Saving your career in the AI era: Presales Engineer's POV

We’re Replaceable — But So Was the Water Carrier

Over the last two years, more than 416,000 people have lost jobs in IT (according to the announced layoff tracker layoffs.fyi), with thousands more unannounced including developers, designers, QA specialists, presales engineer roles, and others worldwide. Recent experience has made one thing painfully clear: we are very replaceable.

To add fuel to the fire, at the end of 2022, ChatGPT was made publicly available. So, half-smiling and half-threatened, the common topic of coffee breaks, meetups, and conferences became: “Will AI replace us?”

Spoiler alert: Yes, AI will replace us. Well, sort of.

If we take a step back in history, new technology has always replaced human labor. Imagine the furious water carriers of ancient Rome when they saw aqueducts rendering their job obsolete. Or picture the retirement-ready hand copyists in the late Middle Ages, replaced by the printing press. I’m sure those medieval scribes were once highly respected, maybe even essential members of society… until they were no longer needed.

Fast Forward: The AI Takeover is Here

Now, fast forward to today, the question isn’t whether AI will replace us—it’s how, where, and in which areas.

Let’s take sales and presales. AI has already started drafting technical proposals, answering common questions, and recommending solutions based on customer data.

According to PWC’s 2024 CX Trend Report, one of the most promising use cases for AI this year lies in digital twins for sales and presales activities. These twins are transforming how businesses operate by enabling: enhanced visualization, more personalization, scenario simulation, or data-driven insights.

At Q, Presales AI Assistant Works Overtime

As we move from these broader trends to how we work day-to-day, at Q agency, AI has become an essential part of every of our presales engineer daily operations. We’re currently developing and utilizing an in-house AI tool that streamlines our processes—helping us prepare backlog based on the RFP, meeting notes, or any other useful document, generate accurate effort and price estimates, and finally create tailored pitch presentations.

The idea behind this approach is to significantly reduce the time required for presales preparation and keep the presales only as the knowledgeable supervisor during the estimation process.

When you add the rise of virtual selling, the growing preference for automated processes, and the shift toward self-service buying experiences, it’s clear: business interactions—and the data they generate—are becoming more centralized and aggregated. This creates the perfect playground for AI to take over.

What Would I Tell the Ancient Tech Workers..or to myself?

Now, reflecting on this shift, I wonder: what would I say to that poor Roman water carrier or the highly educated hand copyist? If they weren’t slaves (for the Roman guy it’s unlikely, but we can hope), I might offer some words of encouragement:

Meliora (“always strive for better”)…or the classic, Labor omnia vincit (“work conquers all”).

The new technology pushing us off our comfortable, warm sofa is terrifying. But it’s beyond our individual circle of influence. Instead, let’s focus on what we can control: staying informed, nurturing our interests, and striving to be just a little bit better every day.

Starting small, starting today..

I can put this into practice by dedicating some of my time to reading about relevant business trends or other topics I’m interested in.

Here’s how I can make a lot of my reading time by “starting small”:

1) After reading, I can write down one, the most compelling idea or insight I came across. (not something I knew from the past)

2) List down one or two additional notes or examples related to that insight. Maybe some interesting data that can be used for other purposes.

As a presales engineer, during my learning time, I could explore:

• Emotional intelligence in sales: how AI tools help sales teams tailor their pitches in real-time during virtual meetings, based on emotional cues and body language.


• Data literacy & predictive analytics: deepen knowledge of these topics to understand how to leverage data effectively in presales decision-making, use AI to anticipate client needs, and adjust the sales approach accordingly.


• Impact of human-AI collaboration on decision-making in the presales process.

Over time, I’ll gather a treasure trove of knowledge. When I sit down to reflect on everything collected, who knows? Maybe a wild, groundbreaking idea will strike.

And if not, maybe my AI assistant will find something brilliant in my pile of notes.

Adapt, Learn, and Pretend You’ve Always Been Ready

While AI continues to reshape industries, embracing constant learning, adaptability, and small daily improvements helps us stay relevant and succeed through the changes.

Meliora! 🙂