企业客户成功经理 II
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Enterprise Customer Success Manager IISamsara · Remote - US
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职位描述
机器翻译我们是谁
Samsara（纽约证券交易所代码：IOT）是互联运营™云（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，我们正在帮助改善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——我们很高兴能帮助他们大规模实现运营的数字化转型。
在Samsara工作意味着您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、应用程序和驾驶员工作流程以及设备监控。作为一家最近上市的公司的一员，您将拥有自主权和支持，在我们为长期发展而建设的过程中发挥影响力。
关于该职位：
我们的战略客户成功经理在服务团队完成工作后接手，与Samsara最大的车队客户密切合作，了解他们独特的挑战，就如何利用Samsara满足其需求提供建议，并成为他们的长期战略合作伙伴。
您的角色本质上是跨职能的，与销售、支持、销售工程和产品部门并肩合作并建立联系，使您能够从内部体验一家超高速增长公司的多个方面。
这是一个远程职位，面向居住在美国的候选人开放，但旧金山湾区大都会区、纽约大都会区和华盛顿特区大都会区除外。
如果您符合以下条件，就应该申请：
• 您希望影响那些支撑我们世界运转的行业：您接听的每一通电话和发送的每一封电子邮件都可能影响卡车司机能否按时且无事故地交付货物、学生能否安全地从学校被送达，或者电力能否在自然灾害后迅速恢复。
• 您在解决问题时最能发挥所长：我们不断扩展的技术以及客户面临的复杂性，为我们的客户成功团队带来了一系列激动人心的挑战。凭借成长型思维和学习意愿，您将与我们的客户进行战略合作，寻找独特的解决方案，帮助他们保持运营安全、高效和可持续。
• 您是天生的关系建立者：无论关系是与我们的客户还是与Samsara的跨职能团队，您都要与关键利益相关者保持持续沟通与协作，以团队之力取胜。
• 您是自身职业生涯的建筑师：如果您付出努力，这个职位不会是您在Samsara的最后一个职位。这个客户成功团队仍在塑造自己的未来，您将拥有充足的自主权和机会，在超高速增长的环境中精通自己的专业。
• 您希望与最优秀的人共事：在Samsara，我们共同取胜、共同庆祝并相互支持。您将被周围最优秀、最聪明的专业人士所包围。
在该职位中，您将：
• 站在第一线，确保我们的客户通过我们的IoT平台提高其运营的安全性、效率和可持续性
• 与客户共同制定联合成功计划，概述他们的目标、指标和时间表，并有效消除实现业务价值的任何障碍
• 组织与客户决策者及我们高管领导层的执行业务回顾，在回顾中审视过去的成功并对齐未来目标
• 与客户举办研讨会，以了解他们当前的运营
岗位职责
我们的战略客户成功经理在服务团队完成工作后接手，与Samsara最大的车队客户紧密合作，了解他们独特的挑战，就如何利用Samsara满足其需求提供建议，并成为他们长期的战略合作伙伴。
您的角色本质上是跨职能的，与销售、支持、销售工程和产品团队并肩协作并建立联系，让您能够从内部体验一家超高速增长公司的多个方面。
这是一个远程职位，面向居住在美国的候选人开放，但旧金山湾区大都会区、纽约大都会区和华盛顿特区大都会区除外。
如果您符合以下条件，就应该申请：
• 您希望影响那些支撑我们世界运转的行业：您接听的每一通电话和发送的每一封电子邮件，都可能影响卡车司机能否按时且无事故地送达货物，学生能否安全地从学校被送达，或者自然灾害后电力能否迅速恢复。
• 您在解决问题时最能发挥所长：我们不断扩展的技术以及客户面临的复杂性，为我们的客户成功团队带来了一系列令人兴奋的挑战。凭借成长型思维和学习意愿，您将与我们的客户进行战略合作，寻找独特的解决方案，帮助他们的运营保持安全、高效和可持续。
• 您天生善于建立关系：无论关系是与我们的客户，还是与Samsara内部的跨职能团队，您都要与关键利益相关者持续沟通与协作，以团队之力取胜。
• 您是自身职业生涯的建筑师：如果您投入努力，这个职位不会是您在Samsara的最后一个职位。这个客户成功团队仍在塑造自己的未来，您将拥有充足的自主权和机会，在超高速增长的环境中精通自己的专业。
• 您希望与最优秀的人同行：在Samsara，我们一起取胜，一起庆祝，并相互支持。您将被周围最优秀、最聪明的专业人士所包围。
在这个职位中，您将：
• 站在第一线，确保我们的客户通过我们的IoT平台提升其运营的安全性、效率和可持续性
• 与客户共同制定联合成功计划，概述他们的目标、指标和时间表，并有效消除实现业务价值的任何障碍
• 组织与客户决策者及我们高管领导层的执行业务回顾，在回顾中审视过去的成功并对齐未来目标
• 与客户开展工作坊，了解他们当前的运营情况，并建议工作流程变更，以充分发挥其Samsara产品的价值
• 深入理解Samsara平台的能力，并向各类企业进行说明——现场服务、公用事业、长途运输、校车等众多行业。
• 与产品、支持、财务等跨职能团队合作，推动客户请求取得进展。
• 为更广泛的客户成功团队提供指导
• 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、着眼长期建设、秉持成长型思维、包容共进、团队共赢）
该职位的最低要求：
• 6年以上工作经验，且最近的经验是在高级客户成功、客户管理或战略咨询岗位
任职要求
• 出色的优先级管理能力和高情商；这是一个要求很高的职位，内部关注度很高
• 以解决方案为导向，具备出色的解决问题的能力
• 有与各类利益相关者建立信任、有效沟通并推动变革的成功经验：高管、产品和工程领导层、我们软件的日常用户
• 对超越职责要求充满热情，主动进取，并能在快节奏、变化频繁的环境中茁壮成长
• 在处理客户问题时表现得体、机智，并在压力下保持镇定
• 四年制院校的本科学位
• 预计需出差拜访客户，比例最高可达25-40%。
理想候选人还应具备：
• 强烈的行动导向，具备大局思考能力，并坚持高标准
• 能在无固定结构、快节奏且变化频繁的环境中茁壮成长
该职位全职员工的年度目标收入（OTE）范围如下，具体取决于您所在的城市。请在下方了解更多关于我们整体薪酬和福利的信息。
年度OTE薪资 $111,562.50 — $168,750 USD
薪资
在Samsara，我们为那些推动全球经济运转的人而构建。我们想要的是主人，而不是乘客，因此我们的奖励旨在激励高影响力的建设者。我们的薪酬计划通过基本工资、基于绩效的奖金/浮动薪酬以及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水平的薪酬，随着时间的推移可能超越更广泛的市场。
除了薪酬之外，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构建并掌控结果，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，以满足团队多样化的需求。我们的办公室对那些喜欢现场工作的人开放，我们也支持符合我们运营要求的远程工作。对于某些职位，靠近我们的办公室之一或位于特定地理区域内对于促进协作、获取资源或与我们的服务区域保持一致很重要。在这些情况下，职位描述将明确说明任何工作地点要求。我们的目标是确保团队所有成员都能有效贡献，无论是现场工作、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公司及指定工作地点（如适用）工作的合法权利。
在Samsara的归属感
在Samsara，我们欢迎所有人，无论其背景如何。所有合格申请人都将获得就业考虑，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、年龄和其他受法律保护的特征而受到歧视。我们依靠团队成员的独特方法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疾人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获取更多信息。
欺诈性就业机会
Samsara已知晓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。关于你申请的唯一官方沟通将仅来自以@samsara.com、@us-greenhouse-mail.io或@mail3.guide.co结尾的电子邮件。有关欺诈性就业机会的更多信息，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。
查看雇主原文
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:
