Pre-Sales Services Consultant (Engagement Services Manager)

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:

The Engagement Services Manager (ESM) is responsible for representing Samsara's implementation/integration services and business development. The role will be positioning the value of services and assisting in customers meeting their business needs with C-level personnel and defining services scope, approach, and timeline of services engagement during the sales cycle. ESM is accountable for meeting services ARR attach quota, completion of AE to CS transition, and is a governing partner during delivery.

This is a remote position open to candidates residing in the US except Alaska, Austin Metro, Boulder Metro, California, Chicago Metro, Connecticut, Dallas Metro, Denver Metro, Houston Metro, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Seattle Metro, and Washington, D.C.

You should apply if:

• You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.


• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.


• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.


• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.


• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.

In this role, you will: 

• Articulate and sell the value of Samsara Services within prospective and existing accounts for enterprise customers.


• Work in conjunction with Sales Representatives and Sales Engineers to define and integrate the services solution into the comprehensive Samsara proposal.


• Own Services pursuits (ARR attach quota).


• Be responsible for forecasting services and closely monitoring ARR pipeline to understand capacity demands.


• Plan and manage Services scoping activity with prospective customers and produce proposals, level of effort, transition/KT, and resource plans.


• Be recognized by customers as a trusted advisor in product deployment and change management.


• Perform as a governing partner during implementation to continue customer sponsor and executive relationship, and assist with critical issues and expectation coordination.


• Participate in virtual teams to assist buildout Samsara Services methodologies, processes, offerings/services, and collateral.


• 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:

• 7+ years of demonstrated experience in positioning Professional Services or Technology Solutions.


• Building and maintaining positive relationships with sales, CSMs, and other key partners during implementations.


• Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.


• Strong innovation skills: Building services templates, services engagement processes, and services presentations by having a “builder” mentality.


• A breadth of knowledge executing the SOW/Proposal processes by scoping, producing, and delivering to the customer SOWs that meet customers' documented requirements.


• Can articulate relevant customer success stories and metrics that demonstrate value to the customer.


• 4-year Bachelor Degree.


• Specific skills in creating SFDC reports/dashboards and navigating in SFDC.