Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning
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Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning
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LanguagePython
LicenseMIT
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</> SKILL.md
sales-engineer.SKILL.md
---name: "sales-engineer"
description: Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.
---# 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:** Confirm at least one strong differentiator exists per customer priority before proceeding to Phase 3. If no differentiators found, escalate to Product Team (see Integration Points).
---
### Phase 3: Demo Preparation & Delivery
**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.
**Checklist:**
- [ ] Build demo environment matching customer's use case
- [ ] Create demo script with talking points per stakeholder role
- [ ] Prepare objection handling responses
- [ ] Rehearse failure scenarios and recovery paths
- [ ] Collect feedback and adjust approach
**Templates:** Use `assets/demo_script_template.md` for structured demo preparation.
**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:
```bash
python -c "import json; rfp=json.load(open('phase1_rfp_results.json')); [print('UNCOVERED:', r) for r in rfp['must_have_requirements'] if r['coverage']=='Gap']"
```
---
### Phase 4: POC & Evaluation
**Objective:** Execute a structured proof-of-concept that validates the solution.
**Checklist:**
- [ ] Define POC scope, success criteria, and timeline
**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score <60%, document gaps and loop back to Phase 2 for solution redesign.
---
### Phase 5: Proposal & Closing
**Objective:** Deliver a technical proposal that supports the commercial close.
**Checklist:**
- [ ] Compile POC results and success metrics
- [ ] Create technical proposal with implementation plan
- [ ] Address outstanding objections with evidence
- [ ] Support pricing and packaging discussions
- [ ] Conduct win/loss analysis post-decision
**Templates:** Use `assets/technical_proposal_template.md` for the proposal document.
