Sales engineers held about 66,700 jobs in 2018. The largest employers of sales engineers were as follows:
| Merchant wholesalers, durable goods | 25% |
| Manufacturing | 20 |
| Computer systems design and related services | 17 |
| Wholesale electronic markets and agents and brokers | 7 |
| 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.
Work Schedules
Most sales engineers work full time. Some may work additional and irregular hours to meet sales goals and client needs.
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
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.
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
Promotions may include a higher commission rate, a larger sales territory, or elevation to the position of supervisor or sales manager.
Sales engineers typically have an interest in the Building, Thinking and Persuading interest areas, according to the Holland Code framework. The Building interest area indicates a focus on working with tools and machines, and making or fixing practical things. The Thinking interest area indicates a focus on researching, investigating, and increasing the understanding of natural laws. The Persuading interest area indicates a focus on influencing, motivating, and selling to other people.
If you are not sure whether you have a Building or Thinking or Persuading interest which might fit with a career as a sales engineer, you can take a career test to measure your interests.
Sales engineers should also possess the following specific qualities:
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, possibly including customizing a product.
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.
The median annual wage for sales engineers was $103,900 in May 2019. 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 $59,180, and the highest 10 percent earned more than $174,270.
In May 2019, the median annual wages for sales engineers in the top industries in which they worked were as follows:
| Telecommunications | $118,830 |
| Computer systems design and related services | 108,320 |
| Wholesale electronic markets and agents and brokers | 104,910 |
| Merchant wholesalers, durable goods | 103,220 |
| Manufacturing | 94,020 |
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.
Employment of sales engineers is projected to grow 6 percent from 2018 to 2028, about as fast as the average for all occupations. As a wider range of technologically sophisticated products comes on the market, sales engineers will be in demand to help sell products or services related to these products.
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, which will greatly contribute to employment growth for the occupation. Employment of sales engineers in computer systems design and related services is projected to grow 24 percent from 2018 to 2028.
Growth is also expected to be strong in independent sales agencies (companies that sell on behalf of manufacturers without taking title to the goods being sold). As manufacturing companies outsource their sales staff as a way to control costs, employment in these independent agencies should increase.
Job Prospects
Job prospects should be good as few candidates possess both the strong technical product knowledge and sales skills this position requires.
For more information about careers in sales occupations, visit
Manufacturers' Agents National Association (MANA)
Manufacturers' Representatives Educational Research Foundation (MRERF)