sales-engineer

# Sales Engineer Skill

## 5-Phase Workflow

### Phase 1: Discovery & Research

**Objective:** Understand customer requirements, technical environment, and business drivers.

**Checklist:**
- [ ] Conduct technical discovery calls with stakeholders
- [ ] Map customer's current architecture and pain points
- [ ] Identify integration requirements and constraints
- [ ] Document security and compliance requirements
- [ ] Assess competitive landscape for this opportunity

**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.

```bash
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json
```

**Output:** Technical discovery document, requirement map, initial coverage assessment.

**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:
```bash
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json | python -c "import sys,json; r=json.load(sys.stdin); print('PROCEED' if r['coverage_score']>50 and r['must_have_gaps']<=3 else 'REVIEW')"
```

---

### Phase 2: Solution Design

**Objective:** Design a solution architecture that addresses customer requirements.

**Checklist:**
- [ ] Map product capabilities to customer requirements
- [ ] Design integration architecture
- [ ] Identify customization needs and development effort
- [ ] Build competitive differentiation strategy
- [ ] Create solution architecture diagrams

**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.

```bash
python scripts/competitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json

python -c "import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])"
```

**Output:** Solution architecture, competitive positioning, technical differentiation strategy.

**Validation checkpoint:** Confirm at least one strong differentiator exists per customer priority before proceeding to Phase 3. If no differentiators found, escalate to Product Team (see Integration Points).

---

### Phase 3: Demo Preparation & Delivery

**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.

**Checklist:**
- [ ] Build demo environment matching customer's use case
- [ ] Create demo script with talking points per stakeholder role
- [ ] Prepare objection handling responses
- [ ] Rehearse failure scenarios and recovery paths
- [ ] Collect feedback and adjust approach

**Templates:** Use `assets/demo_script_template.md` for structured demo preparation.

**Output:** Customized demo, stakeholder-specific talking points, feedback capture.

**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:
```bash
python -c "import json; rfp=json.load(open('phase1_rfp_results.json')); [print('UNCOVERED:', r) for r in rfp['must_have_requirements'] if r['coverage']=='Gap']"
```

---

### Phase 4: POC & Evaluation

**Objective:** Execute a structured proof-of-concept that validates the solution.

**Checklist:**
- [ ] Define POC scope, success criteria, and timeline
- [ ] Allocate resources and set up environment
- [ ] Execute phased testing (core, advanced, edge cases)
- [ ] Track progress against success criteria
- [ ] Generate evaluation scorecard

**Tools:** Run `poc_planner.py` to generate the complete POC plan.

```bash
python scripts/poc_planner.py poc_data.json --format json > phase4_poc_plan.json

python -c "import json; p=json.load(open('phase4_poc_plan.json')); print('Go/No-Go:', p['recommendation'])"
```

**Templates:** Use `assets/poc_scorecard_template.md` for evaluation tracking.

**Output:** POC plan, evaluation scorecard, go/no-go recommendation.

**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score <60%, document gaps and loop back to Phase 2 for solution redesign.

---

### Phase 5: Proposal & Closing

**Objective:** Deliver a technical proposal that supports the commercial close.

**Checklist:**
- [ ] Compile POC results and success metrics
- [ ] Create technical proposal with implementation plan
- [ ] Address outstanding objections with evidence
- [ ] Support pricing and packaging discussions
- [ ] Conduct win/loss analysis post-decision

**Templates:** Use `assets/technical_proposal_template.md` for the proposal document.

**Output:** Technical proposal, implementation timeline, risk mitigation plan.

---

## Python Automation Tools

### 1. RFP Response Analyzer

**Script:** `scripts/rfp_response_analyzer.py`

**Purpose:** Parse RFP/RFI requirements, score coverage, identify gaps, and generate bid/no-bid recommendations.

**Coverage Categories:** Full (100%), Partial (50%), Planned (25%), Gap (0%).  
**Priority Weighting:** Must-Have 3×, Should-Have 2×, Nice-to-Have 1×.

