Senior Sales Engineer, Specialist New Product GTM

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 impacthelping 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 youll 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 havent 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: Samsaras high-performance culture means youll 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 dont 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 Samsaras emerging 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.
• 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 Samsaras 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

Required Experience:

Senior IC