As a sales engineer, my primary responsibility is to help customers optimize their system architecture by aligning their technical needs with my company’s in-house solutions. Over the years, I’ve worked closely with developers, architects, and technical leads—both within my company and on the customer side—to guide them in effectively implementing our products.
A significant part of my role has involved training these professionals not only on the technical aspects of our solutions but also on how to present their architecture and strategy to internal stakeholders. While these individuals are highly intelligent and technically proficient, I noticed a recurring gap: many lacked the sales mindset required to effectively advocate for their ideas. They could build powerful solutions, but often struggled to communicate their value in a way that would gain executive buy-in.
Recognizing this gap, I started the “train-the-trainer” sessions for my team. My goal has been to empower engineers to develop the skills needed to position their ideas — essentially helping them sell both the product and the vision behind it. In doing so, they’re better equipped to enable our customers to do the same: champion their technical ideas and secure stakeholder support.
This blog is a continuation of that mission. It’s a space where I share insights, experiences, and best practices for bridging the gap between technical expertise and sales acumen—so that great ideas don’t just get built, they get adopted.
I invite you to embark on this exploration with me, and I warmly welcome any insights, experiences.