[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"skill:01M6F2V8JSYHFW34PN59WS1SGW":3,"skill-same:01M6F2V8JSYHFW34PN59WS1SGW":72},{"skillNo":4,"name":5,"nameZh":6,"description":7,"descriptionZh":6,"repositoryFullName":8,"ownerLogin":9,"ownerAvatarUrl":10,"ownerAccountNo":11,"ownerDisplayName":12,"repositoryNo":13,"starsCount":14,"licenseSpdxId":15,"licenseFileUrl":6,"sourceHtmlUrl":16,"categories":17,"keywords":23,"publishedAt":44,"linkOnly":45,"markdownContent":46,"markdownBody":47,"frontMatter":48,"refName":49,"commitSha":50,"skillDirectory":51,"forksCount":52,"repositoryHtmlUrl":53,"repositoryHomepageUrl":54,"ownerHtmlUrl":55,"ownerBlogUrl":6,"ownerDescription":56,"updatedAt":57,"install":58,"resources":71},"01M6F2V8JSYHFW34PN59WS1SGW","sales-engineer",null,"Analyzes RFP\u002FRFI 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\u002Floss 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'.","ComeOnOliver\u002Fskillshub","ComeOnOliver","https:\u002F\u002Favatars.githubusercontent.com\u002Fu\u002F43215937?v=4","01M6E5JNFECJAAVFE0W7SMWWD2","Haoran Shu","01M6E5JNNDQS7AJZDYFQ8TPZCK",67,"MIT","https:\u002F\u002Fgithub.com\u002FComeOnOliver\u002Fskillshub\u002Fblob\u002Fmain\u002Fskills\u002Falirezarezvani\u002Fclaude-skills\u002Fsales-engineer\u002FSKILL.md",[18],{"categoryNo":19,"categoryName":20,"taxonomyType":21,"taxonomyTypeDesc":22},"01JBSEEDCAT000000000000023","Skill与智能体开发","SCENARIO","使用场景",[24,25,26,27,28,29,30,31,32,33,34,35,36,37,38,39,40,41,42,43],"engineer","sales engineer","sales","competitive","customer","proposal","as","plans","feature","scoring","poc","rfi","coverage","technical","competitors","analysis","product","planning","tasks","proposal response","2026-11-10 10:12:30",false,"---\nname: \"sales-engineer\"\ndescription: Analyzes RFP\u002FRFI 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\u002Floss 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'.\n---\n\n# Sales Engineer Skill\n\n## 5-Phase Workflow\n\n### Phase 1: Discovery & Research\n\n**Objective:** Understand customer requirements, technical environment, and business drivers.\n\n**Checklist:**\n- [ ] Conduct technical discovery calls with stakeholders\n- [ ] Map customer's current architecture and pain points\n- [ ] Identify integration requirements and constraints\n- [ ] Document security and compliance requirements\n- [ ] Assess competitive landscape for this opportunity\n\n**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.\n\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json --format json > phase1_rfp_results.json\n```\n\n**Output:** Technical discovery document, requirement map, initial coverage assessment.\n\n**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_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']\u003C=3 else 'REVIEW')\"\n```\n\n---\n\n### Phase 2: Solution Design\n\n**Objective:** Design a solution architecture that addresses customer requirements.\n\n**Checklist:**\n- [ ] Map product capabilities to customer requirements\n- [ ] Design integration architecture\n- [ ] Identify customization needs and development effort\n- [ ] Build competitive differentiation strategy\n- [ ] Create solution architecture diagrams\n\n**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.\n\n```bash\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json\n\npython -c \"import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])\"\n```\n\n**Output:** Solution architecture, competitive positioning, technical differentiation strategy.\n\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).\n\n---\n\n### Phase 3: Demo Preparation & Delivery\n\n**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.\n\n**Checklist:**\n- [ ] Build demo environment matching customer's use case\n- [ ] Create demo script with talking points per stakeholder role\n- [ ] Prepare objection handling responses\n- [ ] Rehearse failure scenarios and recovery paths\n- [ ] Collect feedback and adjust approach\n\n**Templates:** Use `assets\u002Fdemo_script_template.md` for structured demo preparation.\n\n**Output:** Customized demo, stakeholder-specific talking points, feedback capture.\n\n**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:\n```bash\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']\"\n```\n\n---\n\n### Phase 4: POC & Evaluation\n\n**Objective:** Execute a structured proof-of-concept that validates the solution.