Survey Says: The Most Important Skill for Solutions Engineers is Communication

Solutions engineers (SEs) are in high demand, and for good reason. Modern buyers are impatient with sales processes. They want technical answers fast, with customized product demos that clearly demonstrate value.

But it’s not just deep technical expertise that helps SEs succeed in their careers. According to our new 2025 Solutions Engineering Career Guide, 90% of SEs say communication skills are the most critical skill for success.

We surveyed more than 400 SEs about their skillsets, day-to-days, and the way they work across departments. Here’s what we discovered about the importance of clear communication, adaptability, and the technical skills SEs need to advance.

Communication and Agility are the Top Skills for Solutions Engineers

SEs who participated in the survey overwhelmingly confirmed that they believe communication (90%) and agility (72%) are the most important skills for their role.

This makes perfect sense when you consider what SEs actually do. They spend their days presenting demos, supporting the sales team, and answering technical questions from customers. To thrive, SEs need to be good at:

• Clearly explaining complex concepts to both technical and non-technical audiences
• Adapting quickly to changing customer and prospect requirements
• Handling unexpected questions and objections gracefully

To succeed, SEs need to be great storytellers who can think on their feet. You’ll find them using their excellent communication skills to bridge the gap between technology and business needs.

These skills are also important when creating and delivering demos. Rather than simply focusing on features and benefits, SEs who tell a story with relevant data are much more likely to close the deal.

Technical Skills Remain Important for SE Career Advancement

While communication skills are crucial, SEs recognize that technical skills are still a key factor in career growth.

42% of SEs said improving their technical abilities would accelerate their career advancement more than anything else.

Top areas for improvement include:

• Cloud platforms like AWS, Azure, and Google Cloud
• API architecture
• Programming languages like JavaScript, Python, Java
• HTML/CSS and popular frameworks like React and Node.js
• AI tools and generative AI technologies

Improving these skills can help SEs handle more advanced conversations with technical buyers. It also positions them to move beyond sales and influence Product, Customer Success, and Engineering teams.

People Skills Aren’t Going Anywhere in the Age of AI

While the growing use of AI and automation have impacted the way we work, it has also emphasized the critical role that interpersonal skills play in the sales process. SEs remain uniquely positioned to add value with their blend of technical know-how and excellent people skills.

80% of surveyed SEs think AI will be important or very important in their jobs by 2025. However, rather than replacing the human aspect of the role, SEs rightly believe AI will free them from repetitive tasks, allowing them more time to build strategic relationships and deepen their influence across the company.

As technology gets smarter, human judgment and empathy become even more valuable. That bodes well for SEs, whose skillset is defined by agility, storytelling, and technical chops.  

Want salary benchmarks, along with more data and tips on advancement in the SE career path? Get the guide.