Introduction:

Congratulations, you've landed an interview for a solutions engineering role! Now it's time to showcase your skills, knowledge, and enthusiasm. Solutions engineering interviews are unique, requiring a blend of technical prowess, problem-solving finesse, and strong interpersonal abilities. In this blog, we'll delve into five invaluable tips that can help you not only survive but excel in your solutions engineering interview. From mastering technical questions to presenting your soft skills, we've got you covered.

A little background on me:

I’m a Team Lead that has over 6 years of experience as a Solutions / Sales Engineer. I’ve interviewed hundreds of SEs from Entry-Level to Senior positions.

What a typical interview process looks like:

An HR screen -> Hiring Manager -> SE and/or AE -> Panel

Note: There could be a technical take-home assignment after speaking with the hiring manager.

For example questions for the SE interview and how to answer them, make sure to check out my article on common SE Interview questions and answers here: https://elavize.com/blogs/sales-engineer-interview-questions

Tip 1: Showcase Your Technical Skills

Solutions engineering roles demand having the appearance of a strong technical foundation. Note we mention having an “appearance” since most SE interviews are less technical than SWE (software engineering) interviews. Expect questions that gauge your understanding of programming languages, system architectures, and database structures from a high level.

• Be prepared to explain your approach to coding challenges and showcase your ability to break down complex technical concepts for both technical and non-technical stakeholders.
• Having a few examples handy on creative workarounds you’ve implemented in the past to solve a business problem will go a long way.
• Remember, it’s less about what the workaround is and more about WHY you built the workaround.

A great example of this per my article above:
“I recently built a band-aid solution that allowed [customer X] to integrate with [Tool Y] leveraging our webhooks along with Tool Y’s APIs. This allowed for the customer to send the necessary data over to Tool Y. There were a few reasons why I needed to build this workaround. For one, this was a key requirement for the prospect in-order to sign with us as they heavily relied on Tool Y for [XYZ] reasons. However this was something that our product didn’t integrate with outside of the box. On top of that, our engineering bandwidth was limited which also put this deal in jeopardy.”

Tip 2: Demonstrate Problem-Solving Acumen

Problem-solving is at the core of solutions engineering. Interviewers often present scenarios where you need to devise creative solutions to unique challenges.

• Approach these scenarios methodically, showcasing your ability to dissect problems, analyze various approaches, and select the most effective solution.
• Be sure to explain your thought process clearly, as interviewers value logical thinking.

For example, in interviews that I’ve conducted as a manager, I’ve laid out real-world scenarios that have happened in my respective company and have asked the interviewee what they would’ve done in that situation (from a high-level). For example:

"Imagine you're working a deal and you're head-to-head with a major competitor who's already influenced the requirements doc. How would you approach building a strategy in this situation to turn the odds back in your favor?"

An example answer I'd expect would be the SE walking through understanding the problem first before providing solutions:

"I'd first want to understand how the competitor got a head start. Do they have a potential champ in their corner that we haven't talked to? Does the company have previous users of our competitors platform? This could impact the deal in a variety of ways since I'd have to deal strategy with the rep to understand how we should approach each respective person. As far as the requirements themselves, I'd want to understand if the customer is actually doing these things today vs. not. From there, I'd also subtly ask how it ties to the [XYZ] business goals that they shared with us, etc,. I usually like to get the prospect to come to the answer on their own before instilling FUD so that they're much more receptive to the FUD itself."

It also doesn’t hurt to ask the interviewer common problems they run into and how they approach it. I’d give major props to anyone who asked me this question.

Tip 3: Highlight Communication Skills

Solutions engineers serve as the bridge between technical teams and clients. Effective communication is non-negotiable. During the interview, articulate your ideas clearly and concisely. Practice explaining technical concepts using plain language to ensure that your solutions are accessible to everyone.

More likely than not, the final interview will be a panel with other SEs and Sales Reps alike where you’ll be demoing a product that you’re most comfortable with. When demoing said product, it’s important to note that the story-telling is the most important part. Tell a cohesive story of what the user journey would look like instead of feature spamming.

As a simple rule of thumb, when in doubt, stick to the “what and why”. For example:

“What I’m showing you right now is X and the reason why I’m showing you X is because of [insert problem statement]”.

Tip 4: Emphasize Soft Skills

Beyond technical acumen, soft skills are pivotal in solutions engineering. Collaboration, empathy, and adaptability are highly regarded traits. Discuss experiences where you successfully worked within cross-functional teams, managed conflicts, and adjusted to evolving project requirements. These examples provide insights into your ability to thrive in a dynamic solutions engineering environment.

It’s also worth noting that 50% of the battle of a Solutions Engineer lies on the sales side of the house. You’ll be working with an AE and/or a CSM day-in, day-out, so being able to build champions (people that are selling your product on your behalf within their own respective company) is critical for the role.

Tip 5: Research and Tailor Your Responses

Thoroughly research the company and its products before the interview. Tailor your responses to highlight your alignment with the organization's values and goals.

For example:

"Mike, I've seen you've been working there for around 4 years and have been able to get a few promotions since joining. How were you able to find success there and how do you think someone new joining the team could find the same success?"

Pro Tip: You don’t need to know the company’s product inside and out, no one is expecting that. Instead, understanding the problems their customers face and what high-level solutions they offer will already put you 90% ahead of the competition. On the flip-side, researching thoroughly the people you interview will also have the same effect.

Nailing Your Solutions Engineering Interview

Acing a solutions engineering interview goes beyond technical know-how—it requires a blend of technical expertise, problem-solving skills, effective communication, and a display of essential soft skills. By showcasing your technical prowess, sharing your approach to solving problems, articulating your thoughts clearly, and demonstrating your adaptability and alignment with the company's values, you can leave a lasting impression that sets you on the path to becoming a successful solutions engineer.

As always if you need any help, please don't hesitate to reach out to me.