Product Partnerships Manager, Ecosystem

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.

About the role:

We’re seeking a hands-on, self-starting individual to lead business development for Samsara’s ISV Partnerships. Samsara processes 9T+ data points annually, supports 75B+ API calls, and boasts a growing marketplace with 300+ partner applications. Our partners range from established companies like Workday, Progressive, and Uber to startups building next-gen applications with Samsara data.

As the champion of Samsara’s ISV Partnerships, you will ensure the success of all of our ISV partners. You’ll focus on deepening partner integrations that customers value most and launching new partnerships that expand what customers can accomplish via Samsara’s ecosystem. You’ll champion partner empathy and build a great ISV partner journey. Reporting to the Head of Developer Platform & Ecosystem, you’ll collaborate with a top-tier team across product management, engineering, and GTM.

This is a remote position open to candidates residing in the US and Canada and requires working in the EST or CST timezones. 

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. 

In this role, you will: 

• Deepen existing  strategic product partnerships by identifying innovative features to launch that meaningfully enhance the end user’s integration experience, collecting and addressing customer feedback, and planning joint GTM opportunities to drive partnerships KPIs forward. 
• Identify and launch new strategic product  partnerships by evaluating companies to target, conducting customer research and validation, defining integration requirements, aiding partners to find simplifiers to launch quickly, managing integration betas, and ensuring smooth launches with GTM.
• Collaborate with product teams  by representing partner needs  driving prioritization of features that support partnerships through clear business cases, and co-defining feature requirements 
• Grow the app marketplace ecosystem by evaluating new ISV requests, streamlining onboarding, participating in app certification, and improving self-serve resources with cross-functional stakeholders
• 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:

• 4+ years of work experience, including 2+ years of Business Development, Product Management, Strategy, or Consulting experience

Excellent verbal and written communication skills. Must be comfortable presenting to customers, partners, and internal audiences with exceptional professionalism.

• Bias-to-action and hands-on experience delivering business results. You’re not afraid to get your hands dirty.
• High-urgency to launch great partnerships on ambitious timelines; hands-on experience delivering tangible business results
• Sound business judgment, strong analytical skills, and proven ability to navigate ambiguous situations
• Experience in a partner or customer-facing role demonstrating the ability to earn trust and identify win-win opportunities that move the discussion forward
• Willingness to travel at least once a quarter for industry conferences and ISV partner onsites
• Strong understanding of technical concepts associated with building software integrations (e.g. REST APIs, JSON, 3rd-Party System Integrators) 
• Strong understanding of the dynamics of a successful partner / developer ecosystem
• B.S. required, with a preference for a STEM degree; willingness and aptitude to learn technical concepts of integrations

An ideal candidate also has:

• Experience with B2B SaaS products and strong familiarity with enterprise customer expectations

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles.  For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually. 

We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market positioning.

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.$88,655—$149,000 USD

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. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

Benefits

Full time employees receive a competitive 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 accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process.

Flexible Working 

At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.

Fraudulent Employment Offers

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in ‘@samsara.com’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.

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