11/26/2009
Sales Engineer Resume Tips
Sales Engineer resumes should allow highlight a Sales Engineer's most significant deal accomplishments. For example, ensure that you highlight your top 3 deals with associated dollar amounts. Your resume should also include quota attainment for the team that you have supported, assuming it is greater than 85%+. You probably want to highlight your largest win that was a competitive takeaway, and ideally use a competitive marketshare leader or well known vendor. Highlight in your resume an example of a win with a creative solution that was non-conventional. Ensure that you include a hobbiessection in your resume, as many good SE Managers are looking for well-rounded SEs. It also helps to list out any competitive sports you have played or competitions that you many have participated in. Everyone is looking for an SE who has a successful track record of winning
Sales Engineers and Researching
When researching your prospect and trying to figure out what they do, which industry they are in, who is their competition, researching their financials etc...etc...etc...I usually need to open up a bunch of browser windows/tabs and I am constantly switching between one another. So here is a good site that helps out the multi-tasker in all SEs. Check out: http://www.googlegooglegooglegoogle.com/
It will allow you to perform multiple searches and see the results all in one window.
It will allow you to perform multiple searches and see the results all in one window.
11/08/2009
Sales Engineer Interview Questions
Looking for sales engineer interview questions to help you prep for an interview? Well, here are somes of the ones that I like to use for SE candidates.
-Describe your biggest opportunity that you ever worked on that closed? What was your role and how did you positively impact the decision?
-Describe your biggest opportunity that you have lost to the competition? What would have you done differently (if anything) during the sales cycle?
-Describe your pre-qualification checklist that you ask your sales rep for prior to demo'ing?
-Describe how Sales Engineers get engaged from a process standpoint at your organization?
-Describe an opportunity that you won which required you to quarterback and orchestrate resources from many cross-departmental groups to help progress a deal to closed status?
-Describe your greatest competitive win
Now, after screening and interviewing a candidate for product/industry knowledge and fit, I ALWAYS have them come in person and do a demo to me in role play as a prospect. I have them present something that they are comfortable demo'ing. This a where you see exactly how much value props and traps they inject into their presentation, not to mention how effectively they are able to handle objections. Look over for my next update of useful Sales Engineer interview questions.
-Describe your biggest opportunity that you ever worked on that closed? What was your role and how did you positively impact the decision?
-Describe your biggest opportunity that you have lost to the competition? What would have you done differently (if anything) during the sales cycle?
-Describe your pre-qualification checklist that you ask your sales rep for prior to demo'ing?
-Describe how Sales Engineers get engaged from a process standpoint at your organization?
-Describe an opportunity that you won which required you to quarterback and orchestrate resources from many cross-departmental groups to help progress a deal to closed status?
-Describe your greatest competitive win
Now, after screening and interviewing a candidate for product/industry knowledge and fit, I ALWAYS have them come in person and do a demo to me in role play as a prospect. I have them present something that they are comfortable demo'ing. This a where you see exactly how much value props and traps they inject into their presentation, not to mention how effectively they are able to handle objections. Look over for my next update of useful Sales Engineer interview questions.
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