\n\n**Checklist:**\n- [ ] Define POC scope, success criteria, and timeline\n- [ ] Allocate resources and set up environment\n- [ ] Execute phased testing (core, advanced, edge cases)\n- [ ] Track progress against success criteria\n- [ ] Generate evaluation scorecard\n\n**Tools:** Run `poc_planner.py` to generate the complete POC plan.\n\n```bash\npython scripts\u002Fpoc_planner.py poc_data.json --format json > phase4_poc_plan.json\n\npython -c \"import json; p=json.load(open('phase4_poc_plan.json')); print('Go\u002FNo-Go:', p['recommendation'])\"\n```\n\n**Templates:** Use `assets\u002Fpoc_scorecard_template.md` for evaluation tracking.\n\n**Output:** POC plan, evaluation scorecard, go\u002Fno-go recommendation.\n\n**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score \u003C60%, document gaps and loop back to Phase 2 for solution redesign.\n\n---\n\n### Phase 5: Proposal & Closing\n\n**Objective:** Deliver a technical proposal that supports the commercial close.\n\n**Checklist:**\n- [ ] Compile POC results and success metrics\n- [ ] Create technical proposal with implementation plan\n- [ ] Address outstanding objections with evidence\n- [ ] Support pricing and packaging discussions\n- [ ] Conduct win\u002Floss analysis post-decision\n\n**Templates:** Use `assets\u002Ftechnical_proposal_template.md` for the proposal document.\n\n**Output:** Technical proposal, implementation timeline, risk mitigation plan.\n\n---\n\n## Python Automation Tools\n\n### 1. RFP Response Analyzer\n\n**Script:** `scripts\u002Frfp_response_analyzer.py`\n\n**Purpose:** Parse RFP\u002FRFI requirements, score coverage, identify gaps, and generate bid\u002Fno-bid recommendations.\n\n**Coverage Categories:** Full (100%), Partial (50%), Planned (25%), Gap (0%).  \n**Priority Weighting:** Must-Have 3×, Should-Have 2×, Nice-to-Have 1×.\n\n**Bid\u002FNo-Bid Logic:**\n- **Bid:** Coverage >70% AND must-have gaps ≤3\n- **Conditional Bid:** Coverage 50–70% OR must-have gaps 2–3\n- **No-Bid:** Coverage \u003C50% OR must-have gaps >3\n\n**Usage:**\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json            # human-readable\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json --format json  # JSON output\npython scripts\u002Frfp_response_analyzer.py --help\n```\n\n**Input Format:** See `assets\u002Fsample_rfp_data.json` for the complete schema.\n\n---\n\n### 2. Competitive Matrix Builder\n\n**Script:** `scripts\u002Fcompetitive_matrix_builder.py`\n\n**Purpose:** Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.\n\n**Feature Scoring:** Full (3), Partial (2), Limited (1), None (0).\n\n**Usage:**\n```bash\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json              # human-readable\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json --format json  # JSON output\n```\n\n**Output Includes:** Feature comparison matrix, weighted competitive scores, differentiators, vulnerabilities, and win themes.\n\n---\n\n### 3. POC Planner\n\n**Script:** `scripts\u002Fpoc_planner.py`\n\n**Purpose:** Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.\n\n**Default Phase Breakdown:**\n- **Week 1:** Setup — environment provisioning, data migration, configuration\n- **Weeks 2–3:** Core Testing — primary use cases, integration testing\n- **Week 4:** Advanced Testing — edge cases, performance, security\n- **Week 5:** Evaluation — scorecard completion, stakeholder review, go\u002Fno-go\n\n**Usage:**\n```bash\npython scripts\u002Fpoc_planner.py poc_data.json              # human-readable\npython scripts\u002Fpoc_planner.py poc_data.json --format json  # JSON output\n```\n\n**Output Includes:** Phased POC plan, resource allocation, success criteria, evaluation scorecard, risk register, and go\u002Fno-go recommendation framework.\n\n---\n\n## Reference Knowledge Bases\n\n| Reference | Description |\n|-----------|-------------|\n| `references\u002Frfp-response-guide.md` | RFP\u002FRFI response best practices, compliance matrix, bid\u002Fno-bid framework |\n| `references\u002Fcompetitive-positioning-framework.md` | Competitive analysis methodology, battlecard creation, objection handling |\n| `references\u002Fpoc-best-practices.md` | POC planning methodology, success criteria, evaluation frameworks |\n\n## Asset Templates\n\n| Template | Purpose |\n|----------|---------|\n| `assets\u002Ftechnical_proposal_template.md` | Technical proposal with executive summary, solution architecture, implementation plan |\n| `assets\u002Fdemo_script_template.md` | Demo script with agenda, talking points, objection handling |\n| `assets\u002Fpoc_scorecard_template.md` | POC evaluation scorecard with weighted scoring |\n| `assets\u002Fsample_rfp_data.json` | Sample RFP data for testing the analyzer |\n| `assets\u002Fexpected_output.json` | Expected output from rfp_response_analyzer.py |\n\n## Integration Points\n\n- **Marketing Skills** - Leverage competitive intelligence and messaging frameworks from `..