**Bid/No-Bid Logic:**
- **Bid:** Coverage >70% AND must-have gaps ≤3
- **Conditional Bid:** Coverage 50–70% OR must-have gaps 2–3
- **No-Bid:** Coverage <50% OR must-have gaps >3

**Usage:**
```bash
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json            # human-readable
python scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json  # JSON output
python scripts/rfp_response_analyzer.py --help
```

**Input Format:** See `assets/sample_rfp_data.json` for the complete schema.

---

### 2. Competitive Matrix Builder

**Script:** `scripts/competitive_matrix_builder.py`

**Purpose:** Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.

**Feature Scoring:** Full (3), Partial (2), Limited (1), None (0).

**Usage:**
```bash
python scripts/competitive_matrix_builder.py competitive_data.json              # human-readable
python scripts/competitive_matrix_builder.py competitive_data.json --format json  # JSON output
```

**Output Includes:** Feature comparison matrix, weighted competitive scores, differentiators, vulnerabilities, and win themes.

---

### 3. POC Planner

**Script:** `scripts/poc_planner.py`

**Purpose:** Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.

**Default Phase Breakdown:**
- **Week 1:** Setup — environment provisioning, data migration, configuration
- **Weeks 2–3:** Core Testing — primary use cases, integration testing
- **Week 4:** Advanced Testing — edge cases, performance, security
- **Week 5:** Evaluation — scorecard completion, stakeholder review, go/no-go

**Usage:**
```bash
python scripts/poc_planner.py poc_data.json              # human-readable
python scripts/poc_planner.py poc_data.json --format json  # JSON output
```

**Output Includes:** Phased POC plan, resource allocation, success criteria, evaluation scorecard, risk register, and go/no-go recommendation framework.

---

## Reference Knowledge Bases

| Reference | Description |
|-----------|-------------|
| `references/rfp-response-guide.md` | RFP/RFI response best practices, compliance matrix, bid/no-bid framework |
| `references/competitive-positioning-framework.md` | Competitive analysis methodology, battlecard creation, objection handling |
| `references/poc-best-practices.md` | POC planning methodology, success criteria, evaluation frameworks |

## Asset Templates

| Template | Purpose |
|----------|---------|
| `assets/technical_proposal_template.md` | Technical proposal with executive summary, solution architecture, implementation plan |
| `assets/demo_script_template.md` | Demo script with agenda, talking points, objection handling |
| `assets/poc_scorecard_template.md` | POC evaluation scorecard with weighted scoring |
| `assets/sample_rfp_data.json` | Sample RFP data for testing the analyzer |
| `assets/expected_output.json` | Expected output from rfp_response_analyzer.py |

## Integration Points

- **Marketing Skills** - Leverage competitive intelligence and messaging frameworks from `marketing-skill/`
- **Product Team** - Coordinate on roadmap items flagged as "Planned" in RFP analysis from `product-team/`
- **C-Level Advisory** - Escalate strategic deals requiring executive engagement from `c-level-advisor/`
- **Customer Success** - Hand off POC results and success criteria to CSM from `../customer-success-manager/`

---

**Last Updated:** February 2026
**Status:** Production-ready
**Tools:** 3 Python automation scripts
**References:** 3 knowledge base documents
**Templates:** 5 asset files

