Director, Services Partners

Samsara

  • Full Time

Who We Are

Samsara is the pioneer of the Connected Operations Cloud, which allows businesses and organizations that depend on physical operations to harness IoT (Internet of Things) data to develop actionable business insights and improve their operations. Samsara operates in North America and Europe and serves more than 20,000 customers across a wide range of industries including transportation, wholesale and retail trade, construction, field services, logistics, utilities and energy, government, healthcare and education, manufacturing and food and beverage. Learn more about Samsara's mission to increase the efficiency, safety, and sustainability of the operations that power the global economy at www.samsara.com.

About the role: 

Samsara’s rapid growth and success in the enterprise segment has created a need for more installation and integration services to assist customers with large complex deployments, and software integration projects. As the Director of Services Partners, you will be responsible for recruiting, enabling, and overseeing the business relationship with installation partners, upfitters, and software integrators across all product categories. You and your team will manage these relationships, and ensure highly qualified, customer-oriented partners are available to work with our customers. 

You will work closely with our product, sales, and customer success teams on setting the strategy for our services partners, and ensuring the right partners are being introduced and recommended to end customers.  You will develop and maintain metrics to monitor the performance and customer service of these partners, so as to better inform sales, customer success, and customers about which partners to work with based on the need. Over time, you will work with our Partner Enablement team to develop a training and certification program for our services partners. Initially two people (yourself and one direct report), the team will scale to support a growing number of partners along with the business. The role has strong potential for growth along with our partner programs.

This position is based in San Francisco, Atlanta, or remotely in the U.S. 30% to 40% travel is likely. 

In this role, you will: 

  • Develop and manage relationships with Integration and Installation partners.
  • Ensure we have enough installation and integration capacity across our partner base; recruit new partners as needed, onboard and train, and maintain ongoing executive relationships. 
  • Evaluate performance based on customer, sales, and customer success feedback. 
  • Coordinate with sales and customer success on the selection of partners for customer deployments. 
  • Problem-solve as needed to streamline internal processes with customer success, sales, operations, product, finance and other cross-functional teams to simplify large scale deployments delivered by partners. 
  • Develop a training and enablement program for integration and installation partners: Working closely with the product team, establish a process to train, enable, and keep partners up to date on the latest product developments.  Over time, potentially create a certification system for integration partners based on expertise and customer satisfaction.
  • Champion, role model, and embed Samsara’s cultural principles (Obsess Over the Customer, Build for the Long Term, Growth Mindset) as we scale globally and across new offices.
  • Hire, develop and lead an inclusive, engaged, and high performing team.

Minimum requirements for the role: 

  • Strong track-record of building and managing complex partner relationships 
  • Excellent cross-functional collaboration and communication skills, with a proven ability to work across both sales and product stakeholders
  • Strong project management, analytic, and organizational skills
  • 7+ years experience in program execution, consulting, partner account management, or similar

An ideal candidate also has: 

  • Prior people management experience – the role will initially have one direct report, but scope will grow in line with program growth.

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.

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.

US Only: Please note that Samsara’s COVID-19 vaccination policy requires all team members who will be meeting in person for business or working from one of our offices to be fully vaccinated against COVID-19. People who cannot be vaccinated for qualifying medical conditions, sincerely held religious beliefs, and other legally protected categories, may request an accommodation. 

Benefits

Working at Samsara has its perks: for all global full-time employees, we provide private medical and dental insurance, growth and development opportunities, regular virtual team and company events, and other location-based perks. Review all of Samsara's current benefit offerings at rewards.samsara.com.

Flexible Work

At Samsara, we have adopted a flexible way of working, enabling teams and individuals to do their best work. We value in person collaboration and know a change of scenery and quiet space to work is welcomed from time to time. Our offices remain open for those who prefer to collaborate or work in-office. We also offer a co-working support program for employees who are not located near a Samsara office. For more information about our Flexible Work model, please see our blog post here.

Job Overview