I know I look homeless its been a long dayweek

The way most tech sales companies do it is they have an account manager who's a salesperson and a pre-sales engineer, a technical person. They go out and sell together. They go meet with a client together. The salesperson is responsible for like booking the meeting, generating the pipeline, validating pricing, validating the proposal, moving the deal forward, closing, booking the deal. The pre-sales engineer is gonna get the technical requirements, help build the solution, build the bill of materials, write the scope of work for what the engineers will do, and pass that to the salesperson to complete the sale. So this is always like a team model for most tech sales jobs. I believe that AI will combine these two into one role. I think the pre-sales engineering role will be replaced by AI. And either a pre-sales engineer needs to become more savvy at selling or a salesperson needs to become a little bit more technically sharp. But this is gonna be combined into one role because I imagine in the very near future one person will be able to go meet with a client and record the meeting and in real time generate a bill of materials for everything that needs to be quoted and sold in the solution, a scope of work, and they'll validate pricing across, you know, I don't know, industry standards or within their own internal systems what they've sold prices at before to that specific client. I think it'll be able to generate it in real time and turn the proposal around quicker. Right now turning around a quote, a statement of work, to a client is still taking a pretty long time I think for where we are at like in 2026. Especially if you're selling some sort of complex solution or building a complex product for a client. Scoping can take weeks, time kills deals, and it's kind of the push and pull of the salesperson and the engineer wanting every detail, getting everything perfect, yadda yadda yadda. So in the very near future I think the pre-sales engineering role being separate from the salesperson will be eliminated. I think there's still gonna be a human being because I've always said a CEO, a CIO, a VP, they want to call and talk to a person, not a chatbot. I think they will be able to email for simple quotes and get a quote turned around and email back and forth with some sort of AI solution, but when it comes to complex solution selling they will still want to interact with a person. That person will need to be incredibly sharp, business savvy, technically sound, and they will have to leverage AI big-time.