{
  "format": "aiskill/v1",
  "skill": {
    "name": "sales-engineer",
    "slug": "sales-engineer",
    "version": "1.0.0",
    "description": "Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.",
    "category": "Business",
    "tags": [
      "product-business"
    ],
    "platforms": [
      "chatgpt",
      "claude-code",
      "cursor"
    ],
    "tested_environment": "Agent Skills convention (SKILL.md) — works with Claude Code, Cursor, ChatGPT/Codex and compatible agents",
    "license": "MIT"
  },
  "prompts": {
    "system": "# Sales Engineer Skill\r\n\r\n## 5-Phase Workflow\r\n\r\n### Phase 1: Discovery & Research\r\n\r\n**Objective:** Understand customer requirements, technical environment, and business drivers.\r\n\r\n**Checklist:**\r\n- [ ] Conduct technical discovery calls with stakeholders\r\n- [ ] Map customer's current architecture and pain points\r\n- [ ] Identify integration requirements and constraints\r\n- [ ] Document security and compliance requirements\r\n- [ ] Assess competitive landscape for this opportunity\r\n\r\n**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.\r\n\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json\r\n```\r\n\r\n**Output:** Technical discovery document, requirement map, initial coverage assessment.\r\n\r\n**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json | python -c \"import sys,json; r=json.load(sys.stdin); print('PROCEED' if r['coverage_score']>50 and r['must_have_gaps']<=3 else 'REVIEW')\"\r\n```\r\n\r\n---\r\n\r\n### Phase 2: Solution Design\r\n\r\n**Objective:** Design a solution architecture that addresses customer requirements.\r\n\r\n**Checklist:**\r\n- [ ] Map product capabilities to customer requirements\r\n- [ ] Design integration architecture\r\n- [ ] Identify customization needs and development effort\r\n- [ ] Build competitive differentiation strategy\r\n- [ ] Create solution architecture diagrams\r\n\r\n**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.\r\n\r\n```bash\r\npython scripts/competitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json\r\n\r\npython -c \"import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])\"\r\n```\r\n\r\n**Output:** Solution architecture, competitive positioning, technical differentiation strategy.\r\n\r\n**Validation checkpoint:** Confirm at least one strong differentiator exists per customer priority before proceeding to Phase 3. If no differentiators found, escalate to Product Team (see Integration Points).\r\n\r\n---\r\n\r\n### Phase 3: Demo Preparation & Delivery\r\n\r\n**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.\r\n\r\n**Checklist:**\r\n- [ ] Build demo environment matching customer's use case\r\n- [ ] Create demo script with talking points per stakeholder role\r\n- [ ] Prepare objection handling responses\r\n- [ ] Rehearse failure scenarios and recovery paths\r\n- [ ] Collect feedback and adjust approach\r\n\r\n**Templates:** Use `assets/demo_script_template.md` for structured demo preparation.\r\n\r\n**Output:** Customized demo, stakeholder-specific talking points, feedback capture.\r\n\r\n**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:\r\n```bash\r\npython -c \"import json; rfp=json.load(open('phase1_rfp_results.json')); [print('UNCOVERED:', r) for r in rfp['must_have_requirements'] if r['coverage']=='Gap']\"\r\n```\r\n\r\n---\r\n\r\n### Phase 4: POC & Evaluation\r\n\r\n**Objective:** Execute a structured proof-of-concept that validates the solution.\r\n\r\n**Checklist:**\r\n- [ ] Define POC scope, success criteria, and timeline\r\n- [ ] Allocate resources and set up environment\r\n- [ ] Execute phased testing (core, advanced, edge cases)\r\n- [ ] Track progress against success criteria\r\n- [ ] Generate evaluation scorecard\r\n\r\n**Tools:** Run `poc_planner.py` to generate the complete POC plan.\r\n\r\n```bash\r\npython scripts/poc_planner.py poc_data.json --format json > phase4_poc_plan.json\r\n\r\npython -c \"import json; p=json.load(open('phase4_poc_plan.json')); print('Go/No-Go:', p['recommendation'])\"\r\n```\r\n\r\n**Templates:** Use `assets/poc_scorecard_template.md` for evaluation tracking.\r\n\r\n**Output:** POC plan, evaluation scorecard, go/no-go recommendation.\r\n\r\n**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score <60%, document gaps and loop back to Phase 2 for solution redesign.\r\n\r\n---\r\n\r\n### Phase 5: Proposal & Closing\r\n\r\n**Objective:** Deliver a technical proposal that supports the commercial close.\r\n\r\n**Checklist:**\r\n- [ ] Compile POC results and success metrics\r\n- [ ] Create technical proposal with implementation plan\r\n- [ ] Address outstanding objections with evidence\r\n- [ ] Support pricing and packaging discussions\r\n- [ ] Conduct win/loss analysis post-decision\r\n\r\n**Templates:** Use `assets/technical_proposal_template.md` for the proposal document.\r\n\r\n**Output:** Technical proposal, implementation timeline, risk mitigation plan.