Comment by codezero
21 days ago
I really loathe that sales engineers stole the term Solutions Engineer which was previously used to basically mean support/services engineer (technical generalist), a mostly post-sales role. It's pedantic, but I watched it happen in real time, my company's HR even asked if we could change our team titles to help out the sales team since they wanted the more appealing title to use.
The reason it annoys me so much is that it makes it harder to find post-sales technical generalists as the top of the funnel ends up filled with pre-sales people.
Congrats to OP for finding something they like though!
In my experience, it just entirely depends on the company. Different companies will use the same title and they can have wildly different mixtures of pre vs post sales involvement. My career has all been customer/client facing technical roles. Titles range from:
- support engineer
- solutions engineer
- sales engineer
- applied engineer
- forward deployed engineer
- solutions / sales architect
- field engineer
And that's leaving out titles that avoid calling someone an engineer who is still entirely technical, has to code, has to deploy, etc. but deals with clients.
I will say though that roles that want pre-sales focused engineers typically are pretty picky about people who have the sales-facing experience. So it shouldn't be too hard to avoid those roles if you're wanting a role focused almost entirely on post-sales.
(I say that, but I do know that if a company lacks pre-sales dedicated engs then other engs definitely can get roped into it. I know a guy with a PhD in ChemEng that basically is the director of research at his company and has had to wear a "sales eng" hat quite a bit in his role.)
I should probably date myself, most of this wasn't true 10+ years ago. forward deployed/field, yep, Palantir has kind of owned that. Solutions Architect has definitely been cross functional for a long time, but solutions engineer is a title that I am pretty confident was post-sales first. I A/B tested the title back in 2014 between Product Analyst (candidates too junior), Support Engineer (too much IT/back office support, not enough experience w/ paying customers). Solutions Engineer hit a sweet spot and brought in the best candidates: Generalists who aren't really sure what they want to do, but with broad access to code/product/engineers and customers eventually find a speciality they like.
Because these folks are problem solvers, the title brought a reputation which is exactly why the sales folks wanted to co-opt the title. It conveyed trust and experience. When used well, it's still a good fit in pre-sales for building out POCs and delivering value, but more often than not, it's just sales engineering where they're qualing out potential customers that aren't worth the time of the sales team. Which is fine, except that this is MY title :)
To be clear, I take this a little personally as I was an early adopter of the title. It's kind of like those folks that get annoyed when you're a fan of a band that they liked before you ever heard of them, I admit it.
Top of the funnel should be pre-sales. Our sales folks are usually juggling eight or nine opportunities, trying to get contracts signed, in our case working with AWS to help get funding, flying to customers sites, etc.
I am post sales, billable staff consultant who leads projects. I’m “delivery”. I focus on one project at a time and dig deep into requirements and the implementation and/or strategy docs.
Agreed - its total sales engineering as he described it.
Use " Solutions architect " maybe instead ?
That title has long been used as a post sales analyst (custom work for $)
At AWS at least, an SA is free for a client and ci e them advice - not allowed to give a customer code.
ProServe consultants (full time employees) are never called SAs
That's a different role. It's made up of different words. Just like "Architect of solutions", yet another mystery role :-)
So long as he moves up a grade and is happy, everybody wins.