A Solutions Engineer is basically a hybrid of a salesperson and an engineer.
It’s a vital role in the tech industry because salespeople can’t always answer the technical questions they get asked by prospective customers.
That’s exactly where a Solutions Engineer comes in …
Solutions Engineers work side-by-side with sales reps, often joining sales calls, to answer any technical questions and provide solutions to technical problems.
If you want to become a Solutions Engineer, you’ll need a unique blend of sales acumen and technical expertise.
It’s an ideal role for anyone who studied something technical in school (e.g., computer science, software engineering, IT) or you’re coming from a software development or engineering background and you’ve realized you want to spend more time talking to humans and less time staring at code. 🙂
In the rest of this post, we’ll go into more detail on salary, jobs, career path, what a Solutions Engineer does in their day to day, and how to become a Solutions Engineer.
What Is A Solutions Engineer?
It might be easier to explain with an example …
Let’s imagine a software salesperson is doing a demo …
Then the potential client asks a question about data, security, implementation, integrations, architecture, etc.
The salesperson gets this deer-in-headlights look … they don’t know the answer.
If they don’t have a Solutions Engineer (SE) on the call, the best the salesperson can do is say, “I’ll get back to you with an answer on that.”
But if there’s an SE on the call, they can swoop in and save the day with an immediate answer because they have the technical knowledge to back it up.
That’s a big part of what SEs do in a nutshell … they help salespeople come up with answers/solutions to technical questions/problems raised by prospective customers.
Because let’s face it …
Salespeople are good at talking.
But they’re not engineers.
They don’t always have the technical expertise.
The other really important thing that SEs do is communicate back and forth between sales and product/engineering.
There’s a lot of valuable feedback from prospects on sales calls, e.g., new feature requests, complaints about current features, etc.
This is information that the Product Managers and Software Engineers at the company need to know. But the salesperson doesn’t always have the language to communicate the technical stuff. That’s why SEs are the information pipeline between sales and product/engineering.
That’s a general overview, let’s get more specific about what SEs do in their day to day …
Role and Responsibilities of a Solutions Engineer
So, what does a solutions engineer do?
Overall, you’ll work closely with the sales team: joining sales calls, answering technical questions, implementing solutions, and ultimately helping close deals.
You’ll also serve as the communication bridge between sales and product/engineering.
Here’s pretty much everything you’ll be doing as a Solutions Engineer …
Solutions Engineer Job Description
- Serve as the technical expert on sales calls. Answer questions on capabilities and roadmaps and tackle objections related to technical blockers.
- Strategize with Account Executives based on customer needs and technical requirements.
- Scope deals and sniff out technical objections early on in the sales process.
- Run demos, proofs of concept, and pilots to showcase the more technical features of a product and how they meet the customer’s needs.
- Provide technical insight on RFP/RFI responses and proposals. Ensure they address technical requirements correctly.
- Bridge communication between sales reps and engineers.
- Relay current customer needs and pain points to product teams. Helps shape the roadmap.
- Drive implementation post-sale by collaborating with customers on configuration, integration, and adoption best practices.
- Lead technical workshops for customers to learn about new features/solutions.
- Resolve technical issues for existing customers with the goal of increasing retention and customer satisfaction.
Next, let’s look at how Solutions Engineers work cross-functionally with other departments in the company …
Collaborating with the Sales Team
Teaming up with sales is a big part of your role as a Solutions Engineer.
You’ll work side-by-side with sales reps, bringing your technical expertise to the table throughout the sales process.
You’ll be the go-to person for answering technical questions, addressing concerns about potential technical blockers, and giving clients the confidence they need to move forward with the proposed solution.
Designing and Implementing Solutions with the Product and Engineering Teams
Beyond just talking about solutions on sales calls, you’ll execute on the design and implementation of technical solutions that are tailored to each client’s unique business needs.
You’ll start by understanding the client’s current processes, systems, and goals. Then you’ll develop a plan to solve the client’s pain points using the product or service that your company is selling.
