Director, Product Partnerships

About the role

This is a high-impact leadership position within Samsara's Global Partnerships team, responsible for building and activating our OEM Go to Market strategy
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This is a leadership opportunity for a builder who can navigate the complex world of OEMs and mutually align our growth objectives, build new routes to market, and expand our reach & impact. You will partner closely with Product to further these partnerships and you will build and lead a team of Partner Account Managers to activate this route to market, driving incremental revenue through a variety of go-to-market motions.

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, ensuring 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.
• You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and have not met 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.

• Drive OEM Go-to-Market Partner Strategy: Build the foundational playbook for how Samsara effectively partners to go to market with OEMs.
• Influence Strategic Relationships: Develop and influence top-down relationships with executive leadership at key partners to align objectives.
• Orchestrate Ecosystem Activation: Partner across Samsara to develop a mutual Samsara/OEM value prop and design GTM motions that motivate our teams to sell together.
• Build Scalable Programs: Develop the program that allows Samsara to partner with OEMs in a coordinated, repeatable fashion.
• Build & Scale a Team: Build and manage a high-performing team of Partner Account Managers focused specifically on OEM growth and activation.

• 12+ years of experience in partnerships, business development, consulting or sales, with experience building new partner motions and high-performing teams.
• Expertise in co-sell motion: Experience architecting mutual value props and driving multi-layered "sell-with" and "sell-through" partnership motions that deliver consistent pipeline.
• Complex Deal Orchestration: Ability to navigate multi-stakeholder deals across several companies.
• Builder Mentality: Proven ability to create structure, process, and commercial models where none exist.
• Cross-Functional Leadership: Ability to align cross-functional teams toward a common channel goal.

• Experience working with OEMs in a go-to-market or strategy capacity.
• Understanding of OEM pre-delivery installation, routes to market, & dealer networks.
• Experience in B2B technology or within a B2B technology ecosystem.

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.

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email acces or  if you require any reasonable accommodations throughout the recruiting process.