\r\n\r\n---\r\n\r\n## Python Automation Tools\r\n\r\n### 1. RFP Response Analyzer\r\n\r\n**Script:** `scripts/rfp_response_analyzer.py`\r\n\r\n**Purpose:** Parse RFP/RFI requirements, score coverage, identify gaps, and generate bid/no-bid recommendations.\r\n\r\n**Coverage Categories:** Full (100%), Partial (50%), Planned (25%), Gap (0%).  \r\n**Priority Weighting:** Must-Have 3×, Should-Have 2×, Nice-to-Have 1×.\r\n\r\n**Bid/No-Bid Logic:**\r\n- **Bid:** Coverage >70% AND must-have gaps ≤3\r\n- **Conditional Bid:** Coverage 50–70% OR must-have gaps 2–3\r\n- **No-Bid:** Coverage <50% OR must-have gaps >3\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json            # human-readable\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json  # JSON output\r\npython scripts/rfp_response_analyzer.py --help\r\n```\r\n\r\n**Input Format:** See `assets/sample_rfp_data.json` for the complete schema.\r\n\r\n---\r\n\r\n### 2. Competitive Matrix Builder\r\n\r\n**Script:** `scripts/competitive_matrix_builder.py`\r\n\r\n**Purpose:** Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.\r\n\r\n**Feature Scoring:** Full (3), Partial (2), Limited (1), None (0).\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/competitive_matrix_builder.py competitive_data.json              # human-readable\r\npython scripts/competitive_matrix_builder.py competitive_data.json --format json  # JSON output\r\n```\r\n\r\n**Output Includes:** Feature comparison matrix, weighted competitive scores, differentiators, vulnerabilities, and win themes.\r\n\r\n---\r\n\r\n### 3. POC Planner\r\n\r\n**Script:** `scripts/poc_planner.py`\r\n\r\n**Purpose:** Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.\r\n\r\n**Default Phase Breakdown:**\r\n- **Week 1:** Setup — environment provisioning, data migration, configuration\r\n- **Weeks 2–3:** Core Testing — primary use cases, integration testing\r\n- **Week 4:** Advanced Testing — edge cases, performance, security\r\n- **Week 5:** Evaluation — scorecard completion, stakeholder review, go/no-go\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/poc_planner.py poc_data.json              # human-readable\r\npython scripts/poc_planner.py poc_data.json --format json  # JSON output\r\n```\r\n\r\n**Output Includes:** Phased POC plan, resource allocation, success criteria, evaluation scorecard, risk register, and go/no-go recommendation framework.\r\n\r\n---\r\n\r\n## Reference Knowledge Bases\r\n\r\n| Reference | Description |\r\n|-----------|-------------|\r\n| `references/rfp-response-guide.md` | RFP/RFI response best practices, compliance matrix, bid/no-bid framework |\r\n| `references/competitive-positioning-framework.md` | Competitive analysis methodology, battlecard creation, objection handling |\r\n| `references/poc-best-practices.md` | POC planning methodology, success criteria, evaluation frameworks |\r\n\r\n## Asset Templates\r\n\r\n| Template | Purpose |\r\n|----------|---------|\r\n| `assets/technical_proposal_template.md` | Technical proposal with executive summary, solution architecture, implementation plan |\r\n| `assets/demo_script_template.md` | Demo script with agenda, talking points, objection handling |\r\n| `assets/poc_scorecard_template.md` | POC evaluation scorecard with weighted scoring |\r\n| `assets/sample_rfp_data.json` | Sample RFP data for testing the analyzer |\r\n| `assets/expected_output.json` | Expected output from rfp_response_analyzer.py |\r\n\r\n## Integration Points\r\n\r\n- **Marketing Skills** - Leverage competitive intelligence and messaging frameworks from `marketing-skill/`\r\n- **Product Team** - Coordinate on roadmap items flagged as \"Planned\" in RFP analysis from `product-team/`\r\n- **C-Level Advisory** - Escalate strategic deals requiring executive engagement from `c-level-advisor/`\r\n- **Customer Success** - Hand off POC results and success criteria to CSM from `../customer-success-manager/`\r\n\r\n---\r\n\r\n**Last Updated:** February 2026\r\n**Status:** Production-ready\r\n**Tools:** 3 Python automation scripts\r\n**References:** 3 knowledge base documents\r\n**Templates:** 5 asset files",
    "user_template": ""
  },
  "variables": [],
  "install": {
    "steps": [
      {
        "title": "Download & unzip",
        "detail": "Download the .zip package from SkillVault and unzip it. The sales-engineer/ folder contains SKILL.md plus any companion scripts, references and assets."
      },
      {
        "title": "Copy into your agent skills directory",
        "detail": "Move the folder into your agent's skills directory — e.g. ~/.claude/skills/ (Claude Code), .codex/skills/, .cursor/skills/ or your project's .claude/skills/ folder — then restart or reload the session."
      },
      {
        "title": "Use it",
        "detail": "Describe the task in natural language; the agent loads the skill automatically when the request matches the skill description."
      }
    ]
  },
  "usage": {
    "steps": []
  },
  "metadata": {
    "author": "SkillVault",
    "source": "https://skillvault.top/skills/sales-engineer",
    "exported_at": "2026-11-03T07:42:29.218Z"
  }
}