Once you’ve crafted the perfect solution, it’s time to bring it to life. You’ll take the lead in configuring the solution, integrating it with the client’s existing systems, and ensuring a smooth deployment process.
Throughout this process, you’ll need to work closely with the Product Manager and Engineers at your company. You’ll also work closely with the client’s IT team and other stakeholders to minimize disruption and ensure a successful rollout.
Providing Technical Support and Training with the Account Management and Customer Success Teams
Your job doesn’t end when the solution is up and running.
As a Solutions Engineer, you’ll continue to offer post-sales support to keep your clients happy by troubleshooting technical issues, providing guidance, and collaborating with the engineering team to develop fixes and enhancements.
You’ll also play a key role in training clients on new product features and best practices by creating training materials, leading workshops, and providing one-on-one support to help clients become product pros.
Career Path and Salary for Solutions Engineers
As a Solutions Engineer, you’ll find plenty of room for growth and advancement in your career. Also, the pay is quite good.
When you’re just starting out, you’ll typically need a bachelor’s degree in a field like computer science, engineering, or IT, along with a couple of years of relevant experience under your belt.
If you don’t have all that, don’t worry. There are entry-level Solutions Engineer jobs with less strict requirements.
As you gain more experience and sharpen your skills, you can move up to senior roles where you’ll tackle more complex projects and lead bigger teams.
There are various paths you can take to level up after starting out as an SE …
You might transition into a Solutions Architect role, where you’ll focus on designing high-level systems and infrastructures for organizations.
Another option is to move into a Technical Sales Manager position, where you’ll oversee sales teams and make sure technical resources are being used effectively in the sales process.
But first, let’s start with entry-level SE jobs …
Entry-Level Solutions Engineer Jobs and Requirements
As we already mentioned above, most entry-level SE roles require a bachelor’s degree in a technical field.
But beyond just formal education, relevant internships or projects can really showcase your practical experience and demonstrate your ability to apply your knowledge to real-world challenges. Employers often look for candidates who have worked on projects that involve designing, implementing, or troubleshooting software solutions.
In addition to technical skills, strong communication and teamwork abilities are essential for success as a solutions engineer, even in junior positions. You’ll need to be able to effectively collaborate with cross-functional teams, including sales, product management, engineering, account management, and customer support.
You should also be able to clearly explain technical concepts to non-technical stakeholders, like clients or executives. Showcasing these soft skills during the interview process, through examples of successful collaborations or presentations, can help you stand out from other entry-level candidates.
According to Talent.com, the salary range for a Junior Solutions Engineer is $77,500 – $95,725.
Senior Solutions Engineer Jobs and Management Opportunities
As you gain experience and develop your expertise as a solutions engineer, you can advance to senior roles with greater responsibilities and higher compensation.
Typically, after 5-10 years of experience as an SE, you may be promoted to senior positions, where you’ll take on more complex, high-stakes projects and mentor junior team members.
As a Senior Solutions Engineer, you’ll often serve as a technical lead, guiding the design and implementation of solutions and ensuring that projects are delivered on time and within budget.
With additional experience and demonstrated leadership skills, you may have the opportunity to move into a management role, like leading a team of Solutions Engineers. You’ll be responsible for overseeing the work of multiple SEs, setting team goals and priorities, and ensuring that the team is aligned with the organization’s overall strategy … typical manager stuff. 🙂
According to Talent.com, the salary ranges for various roles in the solutions engineering career path are as follows:
| Role | Salary Range |
| Solutions Engineer | $98,985 – $173,241 |
| Senior Solutions Engineer | $120,000 – $189,904 |
| Solutions Architect | $125,229 – $184,657 |
| Director of Solutions Engineering | $157,500 – $214,900 |
Skills and Qualifications of a Solutions Engineer
Solutions Engineers are really the unsung heroes of the tech world.
I mean, it’s one thing to have sales skills OR engineering skills, but to have BOTH … come on.
It’s a challenging role that demands a rare combination of skills—a deep understanding of complex software/hardware systems, the ability to communicate intricate concepts to non-technical folks, and a knack for solving problems that leave others scratching their heads.
