Partner Sales Engineer

About the role:

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. Some of these include our Insurance Partners, Resale Partners, Referral Partners, and Technology Integration Partners. 

As a Partnership Sales Engineer, you will be working closely with our Partner Account managers and be responsible for leading technology conversations with existing and potential Insurance Partners and customers. 

Being able to navigate what is needed to create success for the Partner is essential. This person will be an expert with Samsara products, features, and APIs. Using their expertise, this person will be expected to do deep discovery into the Partner environment to: (A) find solution fit, (B) determine integration level of effort, and (C) assess further technology-driven revenue opportunities. It will be common to need to learn a Partner’s ecosystem by learning their products and processes and relating that back into opportunities with Samsara’s solution set.

This is a dynamic, entrepreneurial role that requires working cross-functionally to build partner engagements from scratch. The role (and team) has strong potential for growth along with our partner programs.

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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best. 

Click here to learn about what we value at Samsara. 

In this role, you will: 

• Drive engagement with our Insurance Partners.
• Find solution fit with Partners and foster new technology focused opportunities
• Develop relationships with key Insurance Partners, and become an expert on Partner environments and solutions
• Assist Insurance partners in leveraging Samsara’s open API to build impactful integrations
• Identify, build, and visualize datasets that demonstrate the impact Samsara’s safety products have on reducing insurance risk at scale
• Work closely with Product Management, and other relevant teams, to develop and maintain integrations with Insurance Partners. Influence product development and be a partner advocate
• Deliver presentations, demos, proof of value, trainings, and overall being a technical resource for Insurance Partners and Customer facing teams
• Enable internal teams to utilize and sell Insurance Partner integrations and solutions
• Use Python/R/SQL to glean data insights from the very large-scale datasets
• Prepare technical resources for internal and external use. This may include solution proposals, training or enablement materials to help others better understand how Samsara data and the Insurance Partner solution works together
• Sample the partner experience firsthand: meet with partners and attend events. 50% travel may be required
• Impactfully demonstrate the value proposition of Samsara’s products and services along with the platforms core capabilities on-site, remotely via webinar sessions, or at field events such as conferences and trade shows
• Respond to functional and technical elements of RFIs/RFPs
• 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 experience working with customers/partners in a pre-sales, customer success, or customer/product support capacity
• Possess the attitude and aptitude for continuous growth and development
• 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
• Willingness to travel to visit and support partners, their related prospects and customers, and to engage in onsite customer and partner installation work when required
• Experience integrating with RESTful APIs between SaaS applications, with a focus on custom integrations
• Programming experience to generate and pull insights from data sets
• 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
• Experience in languages and tools like Python, R and SQL
• Previous experience in database queries and large data set management, ideally using DataBricks

An ideal candidate also has:

• Experience selling to insurance companies 
• BS in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline
• Previous experience working in a Channel or Partner environment is a plus, major plus in an insurance environment
• Previous experience in database queries and large data set management, ideally using DataBricks
• Strong technical and business acumen
• Excellent communication (verbal and written), customer service, and interpersonal skills 
• Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.)
• Exposure to various SaaS-based integrations
• IoT or general tinkering experience (work or hobby) is a plus
• Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus
• Experience as a data scientist, data engineer, or related role
• Located in EST