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Last updated on 2024年9月16日

How can Sales Engineers increase their visibility to upper management?

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As a sales engineer, you play a vital role in providing technical solutions and support to your clients and prospects. But how do you make sure that your contributions and value are recognized by your upper management, especially when you are working remotely or across different regions? In this article, we will share some tips on how to increase your visibility to your leaders and peers, and how to position yourself for career advancement in sales engineering.

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Serigne Ch. Dimé

Responsable commercial chez SUEZ | Stratégie commerciale, Développement commercial
Jason Jeans

Sales Engineer - Genetec
Albert Guerrera

Retired

1 Communicate your wins

One of the simplest ways to increase your visibility is to communicate your wins regularly and clearly. Whether it is closing a deal, solving a customer problem, or delivering a successful demo, make sure you share your achievements with your manager, team, and relevant stakeholders. Use data and metrics to quantify your impact, and highlight how you aligned your solution with the customer's needs and goals. You can use various channels, such as email, Slack, or CRM, to document and celebrate your wins.

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Serigne Ch. Dimé

Responsable commercial chez SUEZ | Stratégie commerciale, Développement commercial
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Il faut célébrer ses victoires, pour moi c’est fondamental. Quand on a bossé pendant des heures sur une presentation, mener farouchement les négos jusqu’à transformer l’essai. Il faut faire passer l’information aux équipes dirigeantes.

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Jason Jeans

Sales Engineer - Genetec
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As Chris White has said, " Sales is a team sport". If you have a solid partnership with your sales counterpart, you won't have to advocate for yourself, your AE will sing your praises. Focus on your role and execute the technical win, the praise will follow.

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André Perret

Head of Global Sales & Marketing I Executive Board Member
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To boost visibility at the upper management, sales people can: Effectively Communicate: Highlight achievements with clear reports and visuals. Participate in Key Projects: Get involved in strategic projects for direct interaction with management. Network Internally: Build cross-departmental relationships through events and meetings. Initiate: Show commitment by volunteering for tasks and suggesting improvements. Continue Learning: Gain new skills and certifications to stand out. Exchange Feedback: Regularly seek and offer feedback to promote a collaborative culture. Hope this helps!

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Kamalesh Kumar Mishra

Rainmaker
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Planning well and executing it well accordingly. By increasing bottom line / top line. And managing to hold on the market share and increasing it gradually strategically. PLA

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Christian Walter

?? Engineering Ideas into Reality ??Engineering Influencer
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Was bedeutet eigentlich Sichtbarkeit? Dabei handelt es sich um einen Mitarbeiter/in der eine Meinung zu gewissen Themen vertritt oder aber ein Experte auf einem Gebiet XYZ ist. Wird diese Haltung/Know How nun noch verknüpft mit der F?higkeit Vorgesetzte als Rat oder Meinungsgeber zu beraten, werden Sie sich eine exponierte Position im Unternehmen erarbeiten.

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2 Seek feedback and coaching

Another way to increase your visibility is to seek feedback and coaching from your manager and peers. Feedback helps you identify your strengths and areas for improvement, and shows that you are eager to learn and grow. Coaching helps you develop new skills and competencies, and shows that you are proactive and ambitious. You can ask for feedback and coaching after a specific project, event, or interaction, or schedule regular check-ins with your manager and mentors. Be open-minded, respectful, and appreciative of the feedback and coaching you receive.

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Albert Guerrera

Retired
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Ask for added responsibility and take on extra work that helps the company . Volunteer to learn a new product and introduce it to the sales team.Start an employee council that can address employee conflicts and concerns . Offer valued suggestions yo upper management that helps your company to be better !

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Serigne Ch. Dimé

Responsable commercial chez SUEZ | Stratégie commerciale, Développement commercial
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Importantissime de demander des feedbacks à l’encadrement pour savoir sur quel domaine tu as besoin un ajustement pour performer davantage. Cela montre une envie de monter d’apprendre et de grandit en somme de monter en compétences.

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3 Showcase your expertise

A third way to increase your visibility is to showcase your expertise and thought leadership. You can do this by creating and sharing valuable content, such as blog posts, white papers, webinars, or podcasts, that demonstrate your knowledge and insights on your industry, product, or market. You can also participate in forums, communities, or events, where you can answer questions, share best practices, or offer advice to other sales engineers or customers. By showcasing your expertise, you can build your reputation and credibility, and attract the attention of your upper management and potential employers.

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Serigne Ch. Dimé

Responsable commercial chez SUEZ | Stratégie commerciale, Développement commercial
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S’il y a un atout qu’il faut mettre en avant c’est l’expertise. Elle nous différencie et nous singularise de la masse. Il faut partager son expertise par un accompagnement ou du conseil pour assoir ses points forts et l’identification comme expert dans le domaine. Mettre en avant son expertise renforce la crédibilité et attire aussi l’attention.

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4 Collaborate and network

A fourth way to increase your visibility is to collaborate and network with other teams and departments within your organization. Collaboration helps you build relationships, learn from others, and contribute to cross-functional projects and initiatives. Networking helps you expand your contacts, discover new opportunities, and gain exposure to different perspectives and challenges. You can collaborate and network by joining or creating internal groups, committees, or events, or by reaching out to people who have similar or complementary roles, interests, or goals.

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5 Advocate for yourself

A fifth way to increase your visibility is to advocate for yourself and your career aspirations. Advocating for yourself means expressing your opinions, ideas, and feedback confidently and respectfully, and standing up for your values and rights. It also means communicating your career goals, expectations, and needs to your manager and upper management, and asking for the support and resources you need to achieve them. You can advocate for yourself by preparing and updating your portfolio, resume, and career plan, and by seeking opportunities to take on more responsibilities, challenges, or projects that align with your career path.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Chris Murray

Business Development Specialist | Bespoke Sales Team Training | Named in LinkedIn's Top 40 Global Sales Experts to Follow | Author | Keynote Speaker
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A great sales engineer exists to make their manager's job as easy as possible. In theory. In reality the person in charge of a team of sales engineers is chasing them for stuff, never feels like they are up to date with what is going on in the field and has countless sleepless nights worrying about hitting target and keeping everyone (including themselves is a job) If you want to increase your visibility to upper management - ask yourself this question and then act upon the answer: "What do I have to do to make the leadership team's job as easy as possible with regards to my part of delivering the numbers and helping this business thrive?"

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How can Sales Engineers increase their visibility to upper management?

1

2

3

4

5

6

1 Communicate your wins

2 Seek feedback and coaching

3 Showcase your expertise

4 Collaborate and network

5 Advocate for yourself

6 Here’s what else to consider

Sales Engineering

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How can Sales Engineers increase their visibility to upper management?

1

2

3

4

5

6

1 Communicate your wins

2 Seek feedback and coaching

3 Showcase your expertise

4 Collaborate and network

5 Advocate for yourself

6 Here’s what else to consider

Sales Engineering

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