\u002F..\u002Fmarketing-skill\u002F`\n- **Product Team** - Coordinate on roadmap items flagged as \"Planned\" in RFP analysis from `..\u002F..\u002Fproduct-team\u002F`\n- **C-Level Advisory** - Escalate strategic deals requiring executive engagement from `..\u002F..\u002Fc-level-advisor\u002F`\n- **Customer Success** - Hand off POC results and success criteria to CSM from `..\u002Fcustomer-success-manager\u002F`\n\n---\n\n**Last Updated:** February 2026\n**Status:** Production-ready\n**Tools:** 3 Python automation scripts\n**References:** 3 knowledge base documents\n**Templates:** 5 asset files\n\n","# Sales Engineer Skill\n\n## 5-Phase Workflow\n\n### Phase 1: Discovery & Research\n\n**Objective:** Understand customer requirements, technical environment, and business drivers.\n\n**Checklist:**\n- [ ] Conduct technical discovery calls with stakeholders\n- [ ] Map customer's current architecture and pain points\n- [ ] Identify integration requirements and constraints\n- [ ] Document security and compliance requirements\n- [ ] Assess competitive landscape for this opportunity\n\n**Tools:** Run `rfp_response_analyzer.py` to score initial requirement alignment.\n\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json --format json > phase1_rfp_results.json\n```\n\n**Output:** Technical discovery document, requirement map, initial coverage assessment.\n\n**Validation checkpoint:** Coverage score must be >50% and must-have gaps ≤3 before proceeding to Phase 2. Check with:\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_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']\u003C=3 else 'REVIEW')\"\n```\n\n---\n\n### Phase 2: Solution Design\n\n**Objective:** Design a solution architecture that addresses customer requirements.\n\n**Checklist:**\n- [ ] Map product capabilities to customer requirements\n- [ ] Design integration architecture\n- [ ] Identify customization needs and development effort\n- [ ] Build competitive differentiation strategy\n- [ ] Create solution architecture diagrams\n\n**Tools:** Run `competitive_matrix_builder.py` using Phase 1 data to identify differentiators and vulnerabilities.\n\n```bash\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json --format json > phase2_competitive.json\n\npython -c \"import json; d=json.load(open('phase2_competitive.json')); print('Differentiators:', d['differentiators']); print('Vulnerabilities:', d['vulnerabilities'])\"\n```\n\n**Output:** Solution architecture, competitive positioning, technical differentiation strategy.\n\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).\n\n---\n\n### Phase 3: Demo Preparation & Delivery\n\n**Objective:** Deliver compelling technical demonstrations tailored to stakeholder priorities.\n\n**Checklist:**\n- [ ] Build demo environment matching customer's use case\n- [ ] Create demo script with talking points per stakeholder role\n- [ ] Prepare objection handling responses\n- [ ] Rehearse failure scenarios and recovery paths\n- [ ] Collect feedback and adjust approach\n\n**Templates:** Use `assets\u002Fdemo_script_template.md` for structured demo preparation.\n\n**Output:** Customized demo, stakeholder-specific talking points, feedback capture.\n\n**Validation checkpoint:** Demo script must cover every must-have requirement flagged in `phase1_rfp_results.json` before delivery. Cross-reference with:\n```bash\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']\"\n```\n\n---\n\n### Phase 4: POC & Evaluation\n\n**Objective:** Execute a structured proof-of-concept that validates the solution.\n\n**Checklist:**\n- [ ] Define POC scope, success criteria, and timeline\n- [ ] Allocate resources and set up environment\n- [ ] Execute phased testing (core, advanced, edge cases)\n- [ ] Track progress against success criteria\n- [ ] Generate evaluation scorecard\n\n**Tools:** Run `poc_planner.py` to generate the complete POC plan.\n\n```bash\npython scripts\u002Fpoc_planner.py poc_data.json --format json > phase4_poc_plan.json\n\npython -c \"import json; p=json.load(open('phase4_poc_plan.json')); print('Go\u002FNo-Go:', p['recommendation'])\"\n```\n\n**Templates:** Use `assets\u002Fpoc_scorecard_template.md` for evaluation tracking.