they are in a decision making role and need to make purchases or decisions that will ultimately be sold to a customer.

They almost always spec things out in a very impractical way not keeping the end goal in mind.

I’m speaking generally, of course. Sales people make impractical commitments/promises and engineers tend to over-ask and miss the point. It obviously leads to frustrations from both sides.

When you get someone that is brainy enough to get in the weeds with the engineers who is also very practical and can sell — you have a unicorn on your hands that is worth his/her weight in gold.