Manager, Sales Engineering - Enterprise

About the role:

As a Sales Engineering leader for an Enterprise Team at Samsara, you’d be building and looking after a diverse team of SE’s working together to bring our unique connected operations technology to customers.  Your team’s work would directly contribute to a cleaner, more efficient and productive supply chain by creating safer roadways, reducing fuel consumption and emissions, and providing a consolidated platform for connecting operations.  Daily customer engagements include conversations around how IoT can positively impact logistics management, workplace safety programs, fleet maintenance strategies, global asset management, and regulatory compliance.  This means a successful SE at Samsara will develop a thorough understanding of the application of IoT hardware and sensors, hands-on hardware installation strategies, managing data collection over carrier networks, presenting a robust cloud infrastructure, and building third-party system integrations (via our open API) to ensure the best technical solution is presented to Samsara customers.

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.

Click here to learn about what we value at Samsara.

In this role, you will:

• Hire, develop and lead an inclusive, engaged, and high performing team

• Lead from the front in high-impact situations, serving as a thought leader and executive sponsor for key accounts

• Own your teams’ performance against all sales goals and ensure cross-functional partnerships are productive and efficient

• Develop strategies and processes that enable our Sales Engineering organization to scale, engaging leadership and stakeholders to build consensus

• Support any technical escalations that may arise from your team’s presales activities (product issues, feature requests, etc.)

• Sample the customer experience by installing, testing and using the gear you are selling

• Improve yourself as a leader by learning with and from other leaders across Samsara, Samsara’s internal leadership development frameworks, and through your own self-directed learning

• 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 this role:

• 4-year degree from an accredited university

• 5+ years of experience managing a technical team, ideally in a sales engineering capacity

• Proven success in hiring, developing, and retaining diverse talent

• Experience running scalable and consistent feedback loops to help your team debug processes, share knowledge, and advance toward their personal goals

• Ability to construct scalable engagement models for your SE Team based on maximum impact in a sales cycle

• Experience building process and integrating software tools to measure team impact throughout the build/sales lifecycle

• Experience aggregating and accurately conveying input from prospects that drives product development

• Experience collaborating with internal cross functional teams (Product Management, Customer Success, Support, etc.) to deliver results to customers

• Success in managing relationships with external technology partners through complex sales cycles

Preferred experience for this role:

• BS or MS in an Engineering discipline from an accredited university

• 5+ years of experience managing a Sales Engineering Team selling cloud managed hardware product lines

• Experience leveraging in house tooling combined with SAAS business systems to build robust SE engagement models

• Experience clearly defining roles and responsibilities through corporate change, including cross-functional team interactions as well as internal team growth  

• Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent language

• Work 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.)