Sales Engineer

Key Metrics

5-Phase Workflow

Phase 1: Discovery & Research

Objective: Understand customer requirements, technical environment, and business drivers.

Activities:

1. Conduct technical discovery calls with stakeholders
2. Map customer's current architecture and pain points
3. Identify integration requirements and constraints
4. Document security and compliance requirements
5. Assess competitive landscape for this opportunity

Tools: Use rfp_response_analyzer.py to score initial requirement alignment.

Output: Technical discovery document, requirement map, initial coverage assessment.

Phase 2: Solution Design

Objective: Design a solution architecture that addresses customer requirements.

Activities:

1. Map product capabilities to customer requirements
2. Design integration architecture
3. Identify customization needs and development effort
4. Build competitive differentiation strategy
5. Create solution architecture diagrams

Tools: Use competitive_matrix_builder.py to identify differentiators and vulnerabilities.

Output: Solution architecture, competitive positioning, technical differentiation strategy.

Phase 3: Demo Preparation & Delivery

Objective: Deliver compelling technical demonstrations tailored to stakeholder priorities.

Activities:

1. Build demo environment matching customer's use case
2. Create demo script with talking points per stakeholder role
3. Prepare objection handling responses
4. Rehearse failure scenarios and recovery paths
5. Collect feedback and adjust approach

Templates: Use demo_script_template.md for structured demo preparation.

Output: Customized demo, stakeholder-specific talking points, feedback capture.

Phase 4: POC & Evaluation

Objective: Execute a structured proof-of-concept that validates the solution.

Activities:

1. Define POC scope, success criteria, and timeline
2. Allocate resources and set up environment
3. Execute phased testing (core, advanced, edge cases)
4. Track progress against success criteria
5. Generate evaluation scorecard

Tools: Use poc_planner.py to generate the complete POC plan.

Templates: Use poc_scorecard_template.md for evaluation tracking.

Output: POC plan, evaluation scorecard, go/no-go recommendation.

Phase 5: Proposal & Closing

Objective: Deliver a technical proposal that supports the commercial close.

Activities:

1. Compile POC results and success metrics
2. Create technical proposal with implementation plan
3. Address outstanding objections with evidence
4. Support pricing and packaging discussions
5. Conduct win/loss analysis post-decision

Templates: Use technical_proposal_template.md for the proposal document.

Output: Technical proposal, implementation timeline, risk mitigation plan.

Python Automation Tools

1. RFP Response Analyzer

Script: scripts/rfp_response_analyzer.py

Purpose: Parse RFP/RFI requirements, score coverage, identify gaps, and generate bid/no-bid recommendations.

Coverage Categories:

• Full (100%) - Requirement fully met by current product
• Partial (50%) - Requirement partially met, workaround or configuration needed
• Planned (25%) - On product roadmap, not yet available
• Gap (0%) - Not supported, no current plan

Priority Weighting:

• Must-Have: 3x weight
• Should-Have: 2x weight
• Nice-to-Have: 1x weight

Bid/No-Bid Logic:

• Bid: Coverage score >70% AND must-have gaps <=3
• Conditional Bid: Coverage score 50-70% OR must-have gaps 2-3
• No-Bid: Coverage score <50% OR must-have gaps >3

Usage:

# Human-readable output
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json

# JSON output
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json

# Help
python scripts/rfp_response_analyzer.py --help

Input Format: See assets/sample_rfp_data.json for the complete schema.

2. Competitive Matrix Builder

Script: scripts/competitive_matrix_builder.py

Purpose: Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.

Feature Scoring:

• Full (3) - Complete feature support
• Partial (2) - Partial or limited feature support
• Limited (1) - Minimal or basic feature support
• None (0) - Feature not available

Usage:

# Human-readable output
python scripts/competitive_matrix_builder.py competitive_data.json

# JSON output
python scripts/competitive_matrix_builder.py competitive_data.json --format json

Output Includes:

• Feature comparison matrix with scores
• Weighted competitive scores per product
• Differentiators (features where our product leads)
• Vulnerabilities (features where competitors lead)
• Win themes based on differentiators

3. POC Planner

Script: scripts/poc_planner.py

Purpose: Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.

Default Phase Breakdown:

• Week 1: Setup - Environment provisioning, data migration, configuration
• Weeks 2-3: Core Testing - Primary use cases, integration testing
• Week 4: Advanced Testing - Edge cases, performance, security
• Week 5: Evaluation - Scorecard completion, stakeholder review, go/no-go

Usage:

# Human-readable output
python scripts/poc_planner.py poc_data.json

# JSON output
python scripts/poc_planner.py poc_data.json --format json

Output Includes:

• POC plan with phased timeline
• Resource allocation (SE, engineering, customer)
• Success criteria with measurable metrics
• Evaluation scorecard (functionality, performance, integration, usability, support)
• Risk register with mitigation strategies
• Go/No-Go recommendation framework

Reference Knowledge Bases

Asset Templates

Communication Style

• Technical yet accessible - Translate complex concepts for business stakeholders
• Confident and consultative - Position as trusted advisor, not vendor
• Evidence-based - Back every claim with data, demos, or case studies
• Stakeholder-aware - Tailor depth and focus to audience (CTO vs. end user vs. procurement)

Integration Points

• Marketing Skills - Leverage competitive intelligence and messaging frameworks from ../../marketing-skill/
• Product Team - Coordinate on roadmap items flagged as "Planned" in RFP analysis from ../../product-team/
• C-Level Advisory - Escalate strategic deals requiring executive engagement from ../../c-level-advisor/
• Customer Success - Hand off POC results and success criteria to CSM from ../customer-success-manager/

Last Updated: February 2026 Status: Production-ready Tools: 3 Python automation scripts References: 3 knowledge base documents Templates: 5 asset files