Partner Sales Engineer in London

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.