Fundamentals

Part 1: Sales Engineering Mindset

Peter Chuzie

— 3 min read

Sales engineers are one of the most high-leverage roles in any go-to-market team. But too often, they’re seen—and sometimes see themselves—as just the "technical resource," the "demo driver," the one who joins to “answer a few questions.”

Let me say this clearly: that is a massive underutilization of talent.

A great sales engineer isn’t just there to validate features or run product walkthroughs. A great SE is a not justa validator, presenter, or a technical check-the-box, but a closer, translator, and a stategic weapon.

This post is the first in a series breaking down the fundamentals that turn good SEs into indispensable ones. And it starts here—with mindset.

From Helpful to Indispensable

Throughout my career, I’ve come to realize the biggest difference between an SE who supports a deal and one who drives it is this: belief in their influence.

Helpful SEs answer questions. Indispensable SEs ask better ones.

Helpful SEs wait to be pulled in. Indispensable SEs shape the direction of the conversation, the narrative, and sometimes even the product roadmap.

And the best part? You don’t need a VP title or 10 years of experience to get there. You just need to stop seeing yourself as the technical support and start owning your seat at the table.

You’re a Deal-Maker, Not a Spectator

There’s a myth in some sales organizations that SEs are “pre-sales support.” That mindset kills momentum. If your role is defined only by your ability to validate features or run a POC, you’re a vendor.

But when you:

  • Anchor demos in real business problems
  • Ask strategic discovery questions that change the direction of a deal
  • Translate technical capabilities into business impact and urgency
  • Help the AE qualify and forecast more accurately
  • Influence how the customer views risk, trust, and partnership

…you’re no longer support. You’re a closer.

Why SEs Should (Almost Always) Carry a Quota

I’ll go deeper into this in a future post, but here’s the gist: what you measure, you improve.

Carrying a quota doesn’t mean turning into an AE. It means recognizing your role as a revenue owner. It clarifies your priorities, sharpens your storytelling, and aligns your focus with outcomes—not just activity. Not to mention, people act how they are paid. When appropriately incentivized the actions described become more likely and decrease the chances of a complacent SE.

Quota makes you more than a participant in the deal. It makes you accountable to the win.

Mindset Shifts That Matter

Here are five mindset shifts that changed how I approach sales engineering—and made me more valuable to my team and my customers:

  1. From “Answer the Question” → “Frame the Problem”
    Don’t just respond—guide the thinking. When a question is asked, and you feel that it might be the incorrect one, redirect with another question. Frame their thinking to where your offering is the solution.
  2. From “Run the Demo” → “Design the Experience”
    The best demos don’t just showcase features—they build confidence. Know the product so well that after a discovery process you can create a custom platform walk-thru to achieve the success criteria of the buyer.
  3. From “Support the AE” → “Partner with the AE”
    Great AEs want strong SEs who co-own the deal. You are an owner of the deals as well, you influence on a deal is far greater when this is realized.
  4. From “Prove It Works” → “Show Why It Matters”
    Product validation is table stakes. Strategic impact wins hearts and budgets. During demos you need to constantly be reminding of the bigger picture strategic impact. The technology alone (while it might be cool) is not the thing that is being pursued by the buyer. They are looking for a result.
  5. From “Be Helpful” → “Be Indispensable”
    You want the customer thinking, “I don’t just want this SE—I need them on my side.” By understanding and being able to communicate the strategic solution you are providing, builds trust and alignment with the customer. They will want you on all the calls to ensure there is not deviation from the objective.

Closing Thought: The Role Is What You Make It

If you’re reading this, chances are you already care about doing this job well. But here’s the truth: sales engineering is not defined by bullet points in a job description. It’s defined by how you show up, how you practice the basics, and how you take ownership of your influence.

You’re not just there to help close deals—you’re there to help shape how those deals get done.

Let’s go.

Next Up in the Series: Discovery as a Craft: How SEs Shape the Entire Deal

Read more