Job Description
This is a leadership role within Samsara's Global Partnerships team, responsible for developing and executing OEM go-to-market strategies, building strategic relationships, and managing a team of Partner Account Managers to drive OEM growth and revenue in the IoT-enabled physical operations industry.
Key Responsibilities
- Build and activate OEM go-to-market partner strategy and develop a foundational playbook for OEM partnerships.
- Develop and influence strategic relationships with executive leadership at key OEM partners to align objectives.
- Orchestrate ecosystem activation by partnering across teams to develop mutual value propositions and sales motions.
- Create scalable programs to enable repeatable and coordinated OEM partnership efforts.
- Build and manage a high-performing team of Partner Account Managers focused on OEM growth and activation.
Requirements
- Minimum of 12 years of experience in partnerships, business development, consulting or sales, with experience building new partner motions and high-performing teams.
- Expertise in co-sell motion, including architecting mutual value propositions and driving multi-layered sell-with and sell-through partnership motions that deliver a consistent pipeline.
- Ability to navigate multi-stakeholder deals across several companies, demonstrating complex deal orchestration skills.
- Proven ability to create structure, process, and commercial models where none exist, demonstrating a builder mentality.
- Ability to align cross-functional teams toward a common channel goal, demonstrating cross-functional leadership skills.
- Experience working with OEMs in a go-to-market or strategy capacity, including understanding OEM pre-delivery installation, routes to market, and dealer networks.
- Experience in B2B technology or within a B2B technology ecosystem.
- Ability to build and lead a high-performing team of Partner Account Managers focused on OEM growth and activation.
- Ability to influence strategic relationships by developing and influencing top-down relationships with executive leadership at key partners to align objectives.
- Ability to develop scalable programs that enable Samsara to partner with OEMs in a coordinated and repeatable fashion.
Benefits & Perks
Annual OTE salary range of $205,800 to $367,500 USD
Performance-based bonus variable pay
Equity for eligible roles
Flexible, employee-led remote work model
Professional development stipend
Comprehensive health plans
Parental leave plans
Ready to Apply?
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