Partner Solutions 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 Fleet Management Company (FMC) Partners, Resale Partners, Referral Partners, and Technology Integration Partners.

As a Partnership Sales Engineer focused on FMCs, you will work closely with Partner Account Managers and be responsible for leading technical and solution oriented conversations with existing and prospective FMC partners and their customers. A core part of this role is helping FMCs and joint customers realize value across two overlapping platforms. This includes providing integration support, architectural guidance, and strategic recommendations on how Samsara and an FMC platform should coexist, complement one another, and be positioned to customers.

Being able to navigate what is needed to create success for the partner is essential. This person will be an expert in Samsara products, features, and APIs. Using that expertise, you will perform deep discovery into partner environments to:

• Find solution fit
• Determine integration scope and level of effort
• Identify additional technology driven revenue opportunities

It will be common to learn an FMC’s platform, data model, workflows, and go to market motion, and translate that understanding into meaningful joint solutions with Samsara.

This is a dynamic, entrepreneurial role that requires working cross functionally to build partner engagements from the ground up. The role and team have strong potential for growth alongside Samsara’s partner ecosystem. This is a remote position open to candidates residing in the United States. This position requires travel up to 25% of the time. Relocation assistance is not 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 fleets operate more efficiently, improve safety, and ensure drivers return home safely.
• You have innate curiosity in how businesses work
• One day you may be deep in an FMC product roadmap discussion, and the next you may be learning how a customer manages dispatch, maintenance, or compliance across multiple systems.
• You build genuine relationships with customers and partners
• FMCs and fleet operators value trusted advisors who understand their technology landscape and long term business goals
• You want to be with the best
• Samsara’s high performance culture means you will be surrounded by top talent and challenged to grow continuously.
• You are a team player
• At Samsara, sales is a team sport. Success comes from close collaboration across partner, sales, product, and engineering teams.

In This Role, You Will Focus On

• Driving engagement with Fleet Management Company partners
• Acting as a technical and strategic advisor on how Samsara and FMC platforms integrate, overlap, and deliver complementary value
• Finding solution fit with partners and fostering new technology focused opportunities
• Developing deep relationships with key FMC partners and becoming an expert in their platforms, workflows, and solution offerings
• Assisting FMC partners in leveraging Samsara’s open APIs to build scalable and impactful integrations
• Providing architectural guidance and best practices for joint customers using both Samsara and an FMC platform
• Working closely with Product Management and other internal teams to develop, maintain, and evolve FMC integrations, while acting as a strong partner advocate
• Delivering presentations, demos, proofs of value, trainings, and serving as a technical resource for partners and customer facing teams
• Enabling internal sales and partner teams to position and sell FMC integrations and joint solutions
• Preparing technical resources for internal and external use, including solution proposals, reference architectures, and enablement materials
• Sampling the partner experience firsthand by meeting with partners and attending industry events. Up to 50 percent travel may be required
• Demonstrating the value of Samsara’s platform and its integration capabilities on site, remotely, or at conferences and trade shows
• Championing and role modeling Samsara’s cultural principles as the company scales globally
  
  

Minimum Requirements

• 5 or more years of experience working with customers or partners in a pre sales, customer success, or technical support capacity
• Strong aptitude for continuous learning and professional growth
• Ability to influence stakeholders using technical sales acumen and a solid understanding of business processes and change management
• Ability to explain complex technical concepts to non technical audiences
• Experience managing hardware and or software product evaluations
• Willingness to travel to support partners and customers, including onsite engagements when required
• Experience integrating SaaS platforms using RESTful APIs, including custom integrations
• Strong organizational and analytical skills with a creative approach to removing sales obstacles
• Comfort working in a fast growing, dynamic technical organization
• Demonstrated success moving technical relationships forwards between two large enterprises

An Ideal Candidate Also Has

• A bachelor’s degree in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or a related field
• Previous experience working in a channel or partner driven environment, ideally with FMCs or fleet technology providers
• Strong technical and business acumen
• Excellent written and verbal communication skills
• Working knowledge of common integration standards and transports such as REST, XML, SOAP, or EDI
• Exposure to SaaS based integrations and platform ecosystems
• IoT or general technical tinkering experience
• Background in fleet operations, logistics, supply chain, telematics, or transportation technology