Sales Engineers
Career, Salary and Education Information
What They Do: Sales engineers sell complex scientific and technological products or services to businesses.
Work Environment: Sales engineers often work under stressful conditions because their income and job security depend on commission from successfully completing sales. Some sales engineers may work additional and irregular hours to meet sales goals and client needs.
How to Become One: Sales engineers typically need a bachelor’s degree in engineering or a related field. Successful sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills.
Salary: The median annual wage for sales engineers is $103,710.
Job Outlook: Employment of sales engineers is projected to grow 6 percent over the next ten years, about as fast as the average for all occupations.
Related Careers: Compare the job duties, education, job growth, and pay of sales engineers with similar occupations.
Following is everything you need to know about a career as a sales engineer with lots of details. As a first step, take a look at some of the following jobs, which are real jobs with real employers. You will be able to see the very real job career requirements for employers who are actively hiring. The link will open in a new tab so that you can come back to this page to continue reading about the career:
Top 3 Sales Engineer Jobs
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Sales Representative - No Experience Required
- DISH
- Chandler, AZ
Our business reach spans satellite television service, live-streaming and on-demand programming ... Job Duties and Responsibilities The Sales Account Executive position provides incredible ...
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Outside Sales Representative - Commercial & Industrial
- Culligan by WaterCo
- Sacramento, CA
Commercial & Industrial Sales Representative - Outside Sales Location - Sacramento Region CA ... Work closely with engineering and technical teams to ensure the correct design and implementation ...
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Controls Engineer
- SYNTEGON
- New Richmond, WI
Provide technical support to customers, customer service, sales engineering and project team engineers & technicians when required. Support and/or lead Syntegon continuous improvement activities ...
What Sales Engineers Do[About this section] [To Top]
Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products' parts and functions and must understand the scientific processes that make these products work.
Duties of Sales Engineers
Sales engineers typically do the following:
- Prepare and deliver technical presentations explaining products or services to existing and prospective customers
- Talk with customers and engineers to assess equipment needs and to determine system requirements
- Collaborate with sales teams to understand customer requirements and provide sales support
- Secure and renew orders and arrange delivery
- Plan and modify products to meet customer needs
- Help clients solve problems with installed equipment
- Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
- Help in researching and developing new products
Sales engineers specialize in technologically and scientifically advanced products. They use their technical skills to explain the benefits of their products or services to potential customers and to show how their products or services are better than their competitors'. Some sales engineers work for the companies that design and build technical products. Others work for independent sales firms.
Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in buying their products or services, negotiate a price, and complete the sale. To do this, sales engineers give technical presentations during which they explain the technical aspects of the product and how it will solve a specific customer problem.
Some sales engineers team with other salespersons, such as wholesale and manufacturing sales representatives, who concentrate on marketing and selling the product, which lets the sales engineer concentrate on the technical aspects of the job. By working as part of a sales team, each member is able to focus on his or her strengths and expertise.
In addition to giving technical presentations, sales engineers are increasingly doing other tasks related to sales, such as market research. They also may ask for technical requirements from customers and modify and adjust products to meet customers' specific needs. Some sales engineers work with research and development (R&D) departments to help identify and develop new products.
Work Environment for Sales Engineers[About this section] [To Top]
Sales engineers hold about 60,700 jobs. The largest employers of sales engineers are as follows:
| Manufacturing | 23% |
| Merchant wholesalers, durable goods | 20% |
| Computer systems design and related services | 19% |
| Wholesale electronic markets and agents and brokers | 5% |
| Telecommunications | 5% |
Some sales engineers have large territories and travel extensively. Because sales regions may cover several states, sales engineers may be away from home for several days or even weeks at a time. Other sales engineers cover a smaller region and spend only a few nights away from home.
Sales engineers may encounter stress because their income and job security often depend directly on their success in sales and customer service.
Sales Engineer Work Schedules
Most sales engineers work full time. Some may work additional and irregular hours to meet sales goals and client needs.
How to Become a Sales Engineer[About this section] [To Top]
Get the education you need: Find schools for Sales Engineers near you!
A bachelor's degree is typically required to become a sales engineer. Successful sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills.
Education for Sales Engineers
Sales engineers typically need a bachelor's degree in engineering or a related field. However, a worker without a degree, but with previous sales experience as well as technical experience or training, may become a sales engineer. Workers who have a degree in a science, such as chemistry, or in business with little or no previous sales experience, also may become sales engineers.
