客户经理，Select（大客户），英国
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Account Executive, Select (Majors), UKSamsara · Remote - UK
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职位描述
机器翻译我们是谁
Samsara（NYSE: IOT）是 Connected Operations™ Cloud 的先驱，该平台使依赖实体运营的组织能够利用物联网（IoT）数据来制定可执行的洞察并改善其运营。在 Samsara，我们正在帮助提升推动全球经济的实体运营的安全性、效率和可持续性。这些行业占全球 GDP 的 40% 以上，是我们星球的基础设施，包括农业、建筑、现场服务、运输和制造业——我们很高兴能帮助它们大规模实现运营的数字化转型。
在 Samsara 工作意味着你将帮助定义实体运营的未来，并加入一个正在塑造一系列激动人心的产品解决方案的团队，包括基于视频的安全、车辆远程信息处理、应用程序和司机工作流以及设备监控。作为一家近期上市的公司的一员，在我们为长期发展而建设的过程中，你将拥有自主权和支持来产生影响。
关于该职位： Select（Majors）客户销售团队负责在 Samsara 按总可寻址机会计算代表最大潜在企业客户的新客户和现有客户中实现收入增长。你应当是一位充满活力的布道者，并热衷于将变革性的新技术引入市场。你应当拥有超额完成目标的历史，并能够自如地面向企业组织的各个层级进行销售，包括技术和业务线。
虽然我们支持远程工作，但需要灵活性，以便根据需要前往该地区各地现场拜访客户。
如果你符合以下条件，就应该申请：
• 你希望影响那些支撑我们世界的行业：你的努力将产生现实世界的影响——帮助维持电力供应、将食品送入杂货店，最重要的是，确保工人安全回家。
• 你的信条是 #alwaysbeprospecting：运营的世界广阔无垠。你的客户经常在外勤现场，而联系到他们的最佳方式是通过电话实时沟通。Samsara 的顶尖销售代表会不断研究，寻找公司和联系人以扩大他们的销售管道。
• 你对企业如何运作有着与生俱来的好奇心：今天你可能会与废弃物管理领域的人会面，明天你可能会了解食品配送中心的内部运作。我们顶尖的销售团队成员会努力了解他们所支持业务的方方面面，以产生更大的影响。
• 你是一个终身学习者：Samsara 的销售很复杂。你需要了解你此前知之甚少的业务。回报很大，但你必须愿意付出努力。
• 你与客户建立真诚的关系：我们所服务的行业多年来一直依赖纸笔解决方案，从未遇到过我们所提供的那种技术。我们的客户重视赢得的信任和随着时间建立的人际关系。
• 你想与最优秀的人为伍：Samsara 高绩效的销售文化意味着你将与最优秀的人共事，并受到挑战去走得更远。
在该职位中，你将：
• 在战略性的指定客户中发展高管层关系
岗位职责
Select（Majors）客户销售团队负责在 Samsara 按总可寻址机会计算代表最大潜在企业客户的新客户和现有客户中实现收入增长。你应当是一位充满活力的布道者，并热衷于将变革性的新技术引入市场。你应当拥有超额完成目标的历史，并能够自如地面向企业组织的各个层级进行销售，包括技术和业务线。
虽然我们支持远程工作，但需要灵活性，以便根据需要前往该地区各地现场拜访客户。
如果你符合以下条件，就应该申请：
• 你希望影响那些支撑我们世界的行业：你的努力将产生现实世界的影响——帮助维持电力供应、将食品送入杂货店，最重要的是，确保工人安全回家。
• 你的信条是 #alwaysbeprospecting：运营的世界广阔无垠。你的客户经常在外勤现场，而联系到他们的最佳方式是通过电话实时沟通。Samsara 的顶尖销售代表会不断研究，寻找公司和联系人以扩大他们的销售管道。
• 你对企业如何运作有着与生俱来的好奇心：今天你可能会与废弃物管理领域的人会面，明天你可能会了解食品配送中心的内部运作。我们顶尖的销售团队成员会努力了解他们所支持业务的方方面面，以产生更大的影响。
• 你是一个终身学习者：Samsara 的销售很复杂。你需要了解你此前知之甚少的业务。回报很大，但你必须愿意付出努力。
• 你与客户建立真诚的关系：我们所服务的行业多年来一直依赖纸笔解决方案，从未遇到过我们所提供的那种技术。我们的客户重视赢得的信任和随着时间建立的人际关系。
• 你想与最优秀的人为伍：Samsara 高绩效的销售文化意味着你将与最优秀的人共事，并受到挑战去走得更远。
在该职位中，你将：
• 在战略性的指定客户中发展高管层关系
• 端到端负责客户互动，从潜在客户开发和资格认定到成交
• 在复杂的销售活动中展示卓越的基于解决方案的销售流程
• 调动由业务利益相关者组成的大型矩阵虚拟团队，包括运营、财务、IT、专属解决方案工程师和客户开发代表
• 在我们全球扩张并进入新办公室的过程中，倡导、示范并践行 Samsara 的文化原则（聚焦客户成功、为长期而建设、拥抱成长型思维、包容、团队共赢）
该职位的最低要求：
• 至少 7 年以上全周期客户经理成交销售经验
• 在复杂客户中持续超额完成配额并达成 100 万美元以上 ARR 交易的可靠业绩记录
• 具备处理并负责企业级交易规模和高管层关系的经验，是真正的价值型/挑战者型销售
• 具备战略攻坚经验，能够自如地进行有针对性的潜在客户开发，是一位秉持猎手心态的新客户赢单者
• 出色的人际交往能力，具备在充满活力、快节奏环境中蓬勃发展的能力
• 具有团队精神，拥有协作和成长型思维
理想候选人还具备：
• 顶尖成就奖项（President’s club、Winner’s circle、Top 10%）
• 对世界运营领域的变革性技术充满热情
• 热衷于以创新方式解决新问题
• 具备向企业客户销售复杂技术解决方案（例如 IoT、SaaS、Telco 或类似领域）的经验
薪资
在 Samsara，我们为那些推动全球经济运转的人而建设。我们想要主人翁，而不是乘客，因此我们的奖励旨在激励高影响力的建设者。我们的薪酬方案通过基本工资、基于绩效的奖金/浮动薪酬以及一家高增长上市公司中的股权（适用于符合条件的职位）相结合，提供高于市场水平的总薪酬。我们为顶尖绩效者提供有意义的薪酬差异化，他们有机会获得高于市场的薪酬，并随着时间推移超越更广泛的市场。
除薪酬之外，我们还提供实现长期成功的基础：灵活的、由员工主导的远程模式、专业发展津贴、全面的健康和育儿假计划等。如果你准备好为长期而建设并掌控结果，你的旅程从这里开始。
灵活工作
在 Samsara，我们采用灵活的工作模式，以满足我们团队多样化的需求。我们的办公室向偏好现场办公的人开放，同时我们也支持符合我们运营要求的远程工作。对于某些职位，靠近我们其中一个办公室或位于特定地理区域内很重要，以便促进协作、获取资源或与我们的服务区域保持一致。在这些情况下，职位描述将清楚说明任何工作地点要求。我们的目标是确保我们团队的每一位成员都能有效贡献，无论他们是现场工作、混合模式还是完全远程。所有录用通知均取决于个人能否获得并保持在该公司以及指定工作地点（如适用）合法工作的权利。
Samsara 的归属感
在 Samsara，我们欢迎每一个人，无论其背景如何。所有合格申请人都会获得录用考虑，不因种族、肤色、宗教、国籍、性别、性别认同、性取向、受保护的退伍军人身份、残疾、年龄以及其他受法律保护的特征而受到歧视。我们依靠团队成员独特的处事方式来帮助我们解决复杂问题，并希望确保 Samsara 是一个来自各种背景的人都能产生影响的地方。
便利安排
Samsara 是一个包容的工作环境，我们致力于确保合格的残障人士在就业方面享有平等机会。如果你在整个招聘过程中需要任何合理的便利安排，请发送电子邮件至 accessibleinterviewing@samsara.com 或点击此处。
我们对真实性的承诺
我们使用 Tofu，一种欺诈检测工具，来验证申请的真实性并防止身份欺诈。这确保我们与真实的人建立联系，并使我们能够优先考虑真正的候选人。请参阅 Samsara 的候选人隐私声明以了解更多信息。
虚假录用通知
Samsara 已知悉涉及虚假面试和录用通知的诈骗。请注意，我们在招聘过程的任何阶段都不会向申请人收取费用。有关你申请事宜的官方沟通只会来自以 @samsara.com、@us-greenhouse-mail.io 或 @mail3.guide.co 结尾的电子邮件。有关虚假录用通知的更多信息，请访问我们的博客文章此处。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
