Partner Sales Engineer at Samsara

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale. Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term. About the Role Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. These include Insurance Partners, Resale Partners, Referral Partners, Technology Integration Partners and Fleet Management Companies. As a Partnership Sales Engineer, you will be working closely with our Partner Account managers and be responsible for leading technology conversations with existing and potential Partners and customers. Being able to navigate what is needed to create success for the Partner is essential. This person will be an expert with Samsara products, features, and APIs. Using their expertise this person will be expected to do deep discovery into the Partner environment to: (A) find solution fit, (B) determine integration level of effort, and (C) assess further technology driven revenue opportunities. It will be common to need to learn a Partner’s ecosystem by learning their products and processes and relating that back into opportunities with Samsara’s solution set. This is a dynamic, entrepreneurial role that requires working cross-functionally to build partner engagements from scratch. The role (and team) has strong potential for growth along with our partner programs. The role can be office-based in the UK, France, Germany or the Netherlands, or remote in any of those regions. You should apply if • You want to make a difference: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely. • Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline. • You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. • You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time. • You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before. In this role, you will focus on • Driving engagement with Partners, particularly with technical counterparts • Finding solution fit with Partners and foster new technology focused opportunities • Developing relationships with key Partners, and become an expert on Partner environments and solutions • Working closely with Product Management, and other relevant teams, to develop and maintain integrations with Partners. Influence product development and be a partner advocate • Delivering presentations, demos, proof of value, trainings, and overall being a technical resource for Partners and Partner facing teams • Enabling internal teams to utilize and sell Partner integrations • Preparing technical resources for internal and external use. This may include solution proposals, training or enablement materials to help others better understand how Samsara and the Partner solution works together • Sampling the partner experience first hand: meet with partners and attend events. 50% travel may be required • Ability to impactfully demonstrate the value proposition of Samsara’s products and services along with the platforms core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows • Willingness to travel to visit and support partners, their related prospects and customers, and to engage in onsite customer and partner work when required • Responding to functional and technical elements of RFIs/RFPs • Ability to be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches • You should be comfortable working for a dynamic technical organization with a fast-growing partner and customer base • Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices An ideal candidate also has • 5+ years of experience in a pre-sales technical role (Sales Engineer, Solutions Consultant, etc.) • Previous experience working in a Channel or Partner environment a plus, major plus in a Fleet Sales environment • Strong technical and business acumen • Excellent communication (verbal and written), customer service, and interpersonal skills • Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.) • Experience integrating with RESTful APIs between SaaS applications • Exposure to various SaaS based integrations • IoT or general tinkering experience (work or hobby) a plus • Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus • Fluency in English • Experience of Command of the Message and MEDDPICC • Fluency in French or German a plus Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. Flexible Working At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [Upgrade to PRO to see contact] or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.