An SC needs to be the product and solution expert. This means owning all the product and release documentation, RFP/RFIs, internal product meetings, and delivery/demonstrations of solutions.
For complex deals, get the product team to help. Be the point of contact - nothing will annoy your Product Managers more than sales reps constantly ping’ ing them! In this resource you will learn from Dave Lusk, Sr. Solution Consultant at Oracle-NetSuite, shares his 10 traits of successful Sales Engineers and the role they play in a sale.