[lolinder]

Looking at the official description of a Forward Deployed Engineer I'm uncertain what even the nominal difference between this and a Solutions Architect is.

Is the nominal difference between an archetypal FDE and an archetypal SA greater than the difference in the SA role from company to company?

[cweld510]

The skillset is different. SAs everywhere I’ve worked are solidly salespeople. They can do AE work in a pinch, they use Salesforce, they know how to understand the state of an account, etc. They tend to be more limited technically and as such are generally deployed for the sale of a product which is “finished”, and as such spend most of their time mapping customers onto existing patterns that are already known to work, and identifying those patterns.

FDEs are different in that they’re deployed to sell and integrate products which are unfinished in some way. For example Palantir sold a fairly low-level generalized product which required bespoke technical work to integrate with a customer. This integration work is more like normal engineering work in that lots of code may have to be written and there’s technical creativity required. The reason why FDE is increasingly in vogue now is because AI companies haven’t yet found a high-level product shape which is generalizable across many customers, because the market is immature and customers probably don’t know what they want. So there’s lots of engineering work required to take a lower-level offering (e.g some sort of agent) and figure out how to use it to generate value for one particular customer.

[superfrank]

Based on what I first heard it described as, yeah, I think so.

In most places I've worked SAs are generally just connecting existing pieces of a system together to meet a customers needs. They may write code, but it's often just glue to connect two bits of the system together or transform some data or something like that. They're not really contributing to the underlying product, they're just using the product and some custom code to meet a specific customer's needs.

An FDE is supposed to be closer to a regular software engineer on a product or platform team in that their goal is to solve a specific customers problem, but they're supposed to be more focused on the big picture and using their learnings to build a better product. They're still using existing systems to solve problems and writing plenty of glue code, but they're also supposed to have the leeway to contribute to the underlying product to make it better for all customers.

The simplest example I can think of would be something like a customer saying something like they need a way to convert a bunch of their data to a CSV and then send that to a certain email address every Friday. A more traditional SA mindset may be to write a Python script that runs on a cron that connects to that customers DB pulls the data, converts it to CSV, and then emails that specific email address. Even if the SA knows that's not the best way to do it, it's the tools they've been given to work work. A FDE should have the leeway and skills to go talk to a PM and their engineering team and just build an in product, self serve tool to do that (assuming everyone is aligned that that is good for the product).

Again though, what I've heard is that most FDEs at most companies are just SAs by another name.

[procarch2019]

I think it is. I work for a (relatively) small company. I naturally grew from project engineer to senior/lead/sme (including pioneering tech _for my industry_) to SA. I had also stuck with my company for many years, so I have the industry connections and got to be known as a heavy hitter. That trust relationship with the customers mixed with technical know how = sales and consulting.

Again, because of the size of my company I can make my role fluid (including a good way), but call it what you will I engineer, I sell, I consult.

[trollbridge]

It’s an SA, except too many places started using SA for sales roles, so now we have the FDE role which… is starting to get polluted by sales, too.

[colechristensen]

It's looking like the answer is no. They're the same within the bounds of ordinary differences in the role between companies.