Senior Manager, Partnerships - Public Sector

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, 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. Samsara helps improve the safety, efficiency and sustainability of the physical operations that power our global economy, including agriculture, construction, field services, transportation, and manufacturing.

Working at Samsara means you’ll help define the future of physical operations and be on a team shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, Equipment Monitoring, and Site Visibility. 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.

This role will be a key leader within Samsara’s Global Partnerships team, which is responsible for building and activating our ecosystem of go-to-market partners across Insurance, co-sell, Independent Software Vendors (ISVs), Public Sector routes to market, and Fleet Management Companies.

You’ll be responsible for our Public Sector and US Private Sector Go-to-Market partnerships function, including distribution, resale, referral, and strategic partnerships. You’ll manage a team of Partner Account Managers, shape our partnerships strategy, and build programs with our partners, helping to drive a differentiated presence in the market.

This is a great role for somebody looking to make an impact alongside a fast-growing sales segment and influence the future of our partnerships strategy.

This is a remote position open to candidates residing in the US.

• 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.
• You have an innate curiosity about 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 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 culture means you’ll be surrounded by the best and challenged to go farther than you have before.
• You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focusing on winning as a team.

• Manage a team of Partner Account Managers
• Set & execute against our Public Sector partnerships strategy
• Build a scaled Public Sector channel motion (tier 1 / tier
  2)
• Help scale our US Private Sector referral and resale business
• Identify and develop key strategic partners & go-to-market motions
• Work with Sales and other cross-functional partners within Samsara to identify opportunities that our partners can accelerate
• Develop key relationships and build scalable programs with our partners to drive net new pipeline and accelerate sales outcomes
• 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
• Hire, develop, and lead an inclusive, engaged, and high-performing team

• 10+ years of experience in partnerships, business development, or sales with meaningful experience building and managing teams
• A track record of architecting and building scaled partnership motions that deliver sourced pipeline and accelerate sales outcomes; specific experience building scaled Public Sector channel motions (tier 1 / tier
  2) is desired
• Experience working with Carahsoft
• Kind and collaborative orientation, who is energized by working with a…