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Occupation Information

Sales Engineers
SOC Code: 41-9031.00

Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.

Sample of reported job titles: Account Executive; Account Manager; Customer Engagement Manager; Product Manager; Product Sales Engineer; Sales Engineer; Sales Engineer, Account Manager; Sales Engineer, Engineered Products; Senior Sales Engineer; Technical Sales Engineer

Tasks

  • Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
  • Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, or computer systems.
  • Plan and modify product configurations to meet customer needs.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements.
  • Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
  • Arrange for demonstrations or trial installations of equipment.
  • Create sales or service contracts for products or services.
  • Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
  • Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
  • Research and identify potential customers for products or services.
  • Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
  • Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
  • Develop sales plans to introduce products in new markets.
  • Diagnose problems with installed equipment.
  • Provide information needed for the development of custom-made machinery.
  • Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
  • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
  • Maintain sales forecasting reports.
  • Identify resale opportunities and support them to achieve sales plans.
  • Secure and renew orders and arrange delivery.
  • Write technical documentation for products.

Technology Skills

  • Access software - Citrix
  • Administration software - Cisco Systems CiscoWorks
  • Business intelligence and data analysis software - IBM Cognos Business Intelligence
  • Calendar and scheduling software - Scheduling software
  • Communications server software - IBM Domino
  • Computer aided design CAD software - Autodesk AutoCAD
  • Customer relationship management CRM software - Salesforce software
  • Data base management system software - Apache Cassandra ; Apache Hadoop ; Apache Pig
  • Data base reporting software - SAP BusinessObjects Crystal Reports
  • Data base user interface and query software - Data entry software ; Microsoft SQL Server ; Oracle DBMS; SAP Adaptive Server Enterprise (see all 6 examples)
  • Electronic mail software - Microsoft Exchange; Microsoft Exchange Server ; Microsoft Outlook
  • Enterprise resource planning ERP software - Hyperion Solutions Hyperion System 9 Bi+; MicroStrategy Desktop; Oracle PeopleSoft ; SAP (see all 8 examples)
  • Enterprise system management software - Splunk Enterprise
  • Financial analysis software - Sales analysis software
  • Graphics or photo imaging software - Adobe Systems Adobe Flash; Graphics software; Microsoft Visio
  • Internet browser software - Web browser software
  • Network monitoring software - Wireshark
  • Network security and virtual private network VPN equipment software - Virtual private networking VPN software
  • Network security or virtual private network VPN management software - Cisco Systems VPN Client
  • Object or component oriented development software - C++ ; Practical extraction and reporting language Perl ; Python
  • Office suite software - Microsoft Office
  • Operating system software - Hewlett Packard HP-UX; Linux ; Oracle Solaris ; UNIX
  • Presentation software - Microsoft PowerPoint ; WebEx Sales Center
  • Project management software - Microsoft Project
  • Spreadsheet software - Microsoft Excel
  • Transaction security and virus protection software - McAfee
  • Video conferencing software - Microsoft Office Live Meeting
  • Web platform development software - Enterprise JavaBeans ; Extensible HyperText Markup Language XHTML ; JavaScript ; PHP: Hypertext Preprocessor
  • Word processing software - Microsoft Word

Tools Used

  • Desktop computers
  • Mainframe computers
  • Notebook computers - Laptop computers
  • Personal computers

Knowledge

  • Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
  • Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Computers and Electronics - Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
  • Engineering and Technology - Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.
  • English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
  • Mathematics - Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

Skills

  • Persuasion - Persuading others to change their minds or behavior.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
  • Speaking - Talking to others to convey information effectively.
  • Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Negotiation - Bringing others together and trying to reconcile differences.
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience.
  • Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.
  • Complex Problem Solving - Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
  • Service Orientation - Actively looking for ways to help people.
  • Systems Analysis - Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
  • Systems Evaluation - Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
  • Time Management - Managing one's own time and the time of others.
  • Coordination - Adjusting actions in relation to others' actions.
  • Instructing - Teaching others how to do something.
  • Learning Strategies - Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
  • Mathematics - Using mathematics to solve problems.
  • Monitoring - Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

