Partner sales engineer

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, Equipment Monitoring, and Site Visibility. 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.

Recent awards we've won include:

Glassdoor's Best Places to Work 2024

Best Places to Work by Built In 2024

Great Place To Work Certified™ 2023

Fast Company's Best Workplaces for Innovators 2023

Financial Times The Americas' Fastest Growing Companies 2023

We see a profound opportunity for data to improve the safety, efficiency, and sustainability of operations, and hope you consider joining us on this exciting journey.

About the role:

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. Some of these include our Insurance Partners, Resale Partners, Referral Partners, and Technology Integration Partners.

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 Insurance 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.

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-caliber team that will encourage you to do your best.

Click here to learn about what we value at Samsara.

In this role, you will:

• Drive engagement with our Insurance Partners.
• Find solution fit with Partners and foster new technology focused opportunities
• Develop relationships with key Insurance Partners, and become an expert on Partner environments and solutions
• Assist Insurance partners in leveraging Samsara's open API to build impactful integrations
• Identify, build, and visualize datasets that demonstrate the impact Samsara's safety products have on reducing insurance risk at scale
• Work closely with Product Management, and other relevant teams, to develop and maintain integrations with Insurance Partners. Influence product development and be a partner advocate
• Deliver presentations, demos, proof of value, trainings, and overall being a technical resource for Insurance Partners and Customer facing teams
• Enable internal teams to utilize and sell Insurance Partner integrations and solutions
• Use Python/R/SQL to glean data insights from the very large-scale datasets
• Prepare technical resources for internal and external use. This may include solution proposals, training or enablement materials to help others better understand how Samsara data and the Insurance Partner solution works together
• Sample the partner experience firsthand: meet with partners and attend events. 50% travel may be required
• 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
• Respond to functional and technical elements of RFIs/RFPs
• 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

Minimum requirements for the role:

• 5+ years experience working with customers/partners in a pre-sales, customer success, or customer/product support capacity
• Possess the attitude and aptitude for continuous growth and development
• Ability to influence stakeholders based on your technical sales acumen and a solid understanding of business processes and change management
• Ability to explain complex technical concepts to non-technical audiences
• Previous experience managing hardware and/or software product evaluations
• Willingness to travel to visit and support partners, their related prospects and customers, and to engage in onsite customer and partner installation work when required
• Experience integrating with RESTful APIs between SaaS applications, with a focus on custom integrations
• Programming experience to generate and pull insights from data sets
• 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
• Experience in languages and tools like Python, R and SQL
• Previous experience in database queries and large data set management, ideally using DataBricks

An ideal candidate also has:

• BS in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline
• Previous experience working in a Channel or Partner environment is a plus, major plus in an insurance environment
• Previous experience in database queries and large data set management, ideally using DataBricks
• 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.)
• Exposure to various SaaS-based integrations
• IoT or general tinkering experience (work or hobby) is a plus
• Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus
• Experience as a data scientist, data engineer, or related role

Samsara's Compensation Philosophy: Samsara's compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.

We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning.

The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.

$190,315—$223,900 USD

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. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email or click here if you require any reasonable accommodations throughout the recruiting process.

Flexible Working

At Samsara, we have adopted a flexible way of working, enabling teams and individuals to do their best work, regardless of where they're based. We value in-person collaboration and know a change of scenery and quiet space to work is welcomed from time to time, but also appreciate that the world of work has changed. Our offices remain open for those who prefer to collaborate or work in-office, but we also encourage fully remote applicants. As most roles are not required to be in the office, we are able to hire remotely where Samsara has an established presence. If a role is required to be in a certain location and candidates do not have work authorization for that location, Samsara will conduct an immigration assessment. If the role is not required to be in a specific location, Samsara will move forward with the remote location that works best for the business. All offers of employment are contingent upon an individual's ability to secure and maintain the legal right to work at the company.

Please be aware that Samsara does not accept or assume responsibility for unsolicited resumes from agencies. 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' or '@us-greenhouse-mail.io'.