Partner Specialist SE - Public Sector

Описание вакансии

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

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. Some of these include our Public Sector Partners, Fleet Management Company (FMC) Partners, Resale Partners, Referral Partners, and Technology Integration Partners.

As a Partnership Sales Engineer focused on Public Sector Partners, you will work closely with Partner Account Managers and be responsible for leading technical and solution oriented conversations with existing and prospective public sector partners and their customers. Public sector partners include ISVs serving government and education markets, distribution partners like Carahsoft, and technology providers building solutions for state, local, and federal agencies.

A core part of this role is helping public sector partners and joint customers — such as municipalities, school districts, transit agencies, and state departments — realize value through integrated solutions. This includes providing integration support, architectural guidance, and strategic recommendations on how Samsara and a partner's platform should coexist, complement one another, and be positioned to government buyers.

Being able to navigate what is needed to create success for the partner is essential. This includes understanding the nuances of government procurement processes, contract vehicles, and compliance requirements that shape how public sector customers evaluate and purchase technology.

This person will be an expert in Samsara products, features, and APIs. Using that expertise, you will perform deep discovery into partner environments to:

• Find solution fit
• Determine integration scope and level of effort
• Identify additional technology driven revenue opportunities

It will be common to learn a public sector partner's platform, data model, workflows, and go to market motion — whether that's a K-12 routing solution, an asset management system, a smart city platform, or a government procurement channel — and translate that understanding into meaningful joint solutions with Samsara.

This is a dynamic, entrepreneurial role that requires working cross functionally to build partner engagements from the ground up. The role and team have strong potential for growth alongside Samsara's partner ecosystem.

This role is fully remote.

You Should Apply If

• You want to impact the industries that run our world - Your efforts will result in real world impact — helping cities run more efficiently, keeping school buses safe, and ensuring first responders have the tools they need to serve their communities.
• You have innate curiosity in how businesses work - One day you may be deep in a school district routing integration, and the next you may be learning how a state DOT manages winter operations, maintenance, or fleet compliance across multiple systems.
• You build genuine relationships with customers and partners - Public sector partners and government agencies value trusted advisors who understand their technology landscape, procurement constraints, and long term mission goals.
• You want to be with the best - Samsara's high performance culture means you will be surrounded by top talent and challenged to grow continuously.
• You are a team player -At Samsara, sales is a team sport. Success comes from close collaboration across partner, sales, product, and engineering teams.

In This Role, You Will Focus On

• Driving engagement with Public Sector partners, including ISVs, distribution partners, and referral partners serving government and education markets
• Acting as a technical and strategic advisor on how Samsara and public sector partner platforms integrate, overlap, and deliver complementary value to government customers
• Finding solution fit with partners and fostering new technology focused opportunities across K-12, state and local government, transit, public works, and federal verticals
• Developing deep relationships with key public sector partners and becoming an expert in their platforms, workflows, and solution offerings
• Assisting public sector partners in leveraging Samsara's open APIs to build scalable and impactful integrations — including connections to asset management systems (e.g., AssetWorks, Faster), routing platforms (e.g., Transfinder, EduLog), GIS tools (e.g., ESRI), and other government-facing solutions
• Providing architectural guidance and best practices for joint customers using both Samsara and a partner platform within government environments
• Working closely with Product Management and other internal teams to develop, maintain, and evolve public sector integrations, while acting as a strong partner advocate
• Delivering presentations, demos, proofs of value, trainings, and serving as a technical resource for partners and customer facing teams
• Enabling internal sales and partner teams to position and sell public sector partner integrations and joint solutions
• Preparing technical resources for internal and external use, including solution proposals, reference architectures, and enablement materials
• Sampling the partner experience firsthand by meeting with partners and attending industry events. Up to 50 percent travel may be required
• Demonstrating the value of Samsara's platform and its integration capabilities on site, remotely, or at conferences and trade shows
• Championing and role modeling Samsara's cultural principles as the company scales globally

Minimum Requirements

• 5 or more years of experience working with customers or partners in a pre sales, customer success, or technical support capacity
• Strong aptitude for continuous learning and professional growth
• Ability to influence stakeholders using technical sales acumen and a solid understanding of business processes and change management
• Ability to explain complex technical concepts to non technical audiences
• Experience managing hardware and or software product evaluations
• Willingness to travel to support partners and customers, including onsite engagements when required
• Experience integrating SaaS platforms using RESTful APIs, including custom integrations
• Strong organizational and analytical skills with a creative approach to removing sales obstacles
• Comfort working in a fast growing, dynamic technical organization
• Demonstrated success moving technical relationships forward between two large organizations

An Ideal Candidate Also Has

• A bachelor's degree in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or a related field
• Previous experience working in a channel or partner driven environment, ideally with public sector ISVs, government technology providers, or distribution partners like Carahsoft
• Familiarity with government procurement processes, contract vehicles (e.g., Sourcewell, NASPO, GSA), and compliance requirements unique to public sector buyers
• Strong technical and business acumen
• Excellent written and verbal communication skills
• Working knowledge of common integration standards and transports such as REST, XML, SOAP, or EDI
• Exposure to SaaS based integrations and platform ecosystems
• IoT or general technical tinkering experience
• Background in public sector operations, K-12 transportation, transit, public works, public safety, or government fleet management

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

$198,050—$233,000 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

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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 here.