Abilities

  • Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Oral Expression - The ability to communicate information and ideas in speaking so others will understand.
  • Speech Recognition - The ability to identify and understand the speech of another person.
  • Written Comprehension - The ability to read and understand information and ideas presented in writing.
  • Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
  • Inductive Reasoning - The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
  • Speech Clarity - The ability to speak clearly so others can understand you.
  • Fluency of Ideas - The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
  • Near Vision - The ability to see details at close range (within a few feet of the observer).
  • Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
  • Written Expression - The ability to communicate information and ideas in writing so others will understand.
  • Information Ordering - The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
  • Category Flexibility - The ability to generate or use different sets of rules for combining or grouping things in different ways.
  • Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
  • Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
  • Mathematical Reasoning - The ability to choose the right mathematical methods or formulas to solve a problem.
  • Selective Attention - The ability to concentrate on a task over a period of time without being distracted.
  • Flexibility of Closure - The ability to identify or detect a known pattern (a figure, object, word, or sound) that is hidden in other distracting material.
  • Memorization - The ability to remember information such as words, numbers, pictures, and procedures.

Interests

  • Interest code: ERI
    • Enterprising - Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
    • Realistic - Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.
    • Investigative - Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.

Work Context

  • Telephone - 99% responded “Every day.”
  • Electronic Mail
  • Deal With External Customers - 67% responded “Extremely important.”
  • Duration of Typical Work Week - 84% responded “More than 40 hours.”
  • Contact With Others
  • Face-to-Face Discussions
  • Coordinate or Lead Others
  • Work With Work Group or Team
  • Impact of Decisions on Co-workers or Company Results - 32% responded “Very important results.”
  • Structured versus Unstructured Work
  • Frequency of Decision Making - 32% responded “Every day.”
  • Spend Time Sitting - 17% responded “About half the time.”
  • Freedom to Make Decisions - 34% responded “A lot of freedom.”
  • Indoors, Environmentally Controlled
  • Letters and Memos
  • Time Pressure
  • Responsibility for Outcomes and Results - 21% responded “Limited responsibility.”
  • Importance of Being Exact or Accurate - 32% responded “Very important.”
  • Frequency of Conflict Situations - 19% responded “Once a year or more but not every month.”
  • Level of Competition - 15% responded “Moderately competitive.”
  • Deal With Unpleasant or Angry People - 23% responded “Once a year or more but not every month.”
  • Spend Time Using Your Hands to Handle, Control, or Feel Objects, Tools, or Controls

Education

Percentage of RespondentsEducation Level Required
43%Bachelor's degree
24%Associate's degree
20%Master's degree

Work Styles

  • Dependability - Job requires being reliable, responsible, and dependable, and fulfilling obligations.
  • Cooperation - Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
  • Integrity - Job requires being honest and ethical.
  • Analytical Thinking - Job requires analyzing information and using logic to address work-related issues and problems.
  • Persistence - Job requires persistence in the face of obstacles.
  • Attention to Detail - Job requires being careful about detail and thorough in completing work tasks.
  • Self Control - Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
  • Initiative - Job requires a willingness to take on responsibilities and challenges.
  • Stress Tolerance - Job requires accepting criticism and dealing calmly and effectively with high stress situations.
  • Adaptability/Flexibility - Job requires being open to change (positive or negative) and to considerable variety in the workplace.
  • Achievement/Effort - Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
  • Leadership - Job requires a willingness to lead, take charge, and offer opinions and direction.
  • Independence - Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
  • Innovation - Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
  • Social Orientation - Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
  • Concern for Others - Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.

Work Values

  • Achievement - Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
  • Working Conditions - Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
  • Relationships - Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.

Wages & Trends

  • Median wages (2017)
    • $47.46 hourly, $98,720 annual
  • Employment (2016)
    • 75,000 employees
  • Projected growth (2016-2026)
    • Average (5% to 9%)
  • Projected job openings (2016-2026)
    • 8,300

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