Partner Account Manager - Ecosystem

About the role:

As a Samsara Partner Account Manager, you'll own the full-cycle relationship and management of large-scale Ecosystem Channel partners globally. This is a dynamic, entrepreneurial role in which you will work with integrated OEMs to take Samsara’s Connected Operations platform to market, enabling Samsara to scale its core mission of increasing the efficiency, safety, and sustainability of our customers' operations.

The core activities in the role will include educating and enabling Samsara’s sales team and partner network on our OEM go-to-market sales motion, deal-level support for OEM sales opportunities from pre- to post-sale, creation, and management of an ongoing interlock process with Samsara’s Product and Sales Leadership teams specific to this partner set.

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 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 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 focus on winning as a team.

Click here to learn about what we value at Samsara. 

In this role, you will: 

• Be responsible for internal and external relationship building and management, from the executive level down, for integrated OEM partnersOwn company-wide programmatic and deal-level go-to-market acceleration and support of these partners
• Own post-sale support, inclusive of installation and troubleshooting needs, for joint OEM deployments
• Own OEM-focused technical and sales training and enablement, internally and externally
• Own partner go-to-market process improvement in high-touch collaboration with Samsara’s Product team and integrated OEM partners
• 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:

• 7 years of combined sales and partnership/partner management experience
• 5+ years of partner management experience
• Strong written and oral communication skills, with the ability to work well with internal and external VP level and above individuals
• Consistent quota or goal (over)achievement in previous roles
• Partner management experience in high-growth SaaS and/or technology sales environments
• Strategic program development and program management experience
• Ability to work solo and effectively manage ambiguity  
• Consistent track record of building complex and dynamic programs and working successfully with sales teams
• Comfort with accountability to multiple internal and external stakeholders, with the ability to effectively prioritize between them
• Sensitivity to the sales cycle and ability to handle complex customer/partner situations

An ideal candidate also has:

• Excellent prioritization and time management skills
• Experience within the Fleet Telematics, Fleet Safety, or Connected Operations spaces
• Strong comfort level operating independently in hardware and software-oriented technical discussions when needed