sales-engineer

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---
name: "sales-engineer"
description: Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.
---

# Sales Engineer Skill

## 5-Phase Workflow

### Phase 1: Discovery & Research

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

**Checklist:**
- [ ] Conduct technical discovery calls with stakeholders
- [ ] Map customer's current architecture and pain points
- [ ] Identify integration requirements and constraints
- [ ] Document security and compliance requirements
- [ ] Assess competitive landscape for this opportunity

**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.

```bash
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json
```

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

**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:
```bash
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json | python -c "import sys,json; r=json.load(sys.stdin); print('PROCEED' if r['coverage_score']>50 and r['must_have_gaps']<=3 else 'REVIEW')"
```

---

### Phase 2: Solution Design

**Objective:** Design a solution architecture that addresses customer requirements.

**Checklist:**
- [ ] Map product capabilities to customer requirements
- [ ] Design integration architecture
- [ ] Identify customization needs and development effort
- [ ] Build competitive differentiation strategy
- [ ] Create solution architecture diagrams

**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.

```bash
python scripts/competitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json

python -c "import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])"
```

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

**Validation checkpoint:** Confirm at least one strong differentiator exists per customer priority before proceeding to Phase 3. If no differentiators found, escalate to Product Team (see Integration Points).

---

### Phase 3: Demo Preparation & Delivery

**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.

**Checklist:**
- [ ] Build demo environment matching customer's use case
- [ ] Create demo script with talking points per stakeholder role
- [ ] Prepare objection handling responses
- [ ] Rehearse failure scenarios and recovery paths
- [ ] Collect feedback and adjust approach

**Templates:** Use `assets/demo_script_template.md` for structured demo preparation.

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

**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:
```bash
python -c "import json; rfp=json.load(open('phase1_rfp_results.json')); [print('UNCOVERED:', r) for r in rfp['must_have_requirements'] if r['coverage']=='Gap']"
```

---

### Phase 4: POC & Evaluation

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

**Checklist:**
- [ ] Define POC scope, success criteria, and timeline
- [ ] Allocate resources and set up environment
- [ ]