To excel in this position, you’ll need a rock-solid foundation in computer science, engineering, or a related technical field. This will give you the knowledge necessary to navigate complex technical solutions.
But it’s not just about the tech—you’ll also need to be a master communicator, able to break down those complex ideas and make them accessible to clients and sales teams alike.
Zippia analyzed a bunch of Solutions Engineer resumes and found that these are some of the most common skills they’ve listed:
| Skill | Percentage |
| Cloud | 8% |
| Pre Sales | 8% |
| Java | 7% |
| Architecture | 6% |
| Customer Satisfaction | 5% |
| Infrastructure | 4% |
Technical Expertise
Okay, before I go into all this, don’t get scared off …
There are entry-level/junior SE roles that don’t require as much technical expertise.
But it’s even better if you already have a deep understanding of software architecture, programming, and systems design. Ideally, you’re fluent in the language of software development—object-oriented programming, data structures, and algorithms. This is the foundation that allows you to design solutions that are efficient, maintainable, and scalable.
It’s a plus if you’re a database whiz, comfortable with both relational (SQL) and non-relational (NoSQL) databases. Examples: designing and optimizing database schemas, writing queries, and ensuring data integrity.
And with more and more organizations moving to the cloud, familiarity with platforms like Amazon Web Services (AWS) or Microsoft Azure is a plus.
Communication and Interpersonal Skills
Now, let’s talk about the soft skills that separate the good solutions engineers from the great ones.
Effective communication is key—you’re the bridge between the technical and non-technical worlds. You’ll need to be able to take those complex technical concepts and translate them into plain English that clients and sales teams can understand.
But it’s not just about talking—you’ll also need to be an active listener. By really hearing what clients are saying, you can gather the information you need to develop solutions that make clients happy.
FAQs About Solutions Engineering
What is the typical Solutions Engineer salary range?
Let’s talk money. The salary range for Solutions Engineers can vary quite a bit depending on factors like location, experience, industry, and company size.
But according to Indeed, the average base salary for a Solutions Engineer in the United States is around $115,000 per year. This figure is based on reported salaries from over 1,900 Solutions Engineers across the country, as of February 2024.
Keep in mind that salaries can be significantly higher in tech hubs like San Francisco and New York, where the cost of living is higher and there’s a greater concentration of tech companies.
Also, in addition to base salary, solutions engineers may receive bonuses, commissions, and stock options, depending on their performance and the company’s compensation structure.
Here’s data from Coursera on average annual base pay by experience level for Solutions Engineers:
| Experience Level | Average Annual Base Pay |
| Entry-level (0-1 years) | $79,186 |
| Early career (1-3 years) | $88,396 |
| Mid-career (4-6 years) | $94,195 |
| Experienced (7-9 years) | $99,027 |
| Late career (10-14 years) | $109,677 |
| Senior (15+ years) | $123,050 |
What is the difference between Solutions Engineer vs Software Engineer?
Although both Solutions Engineers and Software Engineers work in the tech industry and are involved in software development, there are some notable differences between the two roles.
Solutions Engineers primarily focus on designing and implementing software solutions that address specific client requirements. They work closely with clients to understand their needs, and then collaborate with sales teams and other stakeholders to develop customized solutions that meet those needs. Solutions Engineers also play a crucial role in presenting and demonstrating these solutions to clients, and providing ongoing support and maintenance.
In contrast, Software Engineers are primarily responsible for developing and maintaining software products and systems. They concentrate on writing code, testing, and debugging software applications, and ensuring that they meet the required specifications and standards. While Software Engineers may interact with clients or other stakeholders to gather requirements and feedback, their primary focus is on the technical implementation of the software, rather than the client-facing aspects of the role.
Here’s a breakdown of the differences between the two roles …
| Solutions Engineer | Software Engineer |
| Concentrates on designing and implementing software solutions for specific client requirements | Primarily develops and maintains software products and systems |
| Collaborates closely with clients and sales teams | Focuses on coding and technical implementation |
| Involves more client interaction, problem-solving, and business understanding | Deals mainly with the technical aspects of software development |
Do Solutions Engineers need to code?
