Senior Manager, Sales Engineering - Partnerships

About the role:

As a Sr. Sales Engineering leader at Samsara, you will be building and looking after a diverse team of SEs working together to bring our unique connected operations technology to customers. Your team’s work will 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.

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. These include Insurance Partners, Resale Partners, Referral Partners, and Technology Integration Partners.

As a senior leader on the Partnerships team, you will be working closely with our Sales leaders and be responsible for the SE team, leading technology conversations with existing and potential partners and customers.

This is a dynamic, entrepreneurial role that requires working cross-functionally to build partner engagements from scratch. 

In this role, you will:

• Develop strategies and processes that enable our Partnerships organization to scale, while engaging with leadership and stakeholders to build consensus
• Hire, develop and manage 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 partners
• Work closely with the functional leaders, contributing to the joint growth plans
• Own your teams’ performance against all sales goals and ensure cross-functional partnerships are productive and efficient
• Develop relationships with internal and channel partner technical teams to ensure they are appropriately trained and can sell/support our solutions
• 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
• Assist in building partnerships that align with our core sales motion in a low-friction, scalable manner
• 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
• Hire, develop and lead an inclusive, engaged, and high performing team

Minimum requirements for the role:

• 4-year degree from an accredited university
• 7+ years of experience managing a technical team, ideally in a partner/channel 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 the partnership 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 partners and prospects that drives product development
• Experience collaborating with internal cross-functional teams (Product Management, Customer Success, Support, etc.) to deliver results to customer
• Success in managing relationships with external technology partners through complex sales cycles

An ideal candidate also possesses:

• 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 APIs
• 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.)