- Mon-Fri 09.00 - 18.00 SGT (UTC +8)
- edu@apacsma.com
- +65 6653 4249
- Mon-Fri 09.00 - 18.00 SGT (UTC +8)
- edu@apacsma.com
- +65 6653 4249
Funded Programme - Sales Engineers (SE)
Earners of the Certified Pre-Sales Engineer certification will learn to gather technical requirements through technical discovery sessions, stakeholder whiteboarding sessions, technical workshops, and solution validation. They will also learn how to do technical demos, how to deal with complex sales demos, how to deal with complex clients, how to remove technical complexities during a business demo call, how to conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
6 modules
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
6 Modules
Overview
Benefits for Corporate
Benefits for Individuals
Overview
As a key member of the Sales team, the Pre-sales Engineers or Sales Engineers [both similar but just different companies have different titles] is responsible for maximizing sales opportunities by architecting and acting as the technical lead in presenting and implementing the company’s solutions to potential new customers. The pre-sales engineers are required to gather technical requirements through technical discovery sessions, stakeholder whiteboarding sessions, technical workshops, and solution validation (e.g., online presentations, demonstrations, POCs, etc.). They conduct current state analysis to support sales qualification for customer prospects and help them navigate their way through the sales cycle.
Pre-sales engineers assist with RFI / RFPs [Request for Info / Request for Proposal] and work on Proofs-of-Concept (POCs) for conceptualization and actualization for potential accounts and prospects. As the technical subject matter expert or technical sales lead in prospect, customer, partner, and internal meetings, they conduct software demonstrations, present POCs, and deliver sales-related presentations to executives, business stakeholders and technical teams to act as technical advisors/resources for sales.
Pre-sales engineers are required to have strong business acumen, with an understanding of using technology to solve business issues, maximize sales opportunities through solution selling, value selling through a consultative approach, project management, problem-solving, analytical skills, strong presentation skills with the ability to craft and deliver both business and technical presentations, work with various personalities and has interpersonal qualities and skills.
This programme is eligible for both Career Conversion Programme and Place-and-Train Programme. For salary funding details click here.
Benefits for Corporate
This Pre-Sales Engineering training course provides opportunities for your sales team in developing consulting skills by blending technical capabilities.
Benefits for Individuals
This certification in Pre-Sales Engineering has been designed to help individuals integrate their technical role with a sales role. They will be able to converse and support the sales executives during clients’ discussions and generate leads resulting in sales through this sales engineer course.
Pre Sales SE Programme Details & Coursework Overview
Pillar A -Introduction to Sales Engineers
The objective of this part is to familiarize the learner with fundamentals of sales engineers.
This module introduces the role and responsibilities of the sales engineer, along with the main concepts of technical sales.
Pillar B - Working with Various Sales and Technical Stakeholders
This part aims to familiarize the learner with the concept of engaging sales and technical stakeholders and how to gather technical requirements from them. It covers the following modules:
This module covers managing and engaging sales and technical stakeholders, understanding different personas and personalities, and managing difficult clients.
This module covers how to ask sales questions to understand the prospect’s situation, needs, challenges, and any processes in the purchasing decision. It also covers different ways of gathering requirements. It also teaches how to develop proof of concepts.
This module helps learners integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools. It also covers the essentials of sales pitches and how to deliver them.
Pillar C - Working With Internal Stakeholders
In this part, the learner will learn how to communicate and work effectively within cross-functional team.
This module covers how to work with a high-performing cross-functional sales team, and how to communicate within the team.
Pillar D - Digital Sales
In this part, the learner will learn the tactics for digital sales practices.
This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
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Assessment and Exam Matters
All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.
For Certified Status
Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees.
Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Sales Engineer (CSE™). CSEs can use this credential on their name card and on LinkedIn.
APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.
To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.
Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.
Students who receive this certification are ready for the Certified Business Development Managercourse.
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