make an impact as we build for the long term.
About the role:
As a Strategic Sales Engineer at Samsara, you’d be an integral part of a diverse team working to help modernize essential industries through the application of cutting edge IoT solutions. Your work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Our daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers. Our Strategic Sales Engineers work in-region alongside our Strategic Account Executives and Regional Sales Directors, owning the technical pre-sales cycle for our largest and most strategic prospective customers.
This role is a remote position open to candidates based in the US, living within the Eastern Time Zone. This position requires the ability to travel frequently (50%).
You should apply if:
- You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, reduce emissions, and most importantly, ensure workers return home safely.
- You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
- You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
- You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-calibre team that will encourage you to do your best.
In this role, you will:
- 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
- Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations.
- Be a core member of Samsara’s pre-sales team, penetrating and growing our footprint in North America’s largest fleets and organizations with physical operations at the most significant scale.
- Working hand-in-glove with strategic sales and sales leadership, proving Samsara to be the right vendor, technically and also as a reliable long-term business partner.
- Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles.
- Successfully match customer pain points and requirements to proposed solutions.
- Establish customer relationships and trust throughout and beyond the sales cycle.
- Work in multiple levels of the technology stack.
- Deploy and install hardware and installation (for POCs).
- Set up SaaS dashboards.
- Manage custom reporting and integrations via our API.
- Mentor other SEs on the team.
- Provide strong team contributions (technical knowledge, industry knowledge, training, etc.).
Minimum requirements for the role:
- Candidates must be physically located within the Eastern time-zone of the United States, and be willing to travel up to 50% of the time.
- Bachelors of Science degree from a 4 year accredited university
- Technical Sales Professional: Minimum of 8+ years of customer-facing pre-sales experience. At least 3+ years in enterprise sales.
- Technical Expertise: Deep understanding of security, cloud software, automation, networking, and control systems.
- Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment.
- Solution Architect: You excel at selling complex solutions, and navigating intricate customer evaluations and deployments.
- Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams.
- Business Acumen: You can develop compelling financial models and business justifications to support your recommendations. Must have a solid understanding of value delivery frameworks and customer value realization.
- Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results.
An ideal candidate also has:
- Consistent track record selling complex solutions, selling on value and orienting trials to outcomes.
- Well-versed in one of the following: cloud software, networking, automation, and control systems.
- Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript etc.) experience.
- IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus.
- Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is beneficial.
- Technical Proficiency: Experience with APIs and/or scripting languages like Python.
- Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams.
- Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow).
- Industry Knowledge: Experience with Commercial Trucking Fleets and Logistics.
