Unlike consumer-level selling, completing B2B business transactions, especially when technological innovation is involved, often requires the cultivation of an intricate and complicated customer relationship. Merely having the best product or service is not enough. Someone must show the customer or client just how that product or service will solve both their current and future problems. To do that, this someone, called a technical sales engineer, must first understand all of the aspects in the transaction—industry, business, customer, problem, and solution.

With unparalleled technical expertise, technical sales engineers work to support both the sales team of their employer and the purchasing staff of the customer. This dual role requires advanced communication skills and an innate ability to earn the trust of all parties involved. The technical sales engineer is often called upon to advise both sides on how to
solve technical problems associated with installation and integration of a product into a customer’s facilities.

Finding and hiring individuals with the right level of technical expertise and the corresponding communication and sales skills will require a thorough recruiting process.

This Hiring Kit: Technical sales engineer, from TechRepublic Premium, provides an adjustable framework your business can use to find, recruit, and ultimately hire the right person for the job.