Job Description
This role is a leadership position within Samsara's Global Partnerships team, responsible for developing and scaling the Fleet Management Company ecosystem strategy in the UK and France, with a focus on building partner relationships, driving revenue through partnerships, and creating scalable go-to-market models in the IoT and fleet management industries.
Key Responsibilities
- Build and activate the FMC partner motion in EMEA, starting with the UK and France.
- Define and operationalize a scalable