Sep 24, 2026
By: Scott Fallen

I couldnt go into sales. Or could I

Could a technical career actually be the perfect starting point for Sales Engineering?

In this iExperts webinar, Scott Fallen, Founder of The SE Foundry, explores how developers, product managers, support engineers, QA professionals, administrators, and other technical specialists can transition into Sales Engineering without becoming traditional salespeople.

Sales Engineering is about much more than product demos. It combines technical expertise, customer discovery, communication, problem solving, business understanding, and trust. Scott explains what the role really involves, which skills transfer from technical careers, what new capabilities you need to build, and what hiring managers actually look for when selecting Sales Engineers.

Drawing on his own journey from technical support into Sales Engineering, Scott also shares practical insights into compensation, travel, customer engagement, pre-sales versus customer success, career progression, interview expectations, and how AI is changing the Sales Engineering role.

What You’ll Learn

• What Sales Engineering really means
• Which technical professionals are well-positioned to move into the role
• How developers, support engineers, product managers, QA professionals, and administrators can use their existing experience
• Which skills transfer directly into Sales Engineering
• Which sales, discovery, and presentation skills you need to develop
• What hiring managers look for beyond technical knowledge
• Why curiosity, integrity, judgment, and trust matter so much in the role
• What Sales Engineers actually do beyond product demonstrations
• How technical discovery, proof of concept, and customer relationships influence sales outcomes
• How compensation, commission, travel, and expectations can differ from traditional technical roles
• The difference between pre-sales and customer success Sales Engineering
• How AI is changing troubleshooting, integrations, customer expectations, and technical sales
• What the Sales Engineering interview process can look like
• How Sales Engineering can open new career paths in leadership, product management, technical evangelism, and other roles

Chapters

00:00 Introduction
04:15 Who Can Move Into Sales Engineering?
07:00 Why Consider a Career in Sales Engineering?
11:00 How to Break Into Sales Engineering
14:25 Transferable Skills & Skills You Need to Build
19:50 What Hiring Managers Look For
21:30 What Sales Engineers Actually Do
27:05 How AI Is Changing Sales Engineering
30:20 Technical Ownership, Sales & Customer Trust
35:20 Pre-Sales vs. Customer Success
39:35 Is Sales Engineering Right for You?
40:30 The Sales Engineering Interview Process
41:55 Career Progression & Opportunities
44:05 How to Get Started
47:35 Audience Q&A
56:35 Closing

About the Speaker

Scott Fallen is the Founder of The SE Foundry.

He began his Sales Engineering journey after working in technical support at SQL Sentry, later SentryOne, and went on to help grow the Sales Engineering team from one person to eight. Today, he works with B2B SaaS companies building Sales Engineering capabilities and supports Sales Engineers through coaching, practical frameworks, and trusted-advisor approaches.

Explore More iExperts Webinars

Discover more expert-led webinars covering cybersecurity, technology, compliance, governance, risk, business resilience, and professional development:

https://iexperts.uk/en/resources/webinars

About iExperts

iExperts provides professional consulting, advisory, and training services across cybersecurity, compliance, governance, business resilience, and technology.

We support organizations through consulting and implementation services while also helping professionals and teams strengthen their knowledge and capabilities through specialized training and professional development programs.

Through the iExperts Webinar Series, we bring industry experts together to share practical knowledge, real-world experiences, and actionable insights with professionals worldwide.

Subscribe to the iExperts YouTube channel for more expert discussions, practical guidance, training insights, and webinar recordings.

#SalesEngineering #TechCareers #CareerTransition #TechnicalSales #iExpertsWebinar

15
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08
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Oct 15,2026

Payment Security Beyond Banking: Who Needs PCI DSS and Why?
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Oct 8,2026

Navigating AI Risk: NIST AI RMF, ISO 42001 & HIPAA
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Oct 1,2026

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Sep 17,2026

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Aug 25,2026

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