Enterprise Sales Engineer - Public Sector - West

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale. Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term. About the role: As a Public Sector Enterprise Core Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas; (1) supporting senior-level sellers in an attempt to grow existing customers, or win new customers, and (2) contributing to the SE Team as a senior resource. There is an expectation that an Enterprise SE is highly accountable for each technical sale, meaning that strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience are requirements to win most deals. Takeaways from these activities should be shared across the SE Team via team meetings, messaging tools, etc. Additionally, an Enterprise Core Sales Engineer is accountable for carving out time to source and deliver product information, conduct testing of alpha products/features, manage projects, and build process improvements and automation that will scale the broader SE Team. A successful Enterprise Core Sales Engineer will possess excellent time management skills and will maintain a clear focus on retiring quota in addition to these other senior responsibilities. This is a remote position open to candidates residing in the West timezone. This position requires travel up to 50% of the time and proximity to an international airport is preferred. 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 innate curiosity in 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 focus on winning as a team. In this role, you will: Conduct product demonstrations and facilitate live proof-of-concept trials for prospective customers, and ensure these prospects understand - and are fully utilizing - the Samsara platform. Work closely with Product Management, and other relevant teams, to help develop the Samsara platform. Demonstrate the value proposition of Samsara’s 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. Respond to functional and technical elements of RFIs/RFPs. Have the ability to 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. 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: Bachelor’s of Science degree from a 4-year accredited university 5+ years of experience working with customers in a pre-sales technical role, customer success, or customer/product support capacity (Sales Engineer, Systems Engineer, Solutions Engineer, etc.) 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 Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.) Experience integrating with RESTful APIs between SaaS applications Exposure to various SaaS-based integrations Must be located within and authorized to work in the United States An ideal candidate also has: Bachelor’s 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 languageWork experience building solutions leveraging open API’s 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 The compensation range shown spans approved pay zones for this role. Your primary work location determines the range applicable to you, which may be narrower than the full range displayed. The range of annual on-target earnings (OTE) range for full-time employees for this position is below. Please note that OTE pay may vary depending on factor