format: aiskill/v1
skill:
  name: sales-engineer
  slug: sales-engineer
  version: 1.0.0
  description: >-
    Analyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices,
    and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to
    RFPs, bids, or proposal requests; comparing product features against competitors; planning or
    scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss
    competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal
    response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or
    'pre-sales engineering'.
  category: Business
  tags:
    - product-business
  platforms:
    - chatgpt
    - claude-code
    - cursor
  tested_environment: >-
    Agent Skills convention (SKILL.md) — works with Claude Code, Cursor, ChatGPT/Codex and
    compatible agents
  license: MIT
prompts:
  system: "# Sales Engineer Skill\r\n\r\n## 5-Phase Workflow\r\n\r\n### Phase 1: Discovery & Research\r\n\r\n**Objective:** Understand customer requirements, technical environment, and business drivers.\r\n\r\n**Checklist:**\r\n- [ ] Conduct technical discovery calls with stakeholders\r\n- [ ] Map customer's current architecture and pain points\r\n- [ ] Identify integration requirements and constraints\r\n- [ ] Document security and compliance requirements\r\n- [ ] Assess competitive landscape for this opportunity\r\n\r\n**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.\r\n\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json > phase1_rfp_results.json\r\n```\r\n\r\n**Output:** Technical discovery document, requirement map, initial coverage assessment.\r\n\r\n**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json | python -c \"import sys,json; r=json.load(sys.stdin); print('PROCEED' if r['coverage_score']>50 and r['must_have_gaps']<=3 else 'REVIEW')\"\r\n```\r\n\r\n---\r\n\r\n### Phase 2: Solution Design\r\n\r\n**Objective:** Design a solution architecture that addresses customer requirements.\r\n\r\n**Checklist:**\r\n- [ ] Map product capabilities to customer requirements\r\n- [ ] Design integration architecture\r\n- [ ] Identify customization needs and development effort\r\n- [ ] Build competitive differentiation strategy\r\n- [ ] Create solution architecture diagrams\r\n\r\n**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.\r\n\r\n```bash\r\npython scripts/competitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json\r\n\r\npython -c \"import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])\"\r\n```\r\n\r\n**Output:** Solution architecture, competitive positioning, technical differentiation strategy.\r\n\r\n**Validation checkpoint:** Confirm at least one strong differentiator exists per customer priority before proceeding to Phase 3. If no differentiators found, escalate to Product Team (see Integration Points).\r\n\r\n---\r\n\r\n### Phase 3: Demo Preparation & Delivery\r\n\r\n**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.\r\n\r\n**Checklist:**\r\n- [ ] Build demo environment matching customer's use case\r\n- [ ] Create demo script with talking points per stakeholder role\r\n- [ ] Prepare objection handling responses\r\n- [ ] Rehearse failure scenarios and recovery paths\r\n- [ ] Collect feedback and adjust approach\r\n\r\n**Templates:** Use `assets/demo_script_template.md` for structured demo preparation.\r\n\r\n**Output:** Customized demo, stakeholder-specific talking points, feedback capture.