sales-engineer

1# Sales Engineer Skill
2 
3## 5-Phase Workflow
4 
5### Phase 1: Discovery & Research
6 
7**Objective:** Understand customer requirements, technical environment, and business drivers.
8 
9**Checklist:**
10- [ ] Conduct technical discovery calls with stakeholders
11- [ ] Map customer's current architecture and pain points
12- [ ] Identify integration requirements and constraints
13- [ ] Document security and compliance requirements
14- [ ] Assess competitive landscape for this opportunity
15 
16**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.
17 
18```bash
19python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json
20```
21 
22**Output:** Technical discovery document, requirement map, initial coverage assessment.
23 
24**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:
25```bash
26python 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')"
27```
28 
29---
30 
31### Phase 2: Solution Design
32 
33**Objective:** Design a solution architecture that addresses customer requirements.
34 
35**Checklist:**
36- [ ] Map product capabilities to customer requirements
37- [ ] Design integration architecture
38- [ ] Identify customization needs and development effort
39- [ ] Build competitive differentiation strategy
40- [ ] Create solution architecture diagrams
41…