University engineering programs generally require 4 years of study. They vary in content, but all programs include courses in math and the physical sciences. In addition, most programs require developing strong computer skills.
Most engineering programs require students to choose an area of specialization. The most common majors are electrical, mechanical, or civil engineering, but some engineering departments offer additional majors, such as chemical, biomedical, or computer hardware engineering. However, some undergraduate programs offer a general engineering curriculum; students then specialize in a particular area either on the job or in graduate school.
Sales Engineer Training
New graduates with engineering degrees typically need sales experience and training before they can work independently as sales engineers. Training covers general sales techniques and may involve teaming with a sales mentor who is familiar with the employer's business practices, customers, procedures, and company culture. After the training period, sales engineers may continue to partner with someone who lacks technical skills yet excels in the art of sales.
It is important for sales engineers to continue their engineering and sales education throughout their careers. Much of their value to their employers depends on their knowledge of, and ability to sell, the latest technologies. Sales engineers in high-technology fields, such as information technology and advanced electronics, may find that their technical knowledge rapidly becomes obsolete, requiring frequent retraining.
Advancement for Sales Engineers
Promotions may include a higher commission rate, a larger sales territory, or elevation to the position of supervisor or sales manager.
Important Qualities for Sales Engineers
Interpersonal skills. Strong interpersonal skills are a valuable characteristic for sales engineers, both for building relationships with clients and effectively communicating with other members of the sales team.
Problem-solving skills. Sales engineers must be able to listen to the customer's desires and concerns, and then recommend solutions, such as customizing a product for the customer.
Self-confidence. Sales engineers should be confident and persuasive when making sales presentations.
Technological skills. Sales engineers must have extensive knowledge of the technologically sophisticated products they sell in order to explain their advantages and answer questions.
Sales Engineer Salaries[About this section] [More salary/earnings info] [To Top]
The median annual wage for sales engineers is $103,710. The median wage is the wage at which half the workers in an occupation earned more than that amount and half earned less. The lowest 10 percent earned less than $62,300, and the highest 10 percent earned more than $182,850.
The median annual wages for sales engineers in the top industries in which they work are as follows:
| Computer systems design and related services | $127,180 |
| Telecommunications | $116,480 |
| Wholesale electronic markets and agents and brokers | $103,840 |
| Merchant wholesalers, durable goods | $102,130 |
| Manufacturing | $101,590 |
How much a sales engineer earns varies considerably by the type of firm and the product sold. Most employers offer a combination of salary and commission payments or salary plus a bonus. Some sales engineers who work for independent sales companies earn only commissions.
Commissions are usually based on the value of sales. Bonuses may depend on individual performance, on the performance of all workers in the group or district, or on the company's performance. Earnings from commissions and bonuses may vary from year to year depending on sales ability, the demand for the company's products or services, and the overall economy.
In addition to their earnings, sales engineers who work for manufacturers are usually reimbursed for expenses such as transportation, meals, hotels, and customer entertainment.
Most sales engineers work full time. Some may work additional and irregular hours to meet sales goals and client needs.
Job Outlook for Sales Engineers[About this section] [To Top]
Employment of sales engineers is projected to grow 6 percent over the next ten years, about as fast as the average for all occupations.
About 6,900 openings for sales engineers are projected each year, on average, over the decade. Many of those openings are expected to result from the need to replace workers who transfer to different occupations or exit the labor force, such as to retire.
Employment of Sales Engineers
Sales engineers are expected to be in demand to help promote an increasing number of technologically sophisticated products and services.
Employment growth is likely to be strong for sales engineers selling computer software and hardware. Strong industry growth is expected in computer systems design and related services, contributing to employment growth in the occupation.
| Occupational Title | Employment, 2021 | Projected Employment, 2031 | Change, 2021-31 | |
|---|---|---|---|---|
| Percent | Numeric | |||
| Sales engineers | 60,700 | 64,100 | 6 | 3,400 |
More Sales Engineer Information[About this section] [To Top]
For more information about careers in sales occupations, visit
Manufacturers' Agents National Association (MANA)
Manufacturers' Representatives Educational Research Foundation (MRERF)
A portion of the information on this page is used by permission of the U.S. Department of Labor.