\r\n\r\n**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:\r\n```bash\r\npython -c \"import json; rfp=json.load(open('phase1_rfp_results.json')); [print('UNCOVERED:', r) for r in rfp['must_have_requirements'] if r['coverage']=='Gap']\"\r\n```\r\n\r\n---\r\n\r\n### Phase 4: POC & Evaluation\r\n\r\n**Objective:** Execute a structured proof-of-concept that validates the solution.\r\n\r\n**Checklist:**\r\n- [ ] Define POC scope, success criteria, and timeline\r\n- [ ] Allocate resources and set up environment\r\n- [ ] Execute phased testing (core, advanced, edge cases)\r\n- [ ] Track progress against success criteria\r\n- [ ] Generate evaluation scorecard\r\n\r\n**Tools:** Run `poc_planner.py` to generate the complete POC plan.\r\n\r\n```bash\r\npython scripts/poc_planner.py poc_data.json --format json > phase4_poc_plan.json\r\n\r\npython -c \"import json; p=json.load(open('phase4_poc_plan.json')); print('Go/No-Go:', p['recommendation'])\"\r\n```\r\n\r\n**Templates:** Use `assets/poc_scorecard_template.md` for evaluation tracking.\r\n\r\n**Output:** POC plan, evaluation scorecard, go/no-go recommendation.\r\n\r\n**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score <60%, document gaps and loop back to Phase 2 for solution redesign.\r\n\r\n---\r\n\r\n### Phase 5: Proposal & Closing\r\n\r\n**Objective:** Deliver a technical proposal that supports the commercial close.\r\n\r\n**Checklist:**\r\n- [ ] Compile POC results and success metrics\r\n- [ ] Create technical proposal with implementation plan\r\n- [ ] Address outstanding objections with evidence\r\n- [ ] Support pricing and packaging discussions\r\n- [ ] Conduct win/loss analysis post-decision\r\n\r\n**Templates:** Use `assets/technical_proposal_template.md` for the proposal document.\r\n\r\n**Output:** Technical proposal, implementation timeline, risk mitigation plan.\r\n\r\n---\r\n\r\n## Python Automation Tools\r\n\r\n### 1. RFP Response Analyzer\r\n\r\n**Script:** `scripts/rfp_response_analyzer.py`\r\n\r\n**Purpose:** Parse RFP/RFI requirements, score coverage, identify gaps, and generate bid/no-bid recommendations.\r\n\r\n**Coverage Categories:** Full (100%), Partial (50%), Planned (25%), Gap (0%).  \r\n**Priority Weighting:** Must-Have 3×, Should-Have 2×, Nice-to-Have 1×.\r\n\r\n**Bid/No-Bid Logic:**\r\n- **Bid:** Coverage >70% AND must-have gaps ≤3\r\n- **Conditional Bid:** Coverage 50–70% OR must-have gaps 2–3\r\n- **No-Bid:** Coverage <50% OR must-have gaps >3\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json            # human-readable\r\npython scripts/rfp_response_analyzer.py assets/sample_rfp_data.json --format json  # JSON output\r\npython scripts/rfp_response_analyzer.py --help\r\n```\r\n\r\n**Input Format:** See `assets/sample_rfp_data.json` for the complete schema.\r\n\r\n---\r\n\r\n### 2. Competitive Matrix Builder\r\n\r\n**Script:** `scripts/competitive_matrix_builder.py`\r\n\r\n**Purpose:** Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.\r\n\r\n**Feature Scoring:** Full (3), Partial (2), Limited (1), None (0).\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/competitive_matrix_builder.py competitive_data.json              # human-readable\r\npython scripts/competitive_matrix_builder.py competitive_data.json --format json  # JSON output\r\n```\r\n\r\n**Output Includes:** Feature comparison matrix, weighted competitive scores, differentiators, vulnerabilities, and win themes.