• Partner closely with Account Executives to lead discovery, deliver tailored product demonstrations, and translate complex client requirements into a compelling Sage Intacct solution. • Lead structured discovery with CFOs, controllers, and finance operations leaders to surface pain around close cycles, reporting, multi-entity management, and process inefficiency. • Map prospect requirements to Sage Intacct capabilities: multi-entity consolidations, project accounting, revenue recognition, AP automation, dimensional reporting, and dashboards. • Build and deliver tailored Sage Intacct demonstrations mapped to each prospect's specific use case — not generic product walkthroughs. • Handle technical objections in real time — you know the product well enough to go off-script and still win the room. • Join AEs on discovery calls and executive presentations — you establish the technical credibility that moves deals forward. • Partner with implementation leads to ensure pre-sale scoping accurately reflects what delivery will execute — no surprises post-signature.

• Present to existing and potential customers, partners, and at national events (including; development staff, CXOs, and analysts) information concerning the technical and business benefits of Thales cybersecurity solutions • Using consultative selling skills, lead deep architectural discussions and designs with key customers to understand technical requirements, business direction, in order to help them define their technical needs and recommend solutions that meet those needs utilizing company products • Passionate about helping customers protect their most important assets, their data • Work closely with Product Management team to identify, evaluate, and make technical recommendations regarding strategic product enhancements based on market initiatives, new technology, partnerships or customer requirements • Arrange and deliver internal and external workshops on topics such cybersecurity industry-trends, best-practice, etc. • Maintain a high degree of technical awareness of relevant products, competitors, and trends in the marketplace • Subject matter expert / technical leader within the organization, and Trusted Advisor to our top customers

Role Description As an Enterprise Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas: - Supporting senior-level sellers in an attempt to grow existing customers or win new customers. - Contributing to the SE Team as a senior resource. Key responsibilities include: - Being highly accountable for each technical sale, requiring strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience. - Sharing takeaways from activities across the SE Team via team meetings and messaging tools. - Sourcing and delivering product information, conducting testing of alpha products/features, managing projects, and building process improvements and automation. - Carrying a quota while maintaining excellent time management skills. 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, with proximity to an international airport preferred. Qualifications - Bachelor’s of Science degree from a 4-year accredited university. - 5+ years of experience 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 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 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. Requirements - 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 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 electronic systems (e.g., car audio installation, classic car restoration, home automation, building with Raspberry Pi, Arduino, etc.). - Consistent track record of success selling complex technical solutions through strategic sales cycles. Benefits - Annual OTE Salary: $121,975 — $164,000 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.

• Engages customers at multiple levels, from procurement to technical to mid-level executives and senior executives. • Has the ability to connect with and gain rapport with people in various functions and levels of management. • Strategy Development for Area of Responsibility • Pursue partnerships that will drive growth • Develop applications into the market by ensuring product offering matches customer/market technical and commercial needs while also being attractive commercially for TPM • Feed Voice of Customer regarding product, market, application and commercial needs to internal stakeholders to drive continuous improvement in our performance and offerings • Supports industry events in coordination with Market Manager and Business Leader • Development and management of a robust opportunity pipeline that is accurately represented in Salesforce • Customer visits, calls, communication with Call Reports out to stakeholders • Robust recording of Account and customer details in Salesforce • Initiation and management of Work Orders to Tech Service • Project Management of key technical or commercial initiatives • Ensure financial considerations – customer setup, adherence to terms, etc. • Forecasting in partnership with SIOP lead • Drive new customer development • Drive new business at existing customers • Own some customer management (Accounts/Territories assigned) • Identify top strategic customers and manage team to develop strategies to gain share and grow business • Customer events and entertainment • Manage and record complaints and returns • Collaborate with technical, SC, CS, manufacturing, HR, Finance and LT to ensure Techmer PM is driving best in class service, quality, technology, and financial performance • Identify key customers and resources needed for technical visits and customer service prioritization