Director, Product Partnerships

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:

This is a high-impact leadership position within Samsara's Global Partnerships team, responsible for building and activating our OEM Go to Market strategy. 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. This is a remote position open to candidates residing in the US.

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. 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. In this role, you will: 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 Minimum requirements for the role: 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 \