Value Architect

Samsara-posted 2 months ago

$139,825 - $211,500/Yr

Remote • Seattle, WA

Furniture, Home Furnishings, Electronics, and Appliance Retailers

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The Value Architect role sits within Samsara's Business Value Strategy (BVS) team and is focused on guiding enterprise customers through their value journey. Value Architects help customers identify strategic goals, uncover operational challenges, and connect those to measurable business outcomes enabled by Samsara's platform. This highly collaborative role partners with Sales, Sales Engineering, and Product to ensure customers can clearly see the business impact of adopting Samsara. Value Architects act as discovery leaders and architects, framing where Samsara can drive efficiency, safety, sustainability, and ROI.

Lead customer discovery: Engage executives and operators to uncover business goals, workflow challenges, and success criteria.
Align customer and internal stakeholders on the main sources of value (efficiency, safety, sustainability) that a prospective customer will receive by using Samsara's products.
Architect the value story: Connect customer challenges to Samsara solutions and design a clear roadmap of outcomes.
Partner cross-functionally: Collaborate with AEs, SEs, and post-sale teams to align on strategy and ensure a consistent value narrative from discovery through adoption.
Strengthen the value journey: Provide structured, outcome-based deliverables that improve customer buy-in, accelerate sales cycles, and set the stage for long-term success.
Contribute to methodology and scaling: Help refine Samsara's approach to value discovery and support enablement across the broader sales organization.
Champion Samsara's cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team.

6+ years experience in management, strategy, or tech consulting and/or value engineering.
Experience facilitating group discussions and workshops with multiple levels of an organization, from front-line managers to executive stakeholders.
Structured thinker with strong quantitative skills, an eye for value, and attention to detail.
Proficiency in visual storytelling and frameworks to synthesize complex ideas into clear narratives.
Strong facilitation, communication, and presentation skills, with proven experience engaging executives and customer-facing stakeholders.
Proven ability to build deep and empathetic working relationships with customers/clients and cross-functional teams.
Experience managing programs across cross-functional teams, building processes, assets to scale, and driving measurable impact.
Self-starter who thrives in an unstructured, change-heavy environment, embraces continuous learning, and enjoys owning projects.
Strong aptitude in Google Slides, PowerPoint, and diagramming tools.
Bachelor's degree required.

Experience in fleet management, IoT devices, or B2B software.
Experience working with executives in transportation, field services, energy, or public sector industries.
Background in structured discovery, design thinking, or enterprise solution consulting.
Ability to build business cases, success metrics, and ROI models that quantify value for decision-makers.

Competitive total compensation package.
Employee-led remote and flexible working.
Health benefits.

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