S6E10 Clint Biggs | Sales Engineering, Relationships, & Earning Potential

In this insightful episode, Clint Biggs shares his extensive experience in test engineering sales, discussing the critical intersection of technical expertise and customer relationships. With over 30 years in the industry, Clint provides valuable insights into sales engineering, team collaboration, and career development for engineers.

Main Topics:

• Test Engineering Across Industries
• Sales and Engineering Collaboration
• Building Professional Relationships
• Sales Engineer Compensation and Incentives
• Effective Communication Strategies
• Value-Based Service Delivery

Clint Biggs is the Senior Vice President of Sales and Marketing at Testeract, a company specializing in automated test systems. Since March 2023, he has driven revenue and market growth, notably overseeing the merger of SOLUbit into Testeract.

Previously, as President of SOLUbit, Inc. (October 2015 – May 2024), Clint led significant growth, expanding the team and tripling revenue. The company served industry leaders like Agilent Technologies and Intel, providing solutions across mechanical, electrical, and software engineering disciplines.

At National Instruments, Clint held leadership roles over a 23-year tenure, including Principal of Key Accounts & Sales Excellence and Department Manager for Americas Services & Support, where he led over 250 engineering professionals.

He holds a Bachelor of Science in Computer Science from Park University, graduating Magna Cum Laude. Clint is recognized for his leadership development, strategic growth, and aligning engineering with market needs.

Links:

Clint Biggs - LinkedIn

Testeract Website

About Being An Engineer

The Being An Engineer podcast is a repository for industry knowledge and a tool through which engineers learn about and connect with relevant companies, technologies, people resources, and opportunities. We feature successful mechanical engineers and interview engineers who are passionate about their work and who made a great impact on the engineering community.

The Being An Engineer podcast is brought to you by Pipeline Design & Engineering. Pipeline partners with medical & other device engineering teams who need turnkey equipment such as cycle test machines, custom test fixtures, automation equipment, assembly jigs, inspection stations and more. You can find us on the web at www.teampipeline.us

Chapters

• 0:00 Introduction and Background of Clint Biggs
• 2:41 Types of Testing in Test Engineering
• 4:01 Test Engineering Applications and Methods
• 9:19 Sales and Engineering Collaboration Challenges
• 15:58 Building Relationships and Overcoming Process Barriers
• 21:28 Sales Engineer Compensation and Incentives
• 29:21 Aligning Sales and Engineering Incentives
• 33:40 Effective Communication with Sales Teams
• 34:18 Industry-Specific Approaches in Test Engineering
• 36:23 Overcoming Time-Based Pricing Challenges
• 39:16 Final Thoughts and Contact Information