Role Description The Channel Sales Engineer is responsible for supporting the North American Channel Sales team and partners with field-related activities in both new and existing opportunities, as well as developing Varonis’s Channel Partner platform and product capabilities. The Channel Sales Engineer will work closely with Channel Account Managers, National Channel Account Managers, and key partners within a region. The primary objective is to convey the value of Varonis products in relation to the partner’s current and future solution offerings and Go-To-Market strategy. Alongside Channel Sales, the aim is to build strong Varonis competency and relationships with strategic partners, while ensuring that Channel metrics and goals are consistently met or exceeded. Location: This is a remote position, however we are seeking candidates based on the East Coast. Responsibilities - Understand partner business needs and offerings and integrate Varonis solutions into the partners’ portfolio of products and service offerings. - Create and deliver compelling presentations and demos that clearly communicate the value of Varonis products. - Provide technical expertise, coaching and support to channel partners, ensuring they can effectively promote and sell Varonis products through discovery & qualification, competitive differentiation, and upselling. - Work proactively to increase adoption of Varonis within a Partner’s ecosystem and develop relationships with Partner technical resources from individual contributors to executive leaders. - Articulate the importance of Data Governance, Data Loss Prevention, Ransomware, Compliance and evangelize Varonis as the leader in these markets to partner resources of all levels. - Manage all technical and product aspects of RFP/RFI responses with partners. - Communicate channel partner client needs to the product teams for future enhancements. - Monitor partner performance and identify areas for improvement or growth opportunities. - Collaborate with internal cross-functional teams to ensure smooth delivery and customer satisfaction. - Contribute to the development of channel partner strategies and programs. Qualifications - Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field. - Minimum of 5 years of experience in a sales engineering or technical pre-sales role. - Experience in a channel partner facing or customer facing role preferred. - Ability to discuss technical concepts to all audiences, ranging from non-technical to executive level technical decision makers. - A proven track record in solution selling and technical pre-sales roles. - Adept at building strong, long-lasting relationships with senior executives within partner and customer organizations. - Excellent communication and presentation skills. - Willing to travel to meet with partners on a regular basis. Company Description Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics. We invite you to check out our Instagram to gain further insight into the Varonis culture! @VaronisLife

About Us: We love going to work and think you should too. Our team is dedicated to trust, customer obsession, agility, and striving to be better everyday. These values serve as the foundation of our culture, guiding our actions and driving us towards excellence. We foster a culture of performance and recognition, allowing us to transform growth as we enable our employees to do the best work of their careers. This position is located in Pune. You'll be working in a major tech center of Pune, India. Across the globe, our Centers of Energy serve as hubs where we accelerate productivity and collaboration, inspire creativity, and cultivate a culture of connection and celebration. Our teams coordinate their time in Centers of Energy to reflect how they work best. To learn more about life at LogicMonitor, check out our Careers Page. What You'll Do: The Senior Sales Engineer (SE) at LogicMonitor supports the technical evaluation of LogicMonitor by translating customer challenges into clear, achievable solutions. The Senior SE is a trusted partner to Sales, guiding customers through discovery, demos, and proof-of-concepts while ensuring technical and business alignment. As a seasoned contributor, the Senior SE also plays a key role in shaping the culture and capability of the broader SE organization. They lead by example: mentoring peers, documenting best practices, and demonstrating how AI, GPT, and automation enhance both technical depth and efficiency. This role is about consistent excellence, scalable enablement, and growing others through shared knowledge and collaboration. Here's a closer look at this key role: - Deliver world-class technical presentations, demos, and proof-of-concepts that communicate LogicMonitor’s business value and technical differentiation. - Act as a trusted advisor to Sales, Product, and Customer Success: ensuring technical validation aligns with customer outcomes. - Contribute to technical enablement content, including demo scripts, dashboards, and AI-augmented workflows. - Mentor and coach Associate and core SEs, guiding them through discovery calls, POCs, and solution design. - Model adoption of AI and GPT tools across the SE workflow — leveraging them for proposal writing, data analysis, dashboard creation, and customer storytelling. - Document and share GPT prompt libraries and automation examples to help others become more efficient and creative. - Collaborate with the Principal SE “Round Table” to standardize and scale technical excellence across regions. - Participate in internal training, enablement, and cross-functional initiatives with Product and Enablement. - Analyze customer and deal patterns, using AI-driven insights to refine discovery and demo strategy. - Embody LM’s culture of mentorship, curiosity, and continuous learning — always leaving the team stronger than before each engagement. What You'll Need: - Bachelor’s degree preferred; 7+ years in IT, SE, or equivalent technical sales role. - Deep technical knowledge of IT infrastructure, monitoring, cloud, and automation concepts. - Strong understanding of the LogicMonitor platform and its integration capabilities. - Excellent written and verbal communication skills, with the ability to engage both technical and business audiences. - Experience with scripting or automation languages (Groovy, Python, PowerShell, etc.). - Proficiency with AI and GPT-based tools for automation, documentation, or customer-facing deliverables. - Proven success in supporting complex sales cycles, managing multiple priorities, and collaborating cross-functionally. - Demonstrated ability to teach, mentor, and contribute to team enablement programs. - Curiosity-driven and comfortable learning new technologies independently. - Experience using AI tools to enhance productivity, innovation, or problem-solving. Click here to read our International Applicant Privacy Notice. LogicMonitor is an Equal Opportunity Employer At LogicMonitor, we believe that innovation thrives when every voice is heard and each individual is empowered to bring their unique perspective. We’re committed to creating a workplace where diversity is celebrated, and all employees feel inspired and supported to contribute their best. For us, equal opportunity means fostering a truly inclusive culture where everyone has the chance to grow and succeed. We don’t just open doors; we invite you to step through and be part of something bigger. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Notice Regarding Use of AI in Hiring We use artificial intelligence tools to assist with reviewing job applications, such as matching skills and experience to job requirements. These tools support, but do not replace, human review. All hiring decisions are made by our recruiting and hiring teams. You may opt out of AI processing at any time, and your application will still be reviewed. To opt out, please contact us at opt.out@logicmonitor.com. By submitting your application, you acknowledge this notice. Our goal is to ensure an accessible and inclusive experience for every candidate. If you need a reasonable accommodation during the application or interview process under applicable local law, please submit a request via this Accommodation Request Form. Know your rights: workplace discrimination is illegal. Please click here to review LogicMonitor’s U.S. Pay Transparency Nondiscrimination Provision.

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 an Enterprise 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 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. An Enterprise Sales Engineer will still carry a quota, so a successful Enterprise 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 United States except for San Francisco Bay Metros, New York City Metro and Washington DC Metro . 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 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 factors including your city of residence, job-related knowledge, skills, and experience. Learn more about our total rewards and benefits below. Annual OTE Salary $121,975—$184,500 USD Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. Flexible Working At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.

• Act as the face of technical expertise to clients • Lead technical discussions during sales calls and workshops • Deliver compelling, tailored demos and prototypes • Assist with the technical requirements of RFPs and tenders • Act as a long-term partner for clients post-sale • Guide new clients through the setup process • Bring field insights back to Product and Engineering teams to influence the future