{"schemaVersion":"1.0","exportedAt":"2026-05-15T12:37:58.447Z","occupation":{"soc":"41-9031.00","title":"Sales Engineers","group":"Sales & Related","sector":"44-45","jobZone":4,"jobZoneInferred":false},"framework":{"version":"v.26.05","description":"","contextCovered":"This framework covers technical sales engineering practice in commercial and industrial settings, spanning proposal development, customer consultation, product configuration, contract management, and market intelligence across Job Zone 4 career stages.","levels":{"emerging":{"label":"Emerging","statements":["Customer requirements documentation — collect and organize under direct supervision to support proposal development for assigned accounts.","Company product catalogs and samples — present basic features and pricing to prospective buyers at commercial or industrial establishments with guidance from senior engineers.","Sales support materials — assist in preparing standardized responses to requests for proposal under the direction of an experienced sales engineer.","Customer and engineer interactions — participate in structured meetings to record equipment needs and system requirement inputs for review by senior team members.","Industry news and competitor information — monitor assigned sources and summarize emerging technology trends for internal briefings under supervision.","ERP and database software — enter customer and contract data accurately into enterprise systems following established protocols on a daily basis.","Product configuration options — review standard specifications and identify basic modifications needed to align offerings with documented customer needs.","Sales contracts and service agreements — draft routine sections using approved templates under the review and approval of a senior sales engineer.","Resale opportunities — identify and flag potential leads within existing accounts by analyzing purchase histories with guidance from the sales team.","Active listening and note-taking — capture detailed customer feedback during client visits and relay findings accurately to the broader sales engineering team."]},"developing":{"label":"Developing","statements":["Customer requirement proposals — develop and present tailored responses to moderately complex RFPs with reduced oversight in familiar industry segments.","Sales team collaboration — coordinate regularly with account managers to align technical product positioning with customer goals across an assigned territory.","Product configurations — modify standard system designs to meet specific customer specifications, validating feasibility with internal engineering resources.","Prospective buyer visits — conduct independent site calls at commercial and industrial facilities to demonstrate product capabilities and negotiate preliminary pricing.","Industry trend analysis — synthesize information on legacy, existing, and emerging technologies to inform sales strategy recommendations for a defined product line.","Service and sales contracts — draft complete agreements for products and services, ensuring terms reflect negotiated scope and comply with company policy.","Equipment needs assessment — confer with customer engineers to evaluate system requirements and propose appropriate technical solutions within standard parameters.","Resale pipeline support — identify and actively develop resale opportunities within the assigned channel, tracking progress against quarterly sales plans.","CAD and expert system software — apply engineering and configuration tools to produce accurate product layout documentation for customer deliverables.","Competitive positioning — compare company offerings against competitor products using technical knowledge and customer feedback to strengthen sales arguments."]},"proficient":{"label":"Proficient","statements":["Complex RFP responses — lead the full development and delivery of industry-specific technical proposals autonomously, addressing non-standard customer requirements across multiple verticals.","Customer and engineering consultation — independently assess advanced equipment needs and architect system configurations that meet unique operational and regulatory constraints.","Contract negotiation — finalize sales and service agreements for high-value accounts by balancing technical, commercial, and legal considerations without supervisory review.","Product configuration strategy — design and validate customized solutions for complex client environments, drawing on deep knowledge of the full product portfolio.","Technology intelligence — synthesize broad market intelligence on emerging technologies, competitor roadmaps, and industry trends to shape proactive account strategies.","Cross-functional sales support — serve as the primary technical resource for the sales team on high-priority pursuits, guiding solution design from qualification through close.","Resale opportunity leadership — identify, structure, and drive resale channels to meet or exceed annual revenue targets with full ownership of the opportunity pipeline.","Systems analysis and evaluation — apply structured methods to assess customer infrastructure gaps and recommend integrated solutions that align with long-term business objectives.","Executive-level presentations — deliver technically credible and persuasive proposals to C-suite and engineering decision-makers at major commercial or industrial accounts.","ERP and advanced analytics tools — leverage enterprise platforms and database query software to generate insights that guide territory planning and forecasting decisions."]},"advanced":{"label":"Advanced","statements":["Sales engineering strategy — define the vision, methodology, and standards for technical sales practice across a product line, business unit, or regional organization.","Organizational capability development — design training programs and mentoring structures that build proposal, negotiation, and systems analysis skills across the sales engineering team.","Enterprise-level proposal leadership — oversee and govern the response to the most strategically critical RFPs, ensuring technical accuracy, competitive differentiation, and executive alignment.","Go-to-market innovation — lead cross-functional initiatives to introduce new product configurations and industry-specific solutions that expand addressable market and revenue potential.","Senior customer relationship stewardship — cultivate executive-level partnerships with key accounts and prospects, positioning the organization as a trusted long-term technology advisor.","Competitive and technology roadmap influence — translate deep intelligence on emerging technologies and competitor trajectories into product development and market positioning recommendations at the leadership level.","Contract and commercial policy governance — establish standards and approval frameworks for high-complexity sales and service contracts, managing risk at an organizational scale.","Channel and resale ecosystem leadership — architect and manage partner and resale strategies that systematically expand market reach and contribute to enterprise sales plan attainment.","Systems evaluation at scale — direct cross-organizational assessments of customer infrastructure and technology fit, producing strategic recommendations that influence multi-year account plans.","Sales engineering performance accountability — set key performance indicators, analyze pipeline and win-rate data using ERP and analytics platforms, and drive continuous improvement across the function."]}}},"sources":{"onet":"v30.2 (CC BY 4.0)","crosswalk":"https://skillscrosswalk.com","generator":"LER.me"},"attribution":"© EBSCOed"}