Senior Partner Sales Engineer

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations Cloud, which helps to digitize the world of physical operations, providing visibility and empowering entire sectors of our economy to become more safe, efficient, and sustainable. Founded in San Francisco in 2015, we now employ more than 2,000 people globally and collect more than 40 billion minutes of video footage and 5 trillion data points annually.

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 newly 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: 

Best Place to Work by Built In 2022

Deloitte Fast 500 Companies

IoT Analytics Company of the Year in 2022’s IoT Breakthrough Winners

Every year, we partner with our customers to deliver outcomes like conserving millions of gallons of fuel, saving millions of dollars, and creating positive environmental change. As more customers connect to our platform, our data grows, our AI models get smarter, and our opportunities expand.

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, and Technology Integration Partners.

As a Senior Partner Sales Engineer, you will be working closely with Partner Account Managers to drive innovation with our channel partners. You’ll be the go-to person for anything technical, taking ownership of significant projects that will create huge value for Samsara.

This is a dynamic, entrepreneurial role that requires working cross-functionally to build partner engagements from scratch. This is the first role of it’s kind in EMEA with oodles of room to make it your own.

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.

This may not be the right role for you if: 

You aren’t willing to put in the work: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
You aren’t a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.
You have nothing more to learn: Every Samsarian has a growth mindset and believes that what got us here won’t get us there.

Click here to learn about what we value at Samsara.

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
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

Minimum requirements for the role: 

Fluent in English and French
Experience working in either a high-performing pre-sales, post-sales, or a solution engineering team
You’ll be comfortable holding technical conversations with technical individuals to influence commercial decisions
Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.)
Exposure to various SaaS based integrations
You’ll be motivated to build your career – the scope of this role will increase dramatically over the next 2 years

An ideal candidate also has:

Experience in the Partnership / Channel ecosystem
At Samsara, we welcome everyone regardless of their background, race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, etc. 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.

Accommodations

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

US Only: Please note that Samsara’s COVID-19 vaccination policy requires all team members who will be meeting in person for business or working from one of our offices to be fully vaccinated against COVID-19 or submit regular testing. People who cannot be vaccinated for qualifying medical conditions, sincerely held religious beliefs, and other legally protected categories, may request an accommodation.

Benefits

Full time employees receive an above market 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.

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.

Diversity & Inclusivity:

* We set goals and develop strategies to diversify our workforce by being intentional about addressing unconscious bias and ensuring fairness in our sourcing and hiring practices
* We create training and learning opportunities centred on enabling growth and ensuring all employees feel valued, respected, and supported
* We invest in mechanisms to ensure we are on target and transparent about building a more diverse, equitable, and inclusive Samsara
Read more here: https://www.samsara.com/uk/company/diversity/