Sales Engineer - Mid Market - PubSec

About the role:

As a Sales Engineer at Samsara, you’d be an integral part of a diverse team working to help modernize essential industries through the application of cutting edge IoT solutions. This role will specifically support our Public Sector customer base. At Samsara, the Public Sector does not include the Federal level, we service City/County/State/Public Schools. Think about fleets like: Waste Management, City Buses, Police Cars, Fire Trucks, School Buses, Snow Plows, etc. 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.

Because this role supports our Public Sector customer base, all candidates must be US citizens. This is a remote position open to candidates residing in the US, except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area. Relocation assistance will not be provided for this role. 

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.

In this role, you will: 

• 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
• Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations.
• Articulate to prospects how businesses like theirs use Samsara today to solve challenges common to their industry.
• Deliver the work products that get deals done.  Think discoveries, demonstrations, value assessments, proof of concept implementations, etc.
• Walk installers through any scenario, explaining best practices for installing Samsara products and helping build deployment plans.
• Write scripts against our open API that solve real-world problems for companies that deliver essential services (for example), and document them for your fellow SE’s to use.
• Open the door for deeper entrenchment into accounts (integration, upsell, cross sell) by becoming a consultant to your customers.
• Act as a liaison between Samsara’s product and sales teams, translating technical feedback and enrolling the right customers in our beta programs.

Minimum requirements for the role:

• Bachelors’ of Science degree from a 4 year accredited university 
• 2+ years experience working with customers in a pre-sales, customer success, or customer/product support capacity
• Ability to influence stakeholders based on your technical sales acumen and a solid understanding of business processes and change management
• Ability to explain complex technical concepts to non-technical audiences
• Previous experience managing hardware and/or software product evaluations
• Basic understanding of electronics and electrical systems
• Experience with the following concepts: technical consulting, cloud software, cloud-connected hardware, computer networking, business systems integration, automation and control systems
• Must be located within and authorized to work in the United States

An ideal candidate also has:

• Bachelors’ of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline
• Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent language
• Work experience building solutions leveraging open API’s
• Experience working with Public Sector customers
• Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications
• 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.)
• Consistent track record of success selling complex technical solutions through strategic sales cycles