Role Description This role is pivotal in bridging the gap between our technical solutions and our clients' needs, ensuring successful implementation and satisfaction. We are seeking a Channel Sales Engineer (SE) to drive technical engagement, enablement, and success across our partner ecosystem. This role bridges technical expertise and channel strategy, ensuring that partners are fully equipped to position, sell, and support our technology solutions. The Channel SE collaborates closely with Channel Account Managers (CAMs), partner SE teams, and technical resources to build deep relationships and accelerate joint sales opportunities. Key Responsibilities - Partner and CAM Enablement - Support CAMs through joint partner engagement activities after foundational sales work is completed. - Maintain regular communication with CAMs on all partner-facing technical interactions. - Conduct quarterly follow-ups with CAMs post-partner training completion. - Lead or assist with account mapping, opportunity qualification, and partner technical development. - Technical Enablement and Support - Provide monthly technical updates to partner SEs including: - Product releases and solution updates - Customer testimonials and use cases - Engineering blogs and resources - Upcoming training or certification opportunities - Deliver on-site and virtual enablement sessions (e.g., webinars, lunch & learns, and demo labs). - Support partners with technical deep dives and demo environments. - Formal Partner Enablement Process - Lead quarterly roadshows with a structured format: - Demo presentations - Lunch and learn sessions - On-site labs and customer engagements - Ensure partner attendance and participation tracking during training events. - Prepare enablement materials and pre-work for certification classes. - Technical Resource Collaboration - Drive technical relationships within partner organizations. - Conduct one-on-one technical sessions and build rapport with partner engineers. - Coordinate with third-party vendors for joint demos, labs, or co-marketing events. - Competitive Intelligence and Market Positioning - Research competitor products and replacement opportunities. - Build “better together” solution integrations with strategic technology partners. - Track partner deal metrics including conversion rates, deal cycle times, and opportunity size. - Participate in key cybersecurity or industry events to stay up-to-date on trends and competitor moves. - Serve as an extension of the CAM team, providing technical credibility in partner sales cycles. Qualifications - 5+ years of experience in technical pre-sales, partner enablement, or channel sales engineering. - Strong understanding of SaaS, cybersecurity, and enterprise networking solutions. - Excellent presentation and communication skills, both written and verbal. - Comfortable working cross-functionally with sales, marketing, and product teams. - Ability to travel up to 50% for partner events, trainings, and conferences. Company Description Island, the Enterprise Browser is the ideal enterprise workplace where work flows freely while remaining fundamentally secure. With the core needs of the enterprise naturally embedded in the browser itself, Island gives organizations complete control, visibility, and governance over the last mile, while delivering the same smooth user experience.

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 a Sales Engineer at Samsara, you’d be an integral part of a diverse team working to help modernize essential industries through the application of cutting edge IoT solutions. Your 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. Our 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. This is a remote position open to candidates residing in the TOLA region of 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 an innate curiosity about 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 customer's 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 focusing on winning as a team. In this role, you will: - 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 - Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations. - Articulate to prospects how businesses like theirs use Samsara today to solve challenges common to their industry. - Deliver the work products that get deals done. Think discoveries, demonstrations, value assessments, proof of concept implementations, etc. - Walk installers through any scenario, explaining best practices for installing Samsara products and helping build deployment plans. - Write scripts against our open API that solve real-world problems for companies that deliver essential services (for example), and document them for your fellow SE’s to use. - Open the door for deeper entrenchment into accounts (integration, upsell, cross sell) by becoming a consultant to your customers. - Act as a liaison between Samsara’s product and sales teams, translating technical feedback and enrolling the right customers in our beta programs. Minimum requirements for the role: - Bachelors’ of Science degree from a 4 year accredited university - 2+ years experience working with customers in a pre-sales, customer success, or customer/product support capacity - 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 - Must be located within and authorized to work in the United States An ideal candidate also has: - Bachelors’ 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 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.) - 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 $95,795—$144,900 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.

• Provide product demonstrations for potential customers, consultants and channel partners • Leverage our products to design custom solutions • Assist the sales process by providing technical knowledge and architecture assessments • Champion our products internally within the sales organization • Provide feedback from the field to help improve our processes • Deploy and manage proofs of concept for enterprise customers • Availability to travel up to 50%

• Contribute to team growth by participating in hiring and onboarding processes • Support the Value Selling Sales play, including TDDs, Success Criteria, POVs, RFIs, RFPs, and Objection Handling • Conduct competitive research and effectively address customer objections while contributing to product roadmap discussions, providing valuable field insights to the product team • Drive innovation in processes, tools, and approaches to improve efficiency and effectiveness • Deliver enablement sessions for internal teams, channel resellers, prospects, and customers • Actively participate in team meetings, sharing insights, best practices, and lessons learned • Help improve win rates and opportunity creation within the Sales Engineering team • Align with cross-functional teams to drive sales objectives, e.g., Collaborate with Marketing and Product Management on feature tracking and enhancements • Architect and demonstrate complex technical solutions tailored to customer needs and environments • Develop and maintain technical documentation, including POV Frameworks, Success Criteria documentation, demo scripts, and best practices • Contribute to SE WIKI • Stay ahead of emerging cybersecurity threats and trends, incorporating this knowledge into sales strategies and customer recommendations • Assist in developing and refining Corporate sales engineering methodologies and processes to improve team effectiveness • Mentor junior Sales Engineers, fostering their technical and soft skills development • Conduct technical win/loss analysis to identify areas for improvement in the sales engineering process and product offering