Solutions Consultant (Engagement Services Manager)

Samsara

10h • Remote

About The Position

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, a platform that enables organizations dependent on physical operations to harness Internet of Things (IoT) data for actionable insights and operational improvement. Samsara aims to enhance the safety, efficiency, and sustainability of physical operations across industries like agriculture, construction, field services, transportation, and manufacturing, which form the infrastructure of the global economy. Working at Samsara involves shaping product solutions such as Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring, with autonomy and support to make an impact as a recently public company.
The Engagement Services Manager (ESM) is responsible for representing Samsara's implementation/integration services and business development. This role involves positioning the value of services, assisting customers in meeting their business needs with C-level personnel, and defining the scope, approach, and timeline of services engagement during the sales cycle. The ESM is accountable for meeting services ARR attach quota, completing the AE to CS transition, and acting as a governing partner during delivery.

Requirements

• 7+ years of demonstrated experience in positioning Professional Services or Technology Solutions.
• Building and maintaining positive relationships with sales, CSMs, and other key partners during implementations.
• Strong presentation skills: Showing the value, capabilities, and differentiators of complex service solutions using methodologies and service offerings.
• Strong innovation skills: Building services templates, services engagement processes, and services presentations by having a “builder” mentality.
• A breadth of knowledge executing the SOW/Proposal processes by scoping, producing, and delivering to the customer SOWs that meet customers' documented requirements.
• Can articulate relevant customer success stories and metrics that demonstrate value to the customer.
• 4-year Bachelor Degree.
• Specific skills in creating SFDC reports/dashboards and navigating in SFDC.

Responsibilities

• Articulate and sell the value of Samsara Services within prospective and existing accounts for enterprise customers.
• Work in conjunction with Sales Representatives and Sales Engineers to define and integrate the services solution into the comprehensive Samsara proposal.
• Own Services pursuits (ARR attach quota).
• Be responsible for forecasting services and closely monitoring ARR pipeline to understand capacity demands.
• Plan and manage Services scoping activity with prospective customers and produce proposals, level of effort, transition/KT, and resource plans.
• Be recognized by customers as a trusted advisor in product deployment and change management.
• Perform as a governing partner during implementation to continue customer sponsor and executive relationship, and assist with critical issues and expectation coordination.
• Participate in virtual teams to assist buildout Samsara Services methodologies, processes, offerings/services, and collateral.
• 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.

Benefits

• 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 plans
• parental leave plans

What This Job Offers

• Job Type: Full-time
• Career Level: Senior