Hiring for Presales? Here’s the #1 Trait to Look for in a Sales Engineer
In today’s fast-paced software industry, finding a great sales engineer is one of the most critical decisions you can make for your sales organization. Whether you’re hiring for software presales, building out your solutions team, or scaling GTM operations, one thing is clear: technical skills alone aren’t enough.
The Real Reason Sales Engineers Make or Break a Deal
When buyers evaluate software, they’re not just looking for product specs—they’re looking for clarity, confidence, and solutions. A great sales engineer isn’t just a technical expert. They’re a translator, a storyteller, and a trusted advisor who can make the complex feel simple and the abstract feel actionable.
So what’s the #1 trait to look for when hiring a sales engineer?
It’s the ability to build trust fast.
Why Trust Is the Most Underrated Presales Skill
In software presales, the technical win isn’t always about feature parity or integration capabilities—it’s about the buyer’s belief that your team understands their problem and can guide them to a solution.
The best presales solutions architects know how to:
Ask the right discovery questions.
Translate business pain into product capability.
Build a compelling vision of success.
Handle objections without defensiveness.
Support the sales team while keeping the buyer’s needs front and center.
And they do it all with a tone that says, “You can trust us to get this right.”
Technical Chops Matter—But They’re Not Enough
Yes, your sales engineer needs to understand your product inside and out. Yes, they need to speak the language of IT and operations. But without trust, the most technically perfect demo still falls flat.
That’s why companies who consistently increase sales in complex B2B environments prioritize empathy, curiosity, and communication just as much as certifications and product mastery.
What This Looks Like in Action
At Presales Leader, we’ve worked with hundreds of software presales professionals—both full-time and fractional—and the top performers all exhibit the same behaviors:
They customize every demo around buyer pain points.
They elevate the sales conversation from features to outcomes.
They know when to say “I don’t know”—and follow up with clarity.
These are the moments that build trust. And trust is what drives deals forward.
Hiring Tip: Interview for Communication and Presence
The next time you’re hiring a sales engineer, don’t just ask about tech stack. Ask how they approach a room of skeptical stakeholders. Role-play a discovery call. Ask them how they would explain your solution to a non-technical executive.
Because if they can build trust in a 30-minute meeting, they’ll help you increase sales for years to come.
Ready to Strengthen Your Presales Team?
Whether you're building from scratch or need fractional presales solutions architect support, we can help. Our team of senior-level sales engineers plug directly into your pipeline to help you close more deals—without adding full-time headcount.
Get in touch with Presales Leader to learn how we can support your next hire or project.
Frequently Asked Questions
What does a sales engineer do in presales?
They support the sales team by delivering technical demos, scoping solutions, and ensuring product fit.
Why is trust so important in software presales?
Because complex software sales require more than features—they require buyer confidence and clarity.
How do I evaluate trust-building skills in interviews?
Use scenario-based questions, role-plays, and ask for real-world examples of earning trust under pressure.
What if I don’t have the resources to hire full-time?
Consider a fractional presales solutions architect to scale support without the long-term cost.