\r\n\r\n---\r\n\r\n### 3. POC Planner\r\n\r\n**Script:** `scripts/poc_planner.py`\r\n\r\n**Purpose:** Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.\r\n\r\n**Default Phase Breakdown:**\r\n- **Week 1:** Setup — environment provisioning, data migration, configuration\r\n- **Weeks 2–3:** Core Testing — primary use cases, integration testing\r\n- **Week 4:** Advanced Testing — edge cases, performance, security\r\n- **Week 5:** Evaluation — scorecard completion, stakeholder review, go/no-go\r\n\r\n**Usage:**\r\n```bash\r\npython scripts/poc_planner.py poc_data.json              # human-readable\r\npython scripts/poc_planner.py poc_data.json --format json  # JSON output\r\n```\r\n\r\n**Output Includes:** Phased POC plan, resource allocation, success criteria, evaluation scorecard, risk register, and go/no-go recommendation framework.\r\n\r\n---\r\n\r\n## Reference Knowledge Bases\r\n\r\n| Reference | Description |\r\n|-----------|-------------|\r\n| `references/rfp-response-guide.md` | RFP/RFI response best practices, compliance matrix, bid/no-bid framework |\r\n| `references/competitive-positioning-framework.md` | Competitive analysis methodology, battlecard creation, objection handling |\r\n| `references/poc-best-practices.md` | POC planning methodology, success criteria, evaluation frameworks |\r\n\r\n## Asset Templates\r\n\r\n| Template | Purpose |\r\n|----------|---------|\r\n| `assets/technical_proposal_template.md` | Technical proposal with executive summary, solution architecture, implementation plan |\r\n| `assets/demo_script_template.md` | Demo script with agenda, talking points, objection handling |\r\n| `assets/poc_scorecard_template.md` | POC evaluation scorecard with weighted scoring |\r\n| `assets/sample_rfp_data.json` | Sample RFP data for testing the analyzer |\r\n| `assets/expected_output.json` | Expected output from rfp_response_analyzer.py |\r\n\r\n## Integration Points\r\n\r\n- **Marketing Skills** - Leverage competitive intelligence and messaging frameworks from `marketing-skill/`\r\n- **Product Team** - Coordinate on roadmap items flagged as \"Planned\" in RFP analysis from `product-team/`\r\n- **C-Level Advisory** - Escalate strategic deals requiring executive engagement from `c-level-advisor/`\r\n- **Customer Success** - Hand off POC results and success criteria to CSM from `../customer-success-manager/`\r\n\r\n---\r\n\r\n**Last Updated:** February 2026\r\n**Status:** Production-ready\r\n**Tools:** 3 Python automation scripts\r\n**References:** 3 knowledge base documents\r\n**Templates:** 5 asset files"
  user_template: ""
variables: []
install:
  steps:
    - title: Download & unzip
      detail: >-
        Download the .zip package from SkillVault and unzip it. The sales-engineer/ folder contains
        SKILL.md plus any companion scripts, references and assets.
    - title: Copy into your agent skills directory
      detail: >-
        Move the folder into your agent's skills directory — e.g. ~/.claude/skills/ (Claude Code),
        .codex/skills/, .cursor/skills/ or your project's .claude/skills/ folder — then restart or
        reload the session.
    - title: Use it
      detail: >-
        Describe the task in natural language; the agent loads the skill automatically when the
        request matches the skill description.
usage:
  steps: []
metadata:
  author: SkillVault
  source: https://skillvault.top/skills/sales-engineer
  exported_at: "2026-11-03T07:42:29.218Z"