Use this as a working guide, not a passive read. Skim the sections, copy the frameworks, then connect the advice to a real role, interview, call, or account you are working on this week.
A sales engineer 30-60-90 plan should connect technical learning to buyer decisions. Avoid promising closed revenue before you know the product, segment, sales cycle, and division of responsibility with account executives.
Days 1–30: Learn the System
Build a product and architecture glossary, buyer map, discovery checklist, demo environment checklist, security-resource map, and escalation directory. Shadow discovery, demos, technical validation, and handoffs. Record what evidence changed the buyer's decision.
Deliverables: five call reviews, three product walkthroughs, a known-limitations list validated by the team, two discovery role-plays, and one demo narrative for a defined persona.
Days 31–60: Run Inspected Work
Own sections of discovery and demos with review. Practice translating technical capability into the buyer's stated workflow without overstating integrations, performance, security, or roadmap. Learn when to say “I will verify that.”
Create reusable discovery notes, a demo plan, proof-of-concept entry criteria, success criteria, risk log, and handoff template. Treat every technical claim as something that must be supportable.
Days 61–90: Own a Repeatable Motion
Lead an approved discovery-to-demo sequence, manage a technical validation plan, document risks early, and complete a structured handoff. Review wins and losses for decision evidence rather than presentation polish alone.
Weekly Scorecard
Score product accuracy, business discovery, technical discovery, demo relevance, objection judgment, validation planning, documentation, AE partnership, escalation, and coaching application from 1–5. Attach an artifact or observation to every score.
Alignment Questions
- Which technical claims require approval?
- Who owns proof-of-concept scope and success criteria?
- What security and legal resources are pre-approved?
- How are SE capacity and deal priority decided?
- What defines independent ramp?
Compare the commercial cadence in the AE 30-60-90 plan, practice questioning with the discovery-call guide, and use the enterprise account plan to understand complex stakeholders.