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: The Select (Majors) Account sales team are responsible for revenue growth in the new and existing customers that represent the largest prospective Enterprise accounts for Samsara by total addressable opportunity. You should be an energetic evangelist and passionate about introducing a transformative new technology into the market. You should have a history of over-achievement and be comfortable selling into all levels of an Enterprise organisation, including technology and lines of business.
Whilst we do support remote working, flexibility is required to travel to visit customers onsite across the region as required.
You should apply if:
• You want to impact the industries that run our world: 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 are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
• 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 Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before.
In this role, you will:
• Develop Executive-Level relationships within strategic, name
岗位职责
The Select (Majors) Account sales team are responsible for revenue growth in the new and existing customers that represent the largest prospective Enterprise accounts for Samsara by total addressable opportunity. You should be an energetic evangelist and passionate about introducing a transformative new technology into the market. You should have a history of over-achievement and be comfortable selling into all levels of an Enterprise organisation, including technology and lines of business.
Whilst we do support remote working, flexibility is required to travel to visit customers onsite across the region as required.
You should apply if:
• You want to impact the industries that run our world: 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 are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work.
• 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 Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before.
In this role, you will:
• Develop Executive-Level relationships within strategic, named accounts
• Own customer engagements end-to-end, from prospecting and qualification to close
• Demonstrate excellent solution-based sales process in complex sales campaigns
• Mobilize a large matrix virtual team of business stakeholders to include Operations, Finance, IT, dedicated Solution Engineer and Account Development Representative
• 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
Minimum requirements for the role:
• Min. 7+ years experience in a full-cycle, Account Executive closing sales role
• Proven track record of consistent quota over-achievement, in complex accounts, with $1M+ ARR transactions
• Experience handling and owning enterprise deal sizes and C-Level relationships, a true Value/Challenger Seller
• Strategic pursuit experience and comfortable with targeted prospecting, a new logo winner who lives the Hunter mentality
• Excellent interpersonal skills, demonstrated ability to thrive in a dynamic, fast-paced environment
• Team player, with a collaborative, growth mindset
An ideal candidate also has:
• Awards for top achievement (President’s club, Winner’s circle, Top 10%)
• Passionate about transformational technology in the world operations
• Excited about solving new problems in innovative ways
• Experienced in selling complex technology solutions (e.g. IoT, SaaS, Telco or similar) to Enterprise customers
薪资
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
We use Tofu , a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information.
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 .