in building relationships, but the rewards are clear. You can build a fulfilling career where every day brings new challenges and opportunities to grow, both professionally and personally. 

Visit our jobs page where you’ll find our current open jobs.