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In this tutorial, you will configure the Sales Engineer (SE) persona and walk through three common workflows: demo preparation, RFP response drafting, and prospect research. The SE persona is designed for users who own technical credibility and POC success. It provides structured discovery questions, demo configuration, RFP response drafting, and POC planning.

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What the SE persona provides

The following table summarizes the primary use cases for the SE persona.

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Set up the SE persona

1

Open Persona Management

In the Admin Console, click Persona Management and then + Create New Persona.
2

Configure the persona

  • Name: Sales Engineer
  • Behavior: “You are a Sales Engineer. Help run structured technical discovery, prepare tailored demos, respond to RFPs and technical objections, plan and track POCs, and generate solution architecture documents. Ground all responses in internal knowledge bases, CRM data, and prospect context.”
  • Enable Memory: ON
3

Set permissions

Enable Access Connections, Access Knowledge Base, and Browse Web (SEs need web access for prospect tech stack research). Disable Use Email Tools unless SEs send directly from the platform.
4

Assign skills

Assign the following skills: Technical Discovery, RFP Response, Demo Prep, Technical Objection Handling, POC Planning.
5

Configure starter prompts

Add starter prompts tailored to the SE role:
  • “Generate discovery questions for [industry] prospect.”
  • “Prep me for tomorrow’s demo with [company name].”
  • “Draft an RFP response for [topic].”
  • “What technical objections should I expect?”
  • “Build a POC plan for [company name].”
  • “Create a solution architecture summary for [deal name].”
6

Assign users and go live

Assign your SE team members to this persona.

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Example: demo preparation

This example shows how the SE persona generates a tailored demo brief from a single prompt. “Prep me for tomorrow’s technical demo with Apex Dynamics. They are evaluating us against Snowflake for their data platform consolidation.” The Persona AI returns the following sections.
  • Technical context: Current stack, evaluation driver, employee count, and deployment requirements.
  • Likely technical objections: Specific objections mapped to the prospect’s stack, with recommended responses and proof points.
  • Recommended demo flow: A structured demo sequence tailored to the prospect’s evaluation criteria and competitive position.
Persona AI generating a full demo prep plan with outcomes, a timed run of show, and objection handling.

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Example: RFP response

This example shows how the SE persona drafts an RFP response from your approved answer library. “Draft an RFP response for data integration capabilities” The Persona AI queries the approved answer library in your connected knowledge base and drafts a response following your standard format. If the answer library does not cover a question, then the Persona AI flags the gap. The SE can review, edit, and export the response as a DOCX document.

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Example: prospect research

This example shows how the SE persona researches a prospect and generates cold outreach angles grounded in public data. “Research ideaboxAI and give me cold outreach angles for their Head of Data Platform” The Persona AI runs a web search and crawls the prospect’s public pages to gather product positioning, tech stack signals, and infrastructure context. It then generates targeted outreach angles, each with a hook, talk track, and call to action. Persona AI generating cold outreach angles grounded in the prospect's public data and positioning.

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Next steps

Now that the SE persona is configured, explore related tutorials to expand your setup.

Using the Persona AI

Learn how to send prompts, hold multi-turn conversations, and generate documents.

Account Executive persona

Configure the AE persona for deal intelligence, meeting prep, and pipeline management.

Sales Development Rep persona

Set up the SDR persona for prospect research and outreach generation.

Connectors overview

Learn how to set up and manage data source connectors for your workspace.