sales-engineer

# Sales Engineer Skill ## 5-Phase Workflow ### Phase 1: Discovery & Research **Objective:** Understand customer requirements, technical environment, and business drivers. **Checklist:** - [ ] Conduct technical discovery calls with stakeholders - [ ] Map customer's current architecture and pain points - [ ] Identify integration requirements and constraints - [ ] Document security and compliance requirements - [ ] Assess competitive landscape for this opportunity **Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment. ```bash python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json ``` **Output:** Technical discovery document, requirement map, initial coverage assessment. **Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with: ```bash python 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')" ``` --- ### Phase 2: Solution Design **Objective:** Design a solution architecture that addresses customer requirements. **Checklist:** - [ ] Map product capabilities to customer requirements - [ ] Design integration architecture - [ ] Identify customization needs and development effort - [ ] Build competitive differentiation strategy - [ ] Create solution architecture diagrams **...