Role Description Seeking a motivated and energetic Security Sales Engineer (SE) to join our specialized sales team. In this role, you will provide critical pre-sales engineering support for the service provider sales team, specifically focusing on our DDoS mitigation solutions. You will be responsible for the technical "win" during the sales cycle by combining deep technical expertise with sound sales skills to articulate unique value to our Internet Service Provider (ISP) customers. As a technical consultant, you will support all phases of the sales cycle. - Engage early in deals to help set strategy. - Lead discovery sessions. - Craft solutions to solve complex business needs. - Validate those solutions with key service provider stakeholders. This requires an in-depth understanding of a customer’s technical infrastructure and network. Qualifications - BA/BS in Computer Science, Network Engineering, or equivalent experience. - 5+ years of technical experience in networking, ISP, or the Security Industry, specifically in a Sales Engineering or customer-facing role. Requirements - Required technical knowledge of TCP/IP, BGP, FlowSpec, Routing/Switching Topologies, and protocols including MPLS, GRE, and VLANs. - Deep understanding of DDoS attacks, mitigation techniques, and detection methods. - Specific experience with Tier 1/Tier 2 ISP networks is extremely desirable. - Preferred experience with network management and security tools such as Splunk, ArcSight, or QRadar. - Ability to deliver persuasive value propositions and executive-level business case presentations. - Ability to organize internal and external resources to ensure on-time, high-quality project delivery. - Exceptional verbal and written communication skills with the ability to negotiate and set customer expectations. - Ability to travel within the U.S. and Canada to meet with customers and partners. Company Description

Role Description As a Sales Engineer (SE) at Samsara, you’d be part of a diverse group of technically-minded folks working together to bring our unique connected operations technology to customers. Our daily customer engagements include conversations around: - Logistics/supply chain management - Fleet maintenance strategies - Global asset management - Machine control systems/diagnostics - System integration - Regulatory compliance A successful SE at Samsara will develop a thorough understanding of: - IoT hardware and sensors - Hands-on installation/deployment scenarios - Carrier networks - Cloud infrastructure - Third-party system integrations (via our open API) This is a remote position open to candidates residing in the Eastern Time-Zone within the US except Maryland, Massachusetts, New Jersey, New York, or Rhode Island. Relocation expenses will not be provided for this role. Qualifications - BS in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline - Preferred 1+ years experience working with customers in a pre-sales or support capacity - Ability to explain complex technical concepts to non-technical audiences - Basic understanding of electronics and electrical systems - Well-versed in one of the following: cloud software, networking, automation and control systems - Experience tinkering with hardware gadgets, sensors, or vehicles is a plus Requirements - Assist the Global Sales Team with their technical inquiries and tasks by monitoring and maintaining an inbound question queue - Assist with technical trials across Samsara’s Sales Engineering team as necessary to convey the value of a Samsara solution within a prospect’s operation - Create software scripting solutions and integrations where appropriate to assist with technical proof of concepts - Be available for internal Q&A from Samsara account teams requesting technical assistance on behalf of their customers - Produce and manage digital content to assist with product learning, product adoption, hardware installation, and software configuration - Update and manage internal hardware and software lab infrastructure, both in office and remote kits - Coordinate and participate in new product testing activities - Gather and highlight industry-specific customer use cases for Samsara solutions by working with technical sales teams - Coordinate cross functional communication to ensure prospect success (RFP responses, Product Feature Request management, Customer Support triaging, etc.) Benefits - Annual OTE Salary: $55,454 — $74,560 USD - Above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) - Flexible, employee-led remote model - Professional development stipend - Comprehensive health and parental leave plans

• Help sales to sell more and increase the company's revenue by utilising their technical sales skills to convince prospects to purchase Sophos solutions. • Present technical topics to channel partners. • Build relationships with channel partners. • Support the sales channel to qualify sales opportunities. • Conduct product and company presentations and demos to prospects. • Conduct in-depth needs analysis with prospect or partner technical staff. • Collect and aggregate prospect and partner feedback. • Assist partner technical staff in high-level design and architecture of prospect solutions. • Address high volume of partner questions and requirements. • Solutions will come from personal knowledge/experience, co-workers, and knowledge systems. • Assist inside and partner sales force in the close of large opportunities. • Assist and manage frequent technical evaluations. • Occasional internal product training for sales staff. • Develop and deliver custom training for prospects/customers and partners. • Influence technical and non-technical buyers to prefer Sophos products. • Achieve and maintain technical expert and sales expert certifications. • Provide technical support to a customer after sales occasionally. • Willingness to travel within Japan to support sales opportunities.

• Lead sales process/capture teams, and oversee offer development process, sourcing all commercial and technical components from respective internal teams • Ensure approval and delivery of competitive offers • Work with their sales manager partner to forecast expected offer submittal dates and eventual project award dates. • Manage pricing strategy, set target price and offer price in full collaboration with their Capture team, leveraging the small deal pricing tools and deal desk. • Grow the BO pipeline commits and back up • Lead negotiations with customers, articulating value created through WEC services, and ensuring customer satisfaction and retention • Lead review of customer contract against the WEC offer and communicate with customer to ensure it is acceptable • Booking of an order upon receipt of PO • Provide market intel to the I&C team and product management to inform long term product & market strategy • Drive account strategy for overall customer needs (GM) with sales manager partner • Provide feedback on marketing and sales collateral • Work with solution engineers to prepare technical proposal, costing, and technical risk mitigation for customer offers • Accountability for meeting assigned sales targets and growing the sales pipeline by collaborating with Customer Solutions team, Global Markets, and Resident Site Managers in the field • Develop / maintain technical and sales related knowledge to support responsible product portfolio needs • Support the opportunity development sales funnel process from identification through offer development and contract closure • Update CRM tool to manage the Orders Entered pipeline to the offer submittal and contract award • Maintain critical working relationships with internal and external customer personnel. • Understand the customer's objectives, and expectations, including utility economics and utilize for offer development • Lead order management activities including lead the review of purchase orders to booking of the order