Job Description
Who we are
Samsara (NYSE: IOT) is the pioneer of the Connected Operations Cloud, which allows businesses that depend on physical operations to harness IoT (Internet of Things) data to develop actionable business insights and improve their operations. Founded in San Francisco in 2015, we now employ more than 1,800 people globally and have over 1.5 million active devices. Samsara also went public in December 2021 and we’re just getting started.
Recent awards we’ve won include:
- #2 in the Financial Times’ Fastest Growing Companies in Americas list 2021
- Named as a Best Place to Work in Built In 2022
- #19 in the Forbes Cloud 100 2021
- IoT Analytics Company of the Year in 2022’s IoT Breakthrough Winners
- Forbes Advisor named us the Best Solution for Large Companies - Fleet management software for 2022!
We're driving change in industries that are yet to fully embrace digital transformation. Physical operations make up a massive slice of the global economy but haven’t benefited from innovation and actionable information in the way that other sectors have. The potential for scale and impact is huge.
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:
- Lead a team that is responsible for developing and managing relationships with Integration and Installation partners in North America and EMEA
- 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 (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
- 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 everyone regardless of their background, race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, etc. 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 [email protected] 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 or submit regular testing. People who cannot be vaccinated for qualifying medical conditions, sincerely held religious beliefs, and other legally protected categories, may request an accommodation.
Benefits
Our target total compensation market position is in the top 25% of all software and hardware companies. Our full time employees receive an above market-rate salary, an outstanding equity offering, employee-led remote and flexible working, health benefits, personal development, Samsara for Good charity fund, and much, much more. Take a look at our Benefits site to learn more.
Flexible Working
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. As most roles are not required to be in the office, we are able to hire remotely where Samsara has an established presence. If a role is required to be in a certain location and candidates do not have work authorization for that location, Samsara will conduct an immigration assessment. If the role is not required to be in a specific location, Samsara will move forward with the remote location that works best for the business. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company.
Date Posted
08/13/2022
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