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, 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. 

Recent awards we’ve won include:

Great Place To Work Certified™ 2023

Best Place to Work by Built In 2023

Financial Times The Americas’ Fastest Growing Companies 2023

Deloitte Fast 500 Companies

IoT Analytics Company of the Year in 2022’s IoT Breakthrough Winners

We see a profound opportunity for data to improve the safety, efficiency, and sustainability of operations, and hope you consider joining us on this exciting journey. 

About the role:

Samsara has several emerging Channel programs that have the potential to drive significant growth for the company. These include Insurance Partners, Resale Partners, Referral Partners, and Services Partners. This role specifically focuses on building GTM strategy and programs for Resale, Referral, and Services Partners across Private and Public Sectors. 

As a Senior Partner Program Manager, you will be responsible for shaping the strategic and operational elements of Samsara’s partner programs. You will work closely with our Partner Leaders and their Account Managers to build robust GTM strategy, evaluate new partner motions, and demonstrate partner impact to our greater sales organization. In this role, you will split your time between strategic analysis to identify core opportunities for investment, policy and process development, and project management to drive key programs to fruition.

This is a dynamic, entrepreneurial role that requires working cross-functionally to build programs and processes from scratch. The role has strong potential for growth along with our partner programs.

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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, countless opportunities to experiment and master your craft in a hyper growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best. 

Click here to learn about what we value at Samsara. 

In this role, you will: 

Own the development and execution of partner programs, with a focus on:

• Program Development 
• Build tailored programs for Samsara Services, Resale, and Referral partners
• Spearhead and contribute to the development of channel sales strategy alongside sales leadership
• Iterate on partner GTM policy and process to align with Samsara and partner needs
• Design scalable programs to enable Samsara partners to deliver best-in-class pre- and post-sales offerings
• Work cross-functionally to design partner experiences globally   
• Process & System Improvements 
• Independently lead cross-functional projects to develop and enhance Partner GTM programs 
• Define and streamline Samsara Resale, Referral, and Services partner processes including partner recruitment and onboarding as well as end to end sales and post-sales processes 
• Gather system requirements, prioritize across teams, and work to build, test, and launch capabilities
• Partner Analysis and Optimization 
• Measure the effectiveness of partner programs demonstrating mutual value add to Samsara Sales & Partners globally 
• Build interactive reporting tools to help Samsara sales team connect customers with knowledgeable partners in their territory
• Support fiscal planning activities with ad hoc analysis 
• Work cross-functionally with sales leadership to ensure deliverables align with Samsara sales/customer needs 

• 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:

• 8-10 years of combined program management, strategy, or consulting experience 
• Stellar analytical, written, and verbal communications skills
• Previous hands-on experience gathering requirements, ideating, developing, testing, and proving value of programs
• Experience working cross-functionally with technical teams to design and build or improve business processes 
• Consistent track record of deploying external facing programs and working with sales teams
• Passion and capability for teaching others

An ideal candidate also has:

• In-depth understanding of how channel partnerships work including experience working with Services and Resale Partners 
• Experience building global GTM plans 
• Translate complex concepts to technical and non-technical audiences 
• Experience leading projects demonstrating a bias for action 
• Proven record of driving results with cross-functional teams
• Sensitivity to sales cycle and operates with a sense of urgency 

Automatically included at the end of external job posts:

At Samsara, we welcome all. All sizes, colors, cultures, sexes, beliefs, religions, ages, people. We depend on the unique approaches of our team members to help us solve complex problems. We are committed to increasing diversity across our team and ensuring that Samsara is a place where people from all backgrounds can make an impact.

Benefits

Full time employees receive an above market total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.

Accommodations

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

Flexible Work

At Samsara, we have adopted a flexible way of working, enabling teams and individuals to do their best work, regardless of where they’re based. We value in-person collaboration and know a change of scenery and quiet space to work is welcomed from time to time, but also appreciate that the world of work has changed. Our offices remain open for those who prefer to collaborate or work in-office, but we also encourage fully remote applicants.