Solutions Engineers don’t need to be coders per se. But some programming skills can be handy for customizing demos and prototypes.
Imagine quickly modifying code snippets to showcase new integrations or pull data from various sources. This allows Solutions Engineers to tailor proof-of-concepts to each customer on the fly. Basic coding knowledge impresses prospects when you can rapidly mock up custom use cases.
That said, extensive coding ability isn’t a must. Many Successful Solutions engineers just have enough technical familiarity to intelligently discuss technical details with customers and engineers. The priority is strategic consultation, not software development. With some light coding ability, Solutions Engineers can build solutions when absolutely needed. But their time is better spent understanding customer pain points at a human level.
Is Solutions Engineering the Right Career for You?
Solutions engineering is on fire right now.
As companies rush to keep up with technology, demand for Solutions Engineers keeps increasing.
Fueling the growth even more is the explosion of complex enterprise tech. As more tools emerge, more Solutions Engineers will be needed for successful implementation.
The U.S. Bureau of Labor Statistics projects that the solutions engineering job market will grow 5% over the next decade (but I honestly think it will grow a lot more than that).
Here are the key trends to capitalize on if you’re considering starting a solutions engineering career:
- Skyrocketing demand as cloud/SaaS solutions proliferate
- Increasing integration complexity across tech stacks
- More industry-specific solutions vs. general ones
- Growing importance of ROI skills and business savvy
- Expanding AI/ML toolsets to showcase value and outcomes
Overall, solutions engineering is a dynamic and rewarding career path that allows you to develop your skills on both the technical side and the business side.
As the demand for technology solutions continues to increase across industries, the need for skilled Solutions Engineers is expected to grow, providing ample opportunities for career advancement and growth.
The money’s good. The career potential is dynamite. What’s not to like?
If you’ve decided that solutions engineering aligns with your skills and interests, the next step is to explore opportunities and take action to pursue the career path …
How to Become a Solutions Engineer
How to Find Solutions Engineer jobs
Begin by researching Solutions Engineer job openings in your desired industry and location.
Identify companies that align with your values and offer opportunities for growth and development.
Pay close attention to the specific requirements and qualifications listed in job descriptions to identify areas where you may need to enhance your skills or gain additional experience.
Network on LinkedIn
Networking is a valuable tool for gaining insights into the solutions engineering field and potentially uncovering job opportunities.
Pro tip: connect with current Solutions Engineers on LinkedIn.
Reach out to and request informational interviews to learn more about their experiences, challenges, and advice for an aspiring Solutions Engineer like yourself.
Solutions Engineer Certificates
To enhance your credibility and stand out to potential employers, consider pursuing relevant certifications or training programs.
Many technology companies, such as Salesforce, AWS, and Microsoft, offer certification paths specifically designed for Solutions Engineers.
These certifications demonstrate your expertise in specific technologies and methodologies, making you a more competitive candidate.
Solutions Engineer Internships
Additionally, seek out opportunities to gain practical experience through internships, projects, or volunteer work. Building a portfolio of relevant projects can showcase your technical skills and problem-solving abilities to potential employers.
Solutions Engineer Resume
As you prepare to apply for Solutions Engineer jobs, tailor your resume and portfolio to highlight your relevant skills and experiences.
Emphasize your technical expertise, problem-solving abilities, and client-facing experience.
Use specific examples and metrics to demonstrate the impact you’ve had in previous roles or projects.
Need help landing a Solutions Engineer role?
At Break Into Tech Sales, we specialize in helping people get jobs in tech sales. Solutions Engineer is one of the hottest jobs in tech right now and it’s one we’ve been focusing on more recently, especially for our clients who have technical backgrounds.
Want to learn more about how we can help you land a Solutions Engineer role? Click the chat button in the bottom right corner of this screen and we’ll get back to you ASAP.
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