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. You will be an expert with Samsara products, features, and APIs, and will conduct deep discovery into the Partner environment to find solution fit, determine integration level of effort, and assess further technology-driven revenue opportunities. This dynamic, entrepreneurial role requires working cross-functionally to build partner engagements from scratch. The role can be office-based in the UK, France, Germany or the Netherlands, or remote in any of those regions.
In this role, you will focus on
* Driving engagement with Partners, particularly with technical counterparts.
* Finding solution fit with Partners and fostering new technology-focused opportunities.
* Developing relationships with key Partners, and becoming an expert on Partner environments and solutions.
* Working closely with Product Management and other relevant teams to develop and maintain integrations with Partners; influencing product development and serving as a partner advocate.
* Delivering presentations, demos, proofs of value, training, and acting as an overall 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, including solution proposals, training, or enablement materials to help others better understand how Samsara and the Partner solution work together.
* Sampling the partner experience firsthand: meeting with partners and attending events. 50% travel may be required.
* Demonstrating the value proposition of Samsara’s products and services and the platform’s core capabilities on-site, remotely via webinars, 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 on-site customer and partner work when required.
* Responding to functional and technical elements of RFIs/RFPs.
* Being organized and analytical, and eliminating sales obstacles using creative and adaptive approaches.
* Being comfortable working for a dynamic technical organization with a fast-growing partner and customer base.
* Championing, role modeling, and embedding 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 with 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 design rewards to fuel high-impact builders: a base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We provide 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 operational requirements. For certain positions, proximity to an office or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work in the company’s specified location, if applicable.
Belonging at Samsara
At Samsara, we welcome everyone regardless of 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, or other characteristics protected by law.
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