Enterprise Sales Engineer

About the role: Samsara is at the intersection of cloud software, sensor systems, and wireless networks, and seeks passionate Sales Engineers to bring our technology to market. Samsara builds an extensive set of hardware devices, including battery-powered, wireless environmental sensors, Linux-based IoT gateways, and internet-connected dash cameras as well as an intuitive Dashboard and set of APIs for consuming the sensor data. Your work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations. Our daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers. Our Field Sales Engineers work in-region alongside our Enterprise Account Executives and Regional Sales Directors, owning the technical pre-sales cycle for our largest and most strategic prospective customers. This remote position is open to candidates based in the US. This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred. In this role, you will: - Be a core member of Samsara’s pre-sales team, penetrating and growing our footprint in North America’s largest fleets and organizations with physical operations at the most significant scale. - Working hand-in-glove with strategic sales and sales leadership, proving Samsara to be the right vendor, technically and also as a reliable long-term business partner. - Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles. - Successfully match customer pain points and requirements to proposed solutions. - Establish customer relationships and trust throughout and beyond the sales cycle. - Work in multiple levels of the technology stack. - Deploy and install hardware and installation (for POCs). - Set up SaaS dashboards. - Manage custom reporting and integrations via our API. - Mentor other SEs on the team. - Provide strong team contributions (technical knowledge, industry knowledge, training, etc.). - Champion, role model, and embed Samsara’s cultural principles as we scale globally and across new offices. Minimum requirements for the role: - Education: Bachelor of Science degree from a 4-year accredited university. - Technical Sales Professional: Minimum 8+ years of customer-facing pre-sales experience. At least 5+ years in enterprise sales. - IT Expertise: Deep understanding of API’s, security, cloud software, cloud-connected hardware, automation, networking, and control systems. - Hands-on Problem Solver: Proven ability to diagnose and repair electrical and mechanical systems in a maintenance/shop environment. - Solution Architect: You excel at selling complex solutions and navigating intricate customer evaluations and deployments. - Customer Advocate: You analyze customer requirements, prioritize feature requests, and champion collaboration between customers and product teams. - Business Acumen: You can develop compelling financial models and business justifications to support your recommendations. - Project Catalyst: Experience leading complex projects and fostering a collaborative environment where stakeholders are empowered to achieve results. An ideal candidate also has: - Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline. - Consistent track record selling complex solutions, selling on value and orienting trials to outcomes. - Experience with integration projects. - Understanding of scripting (Python, JavaScript, etc.) is highly preferred. - Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications. - Skilled in the art of identifying customer value. - Public Sector Experience. - Knowledge Sharer: Experience with technical enablement and knowledge sharing across teams. - Adept in Big Data: Familiarity with Databricks (Spark, Delta Lake, MLflow) and ESRI.