Job Description
A Sales Engineer - Specialists, Emerging Products at Samsara is responsible for technically championing and scaling new IoT product lines, working closely with sales teams to demonstrate value, facilitate trials, and drive technical closes in complex enterprise sales environments.
Key Responsibilities
- Lead the technical qualification and positioning of emerging products during sales cycles.
- Drive and own proof-of-value trials and pilot strategies for early adoption.
- Demonstrate and communicate the value proposition of Samsara's emerging products through on-site, remote, and event presentations.
- Facilitate live proof-of-concept trials, including hardware installation and platform utilization.
- Collaborate with Product Management and other teams to provide feedback and influence product development and roadmaps.
- Respond to functional and technical RFIs and RFPs from prospects.
- Build scalable frameworks, assets, and insights to support sales efforts.
- Partner with Account Executives to plan, prepare, and execute complex sales deals.
- Translate customer needs and pain points into tailored solutions and become a trusted advisor.
- Represent emerging products as the technical evangelist and build relationships with customers across various industries.
Requirements
- Minimum of 5 years of experience in customer-facing roles and 3 years of pre-sales experience.
- Experience with Enterprise sales cycles or equivalent.
- Clinical execution of discovery, through to proof of value (POV), and technical win.
- Understanding and appreciation of value selling and MEDDICC methodology.
- Overlay or new product launch experience.
- Experience working with Product and Marketing to influence go-to-market (GTM) strategy.
- Ability to operate in strategic partnership with senior Account Executives (AEs) and account teams.
- Comfort in presenting to and influencing C-suite executives.
- Previous hands-on experience with customer evaluations and deployments (preferred).
- Well-versed in one of the following areas: cloud software, IoT, networking, automation, or control systems.
- Experience with integration projects, with at minimum a comprehension of RESTful APIs.
- Scripting experience in Python, JavaScript, or similar languages (preferred).
- Experience working with fleet, logistics, supply chain, telematics, manufacturing, or general operations background (preferred).
- Ability to work in fast-moving, ambiguous environments and build where playbooks do not yet exist.
- Experience working with Product Management and Product Marketing to provide field feedback and improve product direction.
- Experience in regulated environments and launching products across different regions.
- Ability to technically champion deal qualification to ensure alignment with product capabilities.
- Experience driving and owning trials and proof-of-concept (POC) activities, including hardware installation in vehicles or equipment.
- Ability to demonstrate the value proposition of emerging products and services on-site, remotely, via webinars, or at field events.
- Strong organizational and analytical skills to respond to RFIs and RFPs and eliminate sales obstacles creatively and adaptively.
- Comfort working in a dynamic technical organization with a fast-growing partner and customer base.
- Highly available to sales and cross-functional teams, contributing to sales enablement and internal communications.
- Ability to discover customer processes, needs, and pain points, and translate that understanding into trusted advisory relationships.
- Willingness and ability to travel up to 50% as required.
Benefits & Perks
Competitive total compensation package
Employee-led remote and flexible working
Health benefits
Support for remote work where operationally feasible
Inclusive work environment with accommodations for persons with disabilities
Ready to Apply?
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