Part 2 of “Defining the Role of Presales Professionals”

Executive Summary:

In Part 1 of this blog series—“Presales: The Worst-Named Job in Tech (And Why It Matters)”—we unpacked the paradox of the “presales” title and exposed how vital yet misunderstood this role is within cybersecurity and enterprise software. In Part 2, we take it one step further, diving into the identity crisis that surrounds modern presales roles. What’s in a title? Turns out, quite a bit—especially when trust, technical credibility, and customer perception are all on the line. From “Sales Engineer” to “the Technical Person,” we explore why your job title matters, how verticals and geography play a role, and how presales professionals can align identity with impact. We also revisit how tools like Provarity AI are enabling teams to scale validation work—no matter what you’re called.

Previously on “Presales: The Worst-Named Job in Tech…”

In Part 1, we broke down why the presales title is so problematic. It’s not actually “pre” anything—it begins after a lead becomes qualified and continues through the most technical, time-intensive part of the sales cycle. From discovery to demo to proof of concept (POC), the sales engineer (SE) is the technical linchpin of every complex enterprise deal. We also looked at why the SE role is under pressure: a growing talent shortage, high burnout, and a desperate need for automation and tools to help scale the load. Now, let’s zoom in on a more nuanced aspect of this identity puzzle: titles—and why they’re more important than most SEs want to admit.

What’s in a Name? More Than You Think.

Depending on the week, you might hear yourself—or your peers—referred to as:

  • Sales Engineer
  • Solutions Consultant
  • Solutions Engineer
  • Systems Architect
  • Customer Engineer
  • Field CTO
  • Or just . . . “the technical person.”

But which one are you really? According to Merriam-Webster, only sales engineer has an official dictionary definition—and even that feels a bit industrial and outdated, referencing “equipment” and “installation estimates.” Other common titles like solutions consultant or systems engineer don’t even appear. [INSERT IMAGE OF DICTIONARY ENTRY] So here’s the million-dollar question: Does your title affect how you’re perceived by your customer? Spoiler alert: yes, it does!

Titles Set Expectations—And Trust

Imagine this: you’re introduced to a potential customer as a Solutions Consultant. Unless they’ve worked with your company before, they might assume your role is light on technical depth and heavy on sales enablement. Now introduce yourself as a Sales Engineer, and that same customer may immediately peg you as the technical authority—the person who knows how the product actually works. In high-stakes B2B deals, credibility is everything, and titles serve as shorthand for your role in the buying process. If your title isn’t aligned with the expectations of your industry or vertical, you may find yourself explaining your role more than performing it.

Vertical Matters: Cybersecurity ≠ eLearning

In cybersecurity, where the job often involves malware analysis, network architecture, reverse engineering, and security compliance, “sales engineer” accurately reflects the rigor and complexity of the work. But in SaaS sectors like CRM or HR tech, where product configurations are more standardized, “solutions consultant” or “product advisor” may be a better fit—especially if the role involves more process alignment than deep technical deployment. There’s also the PLG (product-led growth) factor. If your product is simple enough that users can onboard themselves, your title might matter less—but your influence in the evaluation phase still matters a lot.

Geography Matters Too

In Canada, Europe, and other regions, the title “engineer” carries legal weight. You can’t just slap “engineer” on a business card without the academic or licensure credentials to back it up. So titles like solutions architect or technical advisor are more common in international orgs. That’s important for global teams and anyone navigating cross-regional hiring, branding, or customer relationships.

So… Does It Really Matter?

It’s tempting to write this off as internal semantics. After all, whether you’re called an SE or SC, you’re still doing the same work—driving POCs, translating requirements, and achieving the elusive technical win. But here’s the catch: It’s hard to be a trusted advisor if you have to explain your job before you even start it. Titles shape perception. They create confidence—or confusion. And in a role that’s already under pressure from rising deal complexity and shrinking bandwidth, the last thing you want is to waste time clarifying who you are.

The Real Role: Trusted Technical Advisor

Across all titles, geographies, and sectors, one thing is consistent: Your job is to help the customer reach technical validation with confidence. You’re there to:

  • Define success criteria
  • Design solutions that meet them
  • Deliver or coordinate a POC that proves it
  • Build trust while avoiding deal-killing surprises

If the title on your Zoom window or business card reinforces that authority, great. If it doesn’t? You’re starting a few steps behind. And with the SE-to-AE ratios widening and presales workloads increasing, the pressure to deliver more with less is only accelerating.

Enabling the Role, Regardless of the Label

Regardless of what you’re called, you can’t scale your work manually anymore. That’s where presales platforms like Provarity AI come in. Provarity provides:

  • A centralized hub to manage and track POCs
  • Standardized workflows to ensure consistency
  • Real-time visibility for AEs, SEs, and leadership
  • A complete record of technical validation outcomes (wins/losses)
  • Predictive insights on deal health and POC bottlenecks

Whether you’re a Solutions Consultant supporting a light-touch SaaS pilot, or a Sales Engineer running deep integrations across multiple teams and regions, Provarity helps you do more with less, without losing your edge or your sanity.

Final Thoughts: Align Your Title to Your Audience—Then Get Back to Winning

At the end of the day, your job title doesn’t define you—but it does introduce you. And in presales, those first impressions can make a difference. So whether you’re defending the “engineer” badge with pride or adopting a more consultative title to match your product or customer expectations, ask yourself:

  • Does my title reflect the value I bring?
  • Does it align with how my customers view me?
  • Does it make my job easier—or harder?

If the answer is “easier,” you’re on the right track. And if the title debate is distracting you from solving the real problems—like overloaded POCs, fragmented processes, and unpredictable technical outcomes—it might be time to offload the chaos.  👉 Visit Provarity.ai to see how we’re helping modern presales teams scale their technical validation efforts, no matter what their title says.