\n\n**Output:** POC plan, evaluation scorecard, go\u002Fno-go recommendation.\n\n**Validation checkpoint:** POC conversion requires scorecard score >60% across all evaluation dimensions (functionality, performance, integration, usability, support). If score \u003C60%, document gaps and loop back to Phase 2 for solution redesign.\n\n---\n\n### Phase 5: Proposal & Closing\n\n**Objective:** Deliver a technical proposal that supports the commercial close.\n\n**Checklist:**\n- [ ] Compile POC results and success metrics\n- [ ] Create technical proposal with implementation plan\n- [ ] Address outstanding objections with evidence\n- [ ] Support pricing and packaging discussions\n- [ ] Conduct win\u002Floss analysis post-decision\n\n**Templates:** Use `assets\u002Ftechnical_proposal_template.md` for the proposal document.\n\n**Output:** Technical proposal, implementation timeline, risk mitigation plan.\n\n---\n\n## Python Automation Tools\n\n### 1. RFP Response Analyzer\n\n**Script:** `scripts\u002Frfp_response_analyzer.py`\n\n**Purpose:** Parse RFP\u002FRFI requirements, score coverage, identify gaps, and generate bid\u002Fno-bid recommendations.\n\n**Coverage Categories:** Full (100%), Partial (50%), Planned (25%), Gap (0%).  \n**Priority Weighting:** Must-Have 3×, Should-Have 2×, Nice-to-Have 1×.\n\n**Bid\u002FNo-Bid Logic:**\n- **Bid:** Coverage >70% AND must-have gaps ≤3\n- **Conditional Bid:** Coverage 50–70% OR must-have gaps 2–3\n- **No-Bid:** Coverage \u003C50% OR must-have gaps >3\n\n**Usage:**\n```bash\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json            # human-readable\npython scripts\u002Frfp_response_analyzer.py assets\u002Fsample_rfp_data.json --format json  # JSON output\npython scripts\u002Frfp_response_analyzer.py --help\n```\n\n**Input Format:** See `assets\u002Fsample_rfp_data.json` for the complete schema.\n\n---\n\n### 2. Competitive Matrix Builder\n\n**Script:** `scripts\u002Fcompetitive_matrix_builder.py`\n\n**Purpose:** Generate feature comparison matrices, calculate competitive scores, identify differentiators and vulnerabilities.\n\n**Feature Scoring:** Full (3), Partial (2), Limited (1), None (0).\n\n**Usage:**\n```bash\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json              # human-readable\npython scripts\u002Fcompetitive_matrix_builder.py competitive_data.json --format json  # JSON output\n```\n\n**Output Includes:** Feature comparison matrix, weighted competitive scores, differentiators, vulnerabilities, and win themes.\n\n---\n\n### 3. POC Planner\n\n**Script:** `scripts\u002Fpoc_planner.py`\n\n**Purpose:** Generate structured POC plans with timeline, resource allocation, success criteria, and evaluation scorecards.\n\n**Default Phase Breakdown:**\n- **Week 1:** Setup — environment provisioning, data migration, configuration\n- **Weeks 2–3:** Core Testing — primary use cases, integration testing\n- **Week 4:** Advanced Testing — edge cases, performance, security\n- **Week 5:** Evaluation — scorecard completion, stakeholder review, go\u002Fno-go\n\n**Usage:**\n```bash\npython scripts\u002Fpoc_planner.py poc_data.json              # human-readable\npython scripts\u002Fpoc_planner.py poc_data.json --format json  # JSON output\n```\n\n**Output Includes:** Phased POC plan, resource allocation, success criteria, evaluation scorecard, risk register, and go\u002Fno-go recommendation framework.\n\n---\n\n## Reference Knowledge Bases\n\n| Reference | Description |\n|-----------|-------------|\n| `references\u002Frfp-response-guide.md` | RFP\u002FRFI response best practices, compliance matrix, bid\u002Fno-bid framework |\n| `references\u002Fcompetitive-positioning-framework.md` | Competitive analysis methodology, battlecard creation, objection handling |\n| `references\u002Fpoc-best-practices.md` | POC planning methodology, success criteria, evaluation frameworks |\n\n## Asset Templates\n\n| Template | Purpose |\n|----------|---------|\n| `assets\u002Ftechnical_proposal_template.md` | Technical proposal with executive summary, solution architecture, implementation plan |\n| `assets\u002Fdemo_script_template.md` | Demo script with agenda, talking points, objection handling |\n| `assets\u002Fpoc_scorecard_template.md` | POC evaluation scorecard with weighted scoring |\n| `assets\u002Fsample_rfp_data.json` | Sample RFP data for testing the analyzer |\n| `assets\u002Fexpected_output.json` | Expected output from rfp_response_analyzer.py |\n\n## Integration Points\n\n- **Marketing 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