[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"skill-1942d4c9-969c-44ae-911f-7bee23abf539":3,"$fT_qdw0wriIWTa9w6tqydS2ibEUmyiQ4Ke6hniz_EDaw":43},{"id":4,"title":5,"description":6,"categoryId":7,"moduleId":8,"tags":9,"prompt":10,"icon":11,"source":12,"sourceUrl":13,"authorId":14,"authorName":15,"isPublic":16,"stars":17,"runs":18,"createdAt":19,"updatedAt":19,"module":20,"category":27,"packages":34},"1942d4c9-969c-44ae-911f-7bee23abf539","sales-engineer","分析RFP\u002FRFI回复中的覆盖差距，构建竞争性功能比较矩阵，并为预销售工程规划概念验证（POC）活动。在回应RFP、投标或提案请求时使用；比较产品功能与竞争对手；规划或评分客户POC或销售演示；准备技术提案；或执行胜负\u002F损失竞争对手分析。处理描述为“RFP回复”、“投标回复”、“提案回复”、“竞争对手比较”等任务。","cat_life_career","mod_other","alirezarezvani,other","---\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","","imported","https:\u002F\u002Fgithub.com\u002Falirezarezvani\u002Fclaude-skills","user_system_seed","SkillOPIC",true,225,1469,"2026-05-16 13:49:20",{"id":8,"name":21,"slug":22,"icon":23,"description":24,"sort":25,"createdAt":26},"其他","other","mdi-page-next-outline","其他类型Skill",5,"2026-05-16 12:53:40",{"id":7,"name":28,"slug":29,"icon":30,"description":31,"moduleId":8,"sort":32,"skillCount":33,"createdAt":26},"职场发展","career","mdi-briefcase-outline","面试准备、简历优化、职业规划",4,575,[35],{"id":36,"skillId":4,"version":37,"fileName":38,"fileSize":39,"filePath":40,"fileHash":41,"manifest":42,"createdAt":19},"2dc03262-c9e8-496c-97e4-84e2299ac916","1.0.0","sales-engineer.zip",45075,"uploads\u002Fskills\u002F1942d4c9-969c-44ae-911f-7bee23abf539\u002Fsales-engineer.zip","687037286fefc6f6507637d2cd15e507d3dc16eae5ccbedeeab20d35e35c44a8","[{\"path\":\"SKILL.md\",\"isDirectory\":false,\"size\":9381},{\"path\":\"assets\u002Fdemo_script_template.md\",\"isDirectory\":false,\"size\":7744},{\"path\":\"assets\u002Fexpected_output.json\",\"isDirectory\":false,\"size\":14764},{\"path\":\"assets\u002Fpoc_scorecard_template.md\",\"isDirectory\":false,\"size\":5771},{\"path\":\"assets\u002Fsample_rfp_data.json\",\"isDirectory\":false,\"size\":7663},{\"path\":\"assets\u002Ftechnical_proposal_template.md\",\"isDirectory\":false,\"size\":6855},{\"path\":\"references\u002Fcompetitive-positioning-framework.md\",\"isDirectory\":false,\"size\":9421},{\"path\":\"references\u002Fpoc-best-practices.md\",\"isDirectory\":false,\"size\":11349},{\"path\":\"references\u002Frfp-response-guide.md\",\"isDirectory\":false,\"size\":7340},{\"path\":\"scripts\u002Fcompetitive_matrix_builder.py\",\"isDirectory\":false,\"size\":17622},{\"path\":\"scripts\u002Fpoc_planner.py\",\"isDirectory\":false,\"size\":26723},{\"path\":\"scripts\u002Frfp_response_analyzer.py\",\"isDirectory\":false,\"size\":19885}]",{"code":44,"message":45,"data":46},200,"success",{"items":47,"stats":48,"page":51},[],{"averageRating":49,"totalRatings":49,"ratingCounts":50},0,[49,49,49,49,49],{"limit":52,"offset":49,"hasMore":53,"nextOffset":52,"ratedOnly":16},15,false]