[Hiring] Partner Sales Engineer @Samsara

Role Description

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
• 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. Key responsibilities include:

• Creating success for the Partner through expertise in Samsara products, features, and APIs.
• Conducting deep discovery into the Partner environment to:
  • Find solution fit
  • Determine integration level of effort
  • Assess further technology-driven revenue opportunities
• Learning a Partner’s ecosystem by understanding their products and processes.
• Building partner engagements from scratch in a dynamic, entrepreneurial role.
• Office-based in the UK, France, Germany, or the Netherlands, or remote in any of those regions.

Qualifications

• 5+ years of experience in a pre-sales technical role (Sales Engineer, Solutions Consultant, etc.)
• Previous experience working in a Channel or Partner environment, especially 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.

Requirements

• 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.
• 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, including solution proposals and training materials.
• 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.
• Willingness to travel to visit and support partners, their related prospects and customers.
• Responding to functional and technical elements of RFIs/RFPs.
• Ability to be organized and analytical, eliminating sales obstacles using creative and adaptive approaches.
• Comfortable working for a dynamic technical organization with a fast-growing partner and customer base.
• Championing and embedding Samsara’s cultural principles as we scale globally.

Benefits

• Above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles).
• Flexible, employee-led remote model.
• Professional development stipend.
• Comprehensive health and parental leave plans.