What Does a Solution Engineer Do? Hear From The Experts

Sagar Joshi
10
min read
October 11, 2023

When things get more technical in a sales cycle, a solution engineer comes in. 

As a solutions engineer, you explain how users can configure the product to their unique business needs and answer all client questions about the product. 

Simply put, you come in to simplify the technical aspects of buying software and customize the prospect's buying experience.

Overall, it's about delivering the best possible experience to your prospects. The better their experience is, the faster they will convert. 

However, this is just one hat that a solutions engineer wears daily. Let's dive deeper to learn more about how they really help sales. 

What is a solutions engineer?

A solution engineer, as a part of the presales team, ensures that the salespeople have all the support they need to close deals efficiently. 

They use their extensive technical knowledge to create product demos, proof of concepts, product guides, and customized solutions. 

And their job doesn’t end there. A solutions engineer also focuses on what potential software buyers might need in the future, not just now. They help software buyers throughout the cycle to tailor a solution that works for them. 

What Does a Solutions Engineer Do?

A solutions engineer works with several cross-functional teams. 

A solutions engineer has several responsibilities

As a solutions engineer, you don’t need to be an expert in one domain, but you need to know the lay of the land across many. Below are some of the typical roles and responsibilities of a solution engineer:

  • Join sales calls to address technical questions and concerns from potential buyers
  • Help develop demo agendas and present the product via slideshows, software presentations, interactive demos, live demos, etc. to enhance customer understanding
  • Develop clear plans showing how the product can help businesses achieve their goals
  • Bridge customers and the product team, researching solutions for specific needs
  • Relay customer feedback to internal teams for product improvement
  • Build and maintain customer relationships throughout and after the buying process
  • Convey product messaging via decks, whiteboards, demos, proofs of concept, and prototypes
  • Create roadmaps for business and tech partners to adopt the solution and reach desired outcomes

Essentially, this is an overview. Every SE role would have some differences based on how your role is structured and the organizational hierarchy. 

For instance, if the position is in the partnership department, you’ll build solutions to enable and assist channel partners. If it belongs to the research and development side, the role is more focused on internal research on the product. 

What are the Top Skills for a Solutions Engineer?

There’s no one answer to the top skills of a solution engineer if we talk about technical skills. An SE’s tech skill requirements vary depending on the product they’re selling and the target market/industry. 

Below is a high-level overview of the critical skills advantageous in an SE role. 

  • Hands-on experience or deep understanding of web technologies and software development 
  • Remarkable communication, mentoring, and collaboration skills
  • Experience delivering custom solutions to customers of all sizes
  • Excellent presentation and demonstration skills
  • Ability to analyze a business case and construct return on investment forecasts
  • High-level knowledge in designing, developing, deploying, implementing, and maintaining tech solutions and products
  • Analytical and problem-solving skills with high attention to detail.

David Albright, Lead Solution Engineer at Salesforce, says, “Deep knowledge of customers paired with soft skills like customer communication, knowing your business, risk mitigation, value selling, projection management, and solutions is the mix you seek to become a solution engineer

How to Become a Solutions Engineer?

On the outside, solutions engineers seem to delve into coding and development, similar to hardcore engineering roles. But this is a myth. John Patton, Senior Director of Solutions Engineering at Salesforce, suggests, “It’s not as technical as the role sounds from its name.” 

To become a solutions engineer, there are essentially five things to focus on: 

1. Gain a relevant degree 

Pursue a bachelor's degree in Computer Science, Information Technology, or a related field. Technical knowledge can help you a lot. Patton says, “A person with technical knowledge and strong storytelling skills excites me the most when interviewing an SE candidate.” 

You can learn programming languages and go through software development courses to increase your technical proficiency. 

2. Communication is key 

Since being a solutions engineer is a client-facing role, focus on what you communicate. Rather than saying, “This is the feature we built, and here’s what it does,” talk more about the “Why” behind a feature and discuss how it helps the customer. 

This perspective shift is minor but can move mountains in communicating your product value.

John Patton thinks this is the most underutilized skill. He believes that improving soft skills like communication can help build a better business case, supporting your career in solution engineering. 

