A new perspective from our partners at Provarity explores how AI is reshaping the presales function, automating routine tasks such as RFP responses, discovery summaries, and early-stage demos. As these workflows become increasingly AI-driven, the role of the Sales Engineer is shifting toward more strategic, high-impact activities.
The article highlights that complex technical evaluations, particularly proofs of concept (POCs), remain heavily dependent on human expertise. In these environments, navigating real-world complexity, guiding decision-making, and building trust continue to be critical to closing deals. As AI takes on more operational tasks, human involvement in these moments is becoming more important, not less.