"When I realized no two days in sales engineering would ever be the same, I knew I’d found my path.”
A sales engineer’s role goes beyond understanding equipment; it’s about helping customers make choices that set their buildings up for lasting success. At the intersection of technical expertise and relationship building, this is a career path that offers the opportunity to turn insight into impact.
In this blog post, we explore what makes a career in sales engineering both challenging and deeply rewarding: a role that thrives on curiosity, collaboration, and continuous growth.
Finding a Career That Fits
Critical thinking and problem-solving can open many doors in numerous industries. Many engineers start out drawn to technical work but soon realize they also crave connections and the chance to build relationships, lead conversations, and see their ideas come to life. Sales engineering brings those worlds together.
As Paul Pasternock, Vice President of Sales and Marketing, describes it, “Sales gave me the chance to make every workday different. No industry, project, or work week is ever the same.”
Building Skills That Last
“Success in sales engineering takes time and persistence, but it also builds lifelong skills. Patience, adaptability, and communication are just as critical as technical knowledge.
“Ask good questions and be willing to adapt,” Pasternock advises. “In HVAC, success means embracing change, balancing technical expertise with people skills, and taking charge of your own growth.”
Mentorship and teamwork play a key role, too. Learning from experienced professionals helps new engineers see not just how to sell, but how to solve. Understanding why projects succeed, how challenges are overcome, and what it takes to earn long-term trust are essential lessons early on.
"Those who own their path will thrive."
Engineering the Future of HVAC
As the HVAC industry evolves, so does the role of the engineer. Sustainability, smart systems, and energy efficiency are reshaping what’s possible, and sales engineers are on the front line of that change.
“These changes are affecting everyone,” Pasternock noted. “We’re all learning how to work alongside new technologies to do our jobs more efficiently.”
Every project brings its own set of challenges, from unique building types to emerging design standards. Staying curious and collaborative keeps engineers ahead of the curve, ensuring that each system they help design supports the comfort, performance, and sustainability of the built environment. “There are a lot of unknowns in HVAC,” Pasternock says, “but that’s what makes this job so rewarding.”
Better Buildings Start With Better Partners
Sales engineering offers a career that blends technical expertise with human connection and empowers you to make a real impact on the buildings where people live and work.
At Thermosystems, our engineers are solving real-world challenges every day: from sustainable design to system innovation. If you’re ready to take ownership of your path, explore our open roles and start shaping the future of HVAC with us.
