Sales Engineer, EMEA Specialists

About the role:

Samsara is seeking a high-impact Sales Engineer - Specialists, Emerging Products to bring our newest product lines to market at scale. This is a strategic overlay role working in partnership with our most senior Account Executives (AEs) across our Enterprise accounts. You will lead the charge in scaling early-stage products, influencing GTM, owning the proof of value, and ultimately the technical close.

This is a remote role, requiring travel up to 50%.

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, 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 customer's 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.
• You have experience introducing and scaling new emerging products in key markets.
• Has experience working across commercial, mid-market, enterprise and strategic customer accounts. 
• $1M+ deals, multi-product enterprise deals excite you! 
• You are comfortable acting as a peer-level strategist to tenured AEs and SEs
• You thrive in ambiguous, fast-moving environments and love building where playbooks don’t yet exist
• You have experience working with Product, and Product Marketing to provide field feedback and continually improve a value proposition and product direction
• You have experience working in regulated environments, and appreciate the nuance in launching products across different regions.

In this role, you will: 

• Technically champion deal qualification to ensure alignment with product capabilities.
• Drive and own trials / POVs that are yet to be run!
• Work with sales to drive pilot strategy and success metrics for early adoption
• Own technical discovery and and positioning for emerging products
• Partner with GTM and Product to feed back insights and shape roadmap
• Build frameworks, assets, and insights that scale across the sales org
• Represent emerging products as the technical evangelist for the region.
• Demonstrate the value proposition of Samsara’s emerging products and services along with the platform's core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows.
• Facilitate live proof-of-concept trials for prospective customers including hardware installation in and around vehicles and/or equipment ensuring prospects understand - and are fully utilizing - the Samsara platform.
• Work closely with Product Management, and other relevant teams, to help develop the Samsara platform.
• Working knowledge of Big Data to identify trends. E.G. Databricks, Spark, etc
• Respond to functional and technical elements of RFIs/RFPs.
• Be organized and analytical, and eliminate sales obstacles using creative and adaptive approaches.
• Demonstrate comfort working for a dynamic technical organization with a fast-growing partner and customer base.
• Remain highly available to Sales and cross-functional teams, making a measurable impact on Sales and product development in your region, and contributing to SE Team enablement.
• Be a dynamic contributor on both Sales and SE Team internal communications channels.
• Partner with account executives to plan, prepare, and execute strategic deals in complex sales cycles.
• Discover customer processes, needs and pain, translate that understanding to become a welcomed trusted advisor.
• Successfully match customer pain points and requirements to proposed solutions.
• Contribute to the team via technical and 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.

Minimum requirements for the role:

• 5+ years of experience in customer-facing roles and 3+ years of pre-sales experience
• Experience with Enterprise sales cycles or equivalent
• Consistent track record selling complex solutions
• Clinical execution of discovery, through to POV, and technical win. 
• Understand and appreciate value selling, and MEDDICC.
• Overlay or new product launch experience
• Experience working with Product and Marketing to influence GTM strategy
• Ability to operate in strategic partnership with senior AEs and account teams
• Comfort in presenting to and influencing C-suite executives

An ideal candidate also has:

• Previous hands-on experience with customer evaluations and deployments
• Well-versed in one of the following: cloud software, IOT, networking, automation, and control systems
• Experience with integration projects. At minimum comprehend RESTFul APIs. A plus for scripting (Python, javascript, etc.) experience
• IoT, hardware gadgets, vehicles, or general tinkering experience (work or hobby) a plus
• Experience working with Fleet, Logistics, Supply Chain, Telematics, Manufacturing, or general operations background a plus