• Lead, mentor, and grow a team of Sales Engineers focused on the MAJORs segment • Define and drive best practices for technical selling, POV execution, and demo delivery across the SE team • Recruit, onboard, and develop SE talent in alignment with company growth goals • Set clear team goals and performance metrics tied to technical wins and revenue influence • Engage at the executive and technical levels with major enterprise prospects and customers to drive complex sales cycles • Deliver high-impact, custom product demonstrations tailored to solve enterprise-scale business challenges • Own and oversee technical evaluations and proof-of-value processes, ensuring successful and repeatable outcomes • Lead technical qualification during the sales process to ensure Zafran solutions are the right fit for each prospect's environment • Respond to strategic RFPs and RFIs with thorough, differentiated technical input • Serve as the primary technical bridge between major enterprise customers, product management, and engineering • Collaborate with account executives to develop account strategies and executive engagement plans • Contribute to onboarding and initial implementation planning for new major accounts • Represent Zafran at key industry events, trade shows, and conferences

• Provide technical support to channel partners during the pre-sales process, including product demonstrations, proof of concepts, and addressing technical inquiries • Demonstrate mastery of the architecture, pitch, value proposition, and technical differentiation • Identify and remove potential roadblocks to POVs, deals, etc. that could result from partner engagement dynamics • Own the technical success of our strategic channel partners: detail the technical development plan for each strategic partner and set milestones to be achieved each quarter in each strategic partner • Identify key technical influencers at each strategic partner • Create Cyera technical evangelists in our key strategic partners who have the ability to pitch and demo effectively • Develop effective technical enablement for our channel partners by conducting training sessions and workshops for them to ensure they are well-versed in our product offerings and can effectively sell and support them • Assist in the creation and delivery of sales enablement materials, including presentations, technical documentation, and case studies • Develop and maintain strong relationships with key channel partners, understanding their business needs and challenges • Monitor industry trends and competitive landscape to provide insights that will help shape our channel strategy • Collaborate with the sales team to identify and engage with potential channel partners • Gather feedback from channel partners and customers on product performance and feature requests • Work closely with the product development team to relay this feedback and contribute to product enhancements • Partner with Field Sales to drive technical success in regional channel partners

Role Description The job of the Sales Engineer is to assist the Sales Manager to gain market share, drive pipeline opportunities, increase sales, achieve sales targets, and implement the strategic plan at a profitable level within their assigned sales territory for the Commercial Connector Division. The candidate must be self-motivated and encompass a passionate attitude towards collaborative and effective teamwork. This role is ideal for candidates who thrive on blending technical expertise with sales acumen to deliver solutions that meet customer needs and drive sales. - Develop and execute sales strategies to exceed yearly sales targets and goals. - Identify and expand relationships at key accounts through proactive engagement, and qualification of potential customers in assigned territories. - Build and maintain relationships with clients and distributors, providing ongoing support and customer satisfaction. - Produce a call plan once a week based on criteria such as Open Quotes, Open Projects, Web Leads, Exhibition Leads, Key Accounts, and Customer Visits. - Pursue all potential business opportunities in a timely manner with focus on identifying and qualifying new opportunities. - Establish and enter detailed call/visit reports and prospecting notes in the CRM (Salesforce) system. - Understand customer application requirements and develop suitable solutions. - Process cost simulations and quotations. Negotiate pricing and close designs with customers and distributors. - Interface between the customer and JAE’s Product Design, Marketing, and Manufacturing Groups. - Provide bookings forecasts for assigned accounts. - Represent JAE at various industry trade shows as directed by management. Qualifications - Bachelor’s Degree (Engineering, Industrial Distribution, Marketing, Business preferred). - Solutions based background working with customers in developing long-term customer relationships and partnerships. - Proven experience in technical sales or a related field. - Bi-lingual English and French speaking a bonus. Requirements - Must present a willingness to learn interconnect products and supporting applications. - Strong ability to initiate and maintain customer/supplier relationships. - Excellent and effective program management skills. - Strong understanding of the technical aspects of the company’s products. - Excellent communication and interpersonal skills. - Ability to work independently and travel within the assigned territory. - Proficiency in CRM software and Microsoft Office Suite. Benefits - Salary: $70,000 - $80,000 - Travel within the region will be approximately 40% of the time.

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 (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, and regulatory compliance. This means a successful SE at Samsara will develop a thorough understanding of IoT hardware and sensors, hands-on installation/deployment scenarios, carrier networks, cloud infrastructure, and third-party system integrations (via our open API) to ensure the proper technical solution is presented to our customers. This is a remote position open to candidates residing in the TOLA region within the US except Alaska, California (non-Bay Area), Connecticut, Maryland, Massachusetts, New Jersey, New York, Rhode Island, Denver Metro (CO), Boulder Metro (CO),Chicago Metro (IL), Austin Metro (TX), Houston Metro (TX), Dallas Metro (TX), Seattle Metro (WA), SF Bay Metros (CA), NYC Metro (NY) and Washington DC Metro. Relocation expenses will not be provided for this role. 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: - 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 sucess (RFP responses, Product Feature REquest management, Customer Support triaging, etc.) An ideal candidate would: - 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 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 $69,317.50—$93,200 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.