Sales engineers usually don't have to negotiate price - that's the salesperson's job! That said, the AE/SE duo can be a powerhouse combo at the proposal stage. I believe very strongly in a pricing proposal that presents as a consultative set of recommendations based on discovery, written in the language of the prospect's needs and desired outcomes. An SE is absolutely the right person to help craft that story and can help deliver it, as well. This works particularly well when the SE has been multi-threading along with the AE and building rapport and relationships. It's probably overkill in a MM/SMB sale, but for big deals with complexity, it's a fantastic approach.

Demonstrate value by clearly linking your solution to the customer's specific business goals and pain points. Quantify ROI and highlight unique differentiators that justify your pricing.

I align our pricing with the tangible value and ROI our solution delivers. By showcasing real-world benefits, cost savings, and efficiency gains, I help clients see the investment not as a cost but as a catalyst for their growth and success.