Selling enterprise level systems requires a functional knowledge of the technology but more importantly the value to the enterprise
Tell you a little story: years ago the largest farm implement company was embarking on an SAP initiative where they wopuld spend 1 billion dollars and change the company. IBM brought thier engineers in and talked bits and bytes. I took a different tact and brought in a top level exec from my company that implemented SAP for our company. Instead of talking engineering tech features we talked about what truly impacted him: how do you change the direction for 40,000 employees, spend a billion dollars and not get fired in the process. So, I guessed that "change management" was most important to him. We took the opposite path of IBM and pitched helping them manage change. The customer Exec said it was the finest vendor meeting of his carrer. I got a $10M starter order in a week
That's how you do it bitches.