Field Sales Engineer II

Details

• 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, and most importantly, ensure workers return home safely.
• You have an innate curiosity about 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.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.
• 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 (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.
• 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.
• This position requires the ability to travel frequently (50%), so close proximity to a major airport is highly preferred.
• 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 - identifying on delivering what is most important to the customer and tuning out the noise.
• Hobbyist interest in working with things driven by electronic systems (car audio installation/classic car restoration, home automation, building things with raspberry pi, arduino, etc.).
• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background is highly preferred.
• 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).
• Familiarity with ESRI.