Is There Life After Solution Engineering?

Before I start, let me say that Solution Engineering (or Sales Consulting, Pre-Sales Support, and all its variants) is one of the most exciting professions in IT. I've spent around 30 years in or around Solution Engineering, so I can testify to this.

Many pre-sales specialists build a long-term career as SEs and either become recognised gurus in their field, or decide to pursue an SE leadership position. [If you're one of these individuals then this article is probably not for you.]

However, there are many reasons why some SEs want to move on and explore other areas within their company. Perhaps they feel they need broader experience of their business, or their life circumstances have changed, or they just have a low boredom threshold.

There's another key reason too. When speaking to successful senior executives within the software industry, one common characteristic is the number and variety of roles they're covered, from consulting to customer support as well as Solution Engineering, of course.

So, if you're one of these SEs with itchy feet, what's next? Is there life after Solution Engineering? And where should you start looking?

What Next?

I've found there are two broad categories of role-movers: Those who have a very clear idea of a new career direction and those seeking inspiration for what to do next. Often their first move might be the same, but their objectives are very different.

Most movers are unwilling to to accept a significant drop in their salary package and this means you need to engage in 'skills trading'. This is the concept of bringing some of your skills acquired in Solution Engineering to your new role in return for learning a whole lot of new skills.

As an SE you will have an impressive portfolio of both business and technical skills (see my article, "Who Wants To Be A Solution Engineer?"). So there is an impressive array of potential roles where you can trade skills. I recommend you create a 'heat map' (see below) along with the role characteristics that you're looking for as a starting point.

If you want to move to a totally different career, you can still use this technique, but you need to build a sequence of moves. Imagine stepping stones across a shallow stream; you need to carefully plan a sequence of 'skills trades' to achieve your final objective.

Your Role Finder Heat Map

I recommend that you build a heat map to help you map the 'adjacent possibilities' of potential job moves in your company. These are the roles where you have significant skills to offer in exchange for new experiences. Then map these roles against the key characteristics you're looking for. I've provided an example below to illustrate my point. [Note: Your version needs to be tailored for your organisation.]

You may need to understand your potential target roles in more detail. Where this is the case I recommend you use your internal network to chat to those staff in the role already, or get help from someone with broader organisational awareness.

On my heat map I've suggested some of the characteristics that might be important to you. Here's a little more explanation:

• Customer Facing – Do you want to remain customer focused? The opposite of this would be 'internally focused' or back-office in nature.
• Pre-Sales – Do you enjoy working in the sales cycle rather than existing customers? The opposite would be a post-sales role (like customer support or customer management).
• Risk/Reward – How happy are you with accepting high risk for higher rewards? If this would stress you too much then you should consider a safer role where your longer term performance is more important.
• Technical – Do you enjoy the more technical aspects of your role, or would you rather be more business or operations focused?
• Business Strategy – Are you attracted by strategic thinking and applying this more to your day to day role? The opposite might be technical or operations focused.
• Coaching/Teaching – Many SEs really enjoy imparting their knowledge and experience onto others. This could be through coaching and mentoring.
• Towards Motivated – Are you motivated by chasing a prize? Achieving new goals? If so, you're probably 'towards' motivated. If you're more of a problem solver and expert fixer, then chances are you're more 'away from' motivated. They're not mutually exclusive characteristics and it takes a good level of self-awareness to decide.
• Completer/Finisher – Are you the sort of individual that likes to complete and deliver a finished project? Or are you happy contributing your expert knowledge and quickly moving on to the next project or situation?
• Predictability – No jobs in software companies are totally predictable, but some are more volatile than others. I added this since your job needs to fit your lifestyle, otherwise it could create stress with your loved ones or take you away from hobbies or pastimes that add value and meaning to your life.

Go ahead and add more categories and characteristics that are important for you. Don't forget, it's your heat map!

More Ideas ...

As I mentioned earlier, it's very insightful to seek out and chat to colleagues already doing your target roles. Ask them what they like and dislike most. Why did they choose their particular role and what role would they like to do next? You will often be surprised at the responses.

Why not consider a short-term secondment, or even negotiate a 'job swap' if your company is open to the idea? How about spending one day a week in another department for a short time to help you decide? Many companies will offer this option if the alternative is losing your skills to a competitor!

If you do consider leaving your current employer, please read my article "Why Solution Engineers Quit". It might help to clarify your thoughts.

And Finally ...

Be as transparent as possible. It's not disloyal to want to expand your experience and knowledge. Discuss your goals with your manager as soon as you can. Keep them in the picture so there are no big surprises. Most mature organisations will understand this and encourage the cross-pollination of skills within their organisation.

Be flexible. There may be several alternatives to achieving your goal. Make sure it's a win-win for you and your employer.

Most of all, don't burn any bridges within your organisation. You never know when you'll need to cross those bridges again!

I'd love to know what you think. Have you moved away from Solution Engineering? How did it work out for you? Are you currently considering a move? (OK, so you might not want to break cover!) Your comments are welcome.

I enjoy blogging about Customer Experience, Digital Marketing and, occasionally, Solution Engineering.

Related articles:

• 4th Generation Solution Engineering
• Who Wants To Be A Solution Engineer?
• Why Solution Engineers Quit

You can view my other blog posts here. And why not follow me on Twitter: @CxDaryn