3. Gain Practical Experience

You can start as a presales or business development executive and then transition into solution consulting. Work on real-time projects to develop a strong understanding of creating solutions for business needs.

You should compile case studies of the projects you've successfully handled. Add them to your portfolio to justify what you have done in the past. 

4. Learn and Network

If you’re just starting, prepare a resume and apply to different organizations. Attend workshops and seminars to stay updated with the latest trends. Learn to network with people in the industry. 

Use LinkedIn to reach out to current solution engineers, explore their journey, and convey what you’re doing to get into the same role. 

Lastly, stay in touch. People who see you’re invested in making solution engineering a career would reach out when there is any opening in their company. 

Hiring a Solutions Engineer for Sales: Benefits and Challenges

Solutions Engineers bring a unique blend of skills to the table, enhancing the sales process and product development. But along with the benefits of bringing them on board, there are also challenges that accompany them. Here's a quick overview: 

Benefits:

  • Sales teams get a technical expert: Solutions engineers work through discovery calls with sales teams to understand customer queries 
  • Bridge between sales and product: Solutions engineers work with sales teams on the client-facing end and also provide feedback to the product team for any tweaks, new product features, etc. 
  • Customer relationships: A great Solutions Engineer doesn’t just display the product’s features but can weave a story around how the solution makes their customers’ lives easier 
  • Onboarding support: As people who understand the product best, solutions engineers also help with product onboarding and adoption

Challenges:

  • Broad skill set: Solutions engineers are expected to work across multiple departments such as Sales, sales rep training, buyer education, product specialist, demo automation, and so on. 
  • Hard to find: With today’s competitive SaaS markets, solutions engineers may be a bit hard to come by

Where Storylane comes in

Solutions engineers are invaluable, but finding one who can craft personalized demos while juggling between sales and product departments is challenging.

But what if there was a tool that did some of the heavy lifting?

That's where Interactive demos come in. Sales reps can use interactive demo platforms to create personalized demo experiences that let prospects "test drive" your product, focusing on how it solves their problems- all without writing a single line of code. 

Essentially, giving solutions engineers a break, letting them focus on other core tasks. 

Additionally, platforms such as Storylane provide insights on user engagement, helping you refine your future demos and buyer-centric approach. 

Curious to know how it works? Create your first demo in under 10 minutes or book a demo to know more!

Frequently Asked Questions

1. What's the difference between sales and solutions engineer?

A sales rep focuses on selling the product value, combining sales skills with technical knowledge. A solutions engineer, on the other hand, has a client-facing role. They work closely with both sales teams and customers. Sales reps primarily drive sales, while solutions engineers concentrate on creating tailored technical solutions for customers.

2. What does a solutions engineer do?

A solutions engineer designs, develops, and implements technical solutions to address client needs. They work closely with sales teams to understand customer requirements, create customized solutions, and provide technical expertise during the sales process. Solutions engineers also assist in product demonstrations, proof-of-concept implementations, and post-sale support to ensure successful deployment of solutions.

3. What's the difference between a solutions engineer and a solutions architect?

While both roles involve designing technical solutions, a solutions engineer typically focuses on specific products or technologies and works more closely with sales teams and customers. A solutions architect designs high-level IT system architecture and integrations to meet business requirements or solve issues. 

4. How much does a  Solution Engineer earn? 

On average, solution engineers earn between $111,000 to $185,000 annually in the U.S.. This is an average figure based on Glassdoor data. 

However, in some tech companies, such as Google, Meta, Amazon, LiveRamp, or VMWare, SEs can earn as much as $265,102 per annum.

"Previously, there was scope for error and we’ve gone from a process that could be time consuming and painful to a process that’s super quick."
—CHRIS LANCASTER, SUPPLY CHAIN PROJECT
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"Previously, there was scope for error and we’ve gone from a process that could be time consuming and painful to a process that’s super quick."
—CHRIS LANCASTER, SUPPLY CHAIN PROJECT

"Previously, there was scope for error and we’ve gone from a process that could be time consuming and painful to a process that’s super quick."

—CHRIS LANCASTER, SUPPLY CHAIN PROJECT

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