Partner Sales Engineer

Antler; Harrow; On-site; GBP 50,000 - 70,000; Full time

Benefits offered by this job

Flexible working model

Professional development stipend

Comprehensive health benefits

Job summary

Antler is seeking an experienced Partnership Sales Engineer to lead technology conversations with partners and customers. This role involves engaging with technical counterparts, developing solutions, and driving growth through partnerships. Candidates should have strong communication skills and a technical background, ideally with experience in SaaS integrations.

We emphasize flexibility in working arrangements, whether in-office or remote, to accommodate diverse needs. Join us to make a significant impact in the operations sector.

Qualifications

• 5+ years of experience in a pre-sales technical role.
• Strong technical and business acumen required.
• Fluency in English is a must.

Responsibilities

• Drive engagement with partners and foster technical opportunities.
• Develop relationships with key partners.
• Deliver presentations, demos, and training to partners.

Skills

Technical and business acumen

Excellent communication skills

Strong customer service skills

Curiosity about business operations

Education

5+ years in a pre-sales technical role

Tools

RESTful APIs

XML

SOAP

Job description

Who We Are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations that depend on physical operations to harness 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

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. These include Insurance Partners, Resale Partners, Referral Partners, Technology Integration Partners and Fleet Management Companies. As a Partnership Sales Engineer, you will be working closely with our Partner Account managers and be responsible for leading technology conversations with existing and potential Partners and customers. Navigating what is needed to create success for the Partner is essential. This person will be an expert with Samsara products, features, and APIs. Using their expertise, this person will be expected to do deep discovery into the Partner environment to: (A) find solution fit, (B) determine integration level of effort, and (C) assess further technology driven revenue opportunities. It will be common to need to learn a Partner’s ecosystem by learning their products and processes and relating that back into opportunities with Samsara’s solution set. This is a dynamic, entrepreneurial role that requires working cross‑functionally to build partner engagements from scratch. The role and team have strong potential for growth along with our partner programs. The role can be office‑based in the UK, France, Germany or the Netherlands, or remote in any of those regions.

You should apply if

• You want to make a difference: 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.
• Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline.
• You have innate curiosity in 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.

In this role, you will focus on

• Driving engagement with Partners, particularly with technical counterparts
• Finding solution fit with Partners and fostering new technology‑focused opportunities
• Developing relationships with key Partners, and becoming an expert on Partner environments and solutions
• Working closely with Product Management and other relevant teams to develop and maintain integrations with Partners; influencing product development and being a partner advocate
• Delivering presentations, demos, proof of value, trainings, and overall serving as a technical resource for Partners and Partner‑facing teams
• Enabling internal teams to utilize and sell Partner integrations
• Preparing technical resources for internal and external use, which may include solution proposals, training or enablement materials to help others better understand how Samsara and the Partner solution work together
• Sampling the partner experience first hand: meet with partners and attend events. 50% travel may be required
• Demonstrating the value proposition of Samsara’s products and services and the platform’s core capabilities on‑site, remotely via webinar sessions, or at field events such as conferences and trade shows
• Willingness to travel to visit and support partners, their related prospects and customers, and to engage in on‑site customer and partner work when required
• Responding to functional and technical elements of RFIs/RFPs
• Being organized and analytical, eliminating sales obstacles using creative and adaptive approaches
• Being comfortable working for a dynamic technical organization with a fast‑growing partner and customer base
• Championing, role‑modeling, and embedding 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

An ideal candidate also has

• 5+ years of experience in a pre‑sales technical role (Sales Engineer, Solutions Consultant, etc.)
• Previous experience working in a Channel or Partner environment a plus, major plus in a Fleet Sales environment
• Strong technical and business acumen
• Excellent communication (verbal and written), customer service, and interpersonal skills
• 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
• IoT or general tinkering experience (work or hobby) a plus
• Logistics, Supply Chain, Telematics, Manufacturing or general operations background a huge plus
• Fluency in English
• Experience of Command of the Message and MEDDPICC
• Fluency in French or German a plus

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 [e-mail] for reasonable accommodations throughout the recruiting process.

Our Commitment to Authenticity

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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.