• Manage and coordinate all technical requirements in the partner driven sales process • Act as a trusted technical advisor for partners, prospects, and customers • Perform business and technical discovery and deliver technical demonstrations in face to face meetings and web sessions • Support partners in responding to RFIs/RFPs and technical questionnaires • Convey partner and customer requirements to Product Management teams • Design solution implementations according to customer technical requirements and business needs • Deploy and implement the Cynet solution, from acceptance planning through installation and resolution of deployment issues • Understand the attack lifecycle and clearly position where the Cynet solution detects, prevents, and remediates threats • Articulate and demonstrate the Cynet solution and position products and services versus competitors to technical teams, business stakeholders, and C-level executives

• Develop and nurture strong relationships with partners and customers, engaging directly on technical matters to support a fast-paced sales cycle. • Maintain a high level of product knowledge, ready to deliver expert presentations on the full range of company offerings. • Assist sales teams by ensuring Zafran’s solutions align with the prospect’s needs during the qualification process. • Collaborate with major business units and engage effectively with C-Level executives. • Present at high-profile seminars, trade shows, and other industry events. • Communicate effectively with a diverse range of technical staff and management in customer organizations.

• Partner with Account Executives to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions. • Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio’s APIs. • Establish yourself as a trusted advisor to our customers’ senior leadership teams, by taking the lead on understanding customer technical pains through discovery in order to design, demonstrate, and present innovative solutions that solve business challenges. • Build and present highly interactive, complex and engaging customer product demonstrations to help showcase the capabilities of Twilio’s Communications Products, while effectively forming strong customer relationships with both technical and nontechnical stakeholders • Proactively identity team or organizational needs, documenting them in depth and evaluating the criticality of the need and then proposes strategies to implement the solutions • Contribute to the broader Twilio Solutions Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations • Mentor less experienced Presales Engineers and often act as a facilitator or team leader • Regular presenter at Twilio-sponsored, industry and internal events

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 Senior Sales Engineer at Samsara, you’d be part of a diverse group of both technically and business 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 management and maintenance strategies, global asset management, system integrations, and regulatory compliance. This means a successful Sales Engineer 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 unique opportunity to support and grow a key market for Samsara in close collaboration with other areas of the business: Sales, Marketing, Product Management, Technical Support, and Customer Success. This role can be office-based (Paris) or fully remote in France. This role requires travel up to 25% of the time. 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 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 focusing on winning as a team. In this role, you will: - 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 problems common to their industry. - Deliver the work products that get deals done. Think discoveries, demonstrations, value assessments, proof of concept implementations, etc. - 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 SEs 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. - Partner with sales executives to plan, prepare, and execute transactions in rapid sales cycles. - Work in multiple levels of the technology stack. - Support sales executives ad-hoc queries and emails. - Build relationships with third-party partners, such as software providers, systems integrators, and installation partners. - 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: - BS in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline. - 3+ 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. - Fluent in French. - Great time management and organizational skills to work on multiple accounts and projects at different stages. An ideal candidate also has: - MS 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 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.). - Consistent track record of success selling complex technical solutions through strategic sales cycles. - Knowledge of MEDDIC/BANT/CoM and/or Value Selling sales concepts. - Experience working with product teams internally and feature request processes. - Fluent in English. 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.