Our Strategic Customer Success Managers pick up where our Services team leaves off, working closely with Samsara’s largest Fleet customers to understand their unique challenges, advising on how to leverage Samsara for their needs, and becoming their long-term strategic partner.
Your role will be cross-functional in nature, working alongside and connecting Sales, Support, Sales Engineering, and Product, enabling you to experience multiple aspects of a hyper-growth company from within.
This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.
You should apply if:
• You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.
In this role, you will:
• Be on the front lines and ensure our customers increase the safety, efficiency, and sustainability of their operations with our IoT platform
• Compose joint success plans with customers, outlining their objectives, metrics, and timelines, and effectively removing any barriers to achieving business value
• Orchestrate executive business reviews with our customers’ decision-makers and our executive leadership, where we look back at past successes and align on upcoming goals
• Conduct workshops with customers to understand their current op
岗位职责
Our Strategic Customer Success Managers pick up where our Services team leaves off, working closely with Samsara’s largest Fleet customers to understand their unique challenges, advising on how to leverage Samsara for their needs, and becoming their long-term strategic partner.
Your role will be cross-functional in nature, working alongside and connecting Sales, Support, Sales Engineering, and Product, enabling you to experience multiple aspects of a hyper-growth company from within.
This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area.
You should apply if:
• You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.
In this role, you will:
• Be on the front lines and ensure our customers increase the safety, efficiency, and sustainability of their operations with our IoT platform
• Compose joint success plans with customers, outlining their objectives, metrics, and timelines, and effectively removing any barriers to achieving business value
• Orchestrate executive business reviews with our customers’ decision-makers and our executive leadership, where we look back at past successes and align on upcoming goals
• Conduct workshops with customers to understand their current operations and recommend workflow changes to get the most out of their Samsara products
• Deeply understand the Samsara platform’s capabilities and explain them to businesses of all types - field services, utilities, long-haul transportation, school buses, and many more.
• Partners with cross-functional teams like Product, Support, Finance, etc. to drive progress on customer requests.
• Serve as a mentor to the wider Customer Success teams
• 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:
• 6+ years of work experience with most recent experience in a senior Customer Success, account management, or strategic consulting role
任职要求
• Strong priority management and high emotional intelligence; this is a demanding position with high internal visibility
• Solutions-oriented with strong problem-solving skills
• Proven track record of building trust, communicating effectively and driving change with a wide variety of stakeholders: executives, Product and Engineering leadership, day-to-day users of our software
• Passion for going above and beyond the call of duty, taking initiative, and thriving in a fast-paced, change-heavy environment
• Diplomacy, tact, and poise under pressure when working through customer issues
• Bachelor’s degree from a 4-year institution
• Customer travel is expected up to 25-40%.
An ideal candidate also has:
• Strong bias for action, the ability to think big, with insistence on high standards
• Ability to thrive in an unstructured, fast-paced, and change-heavy environment
Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below.
Annual OTE Salary $111,562.50 — $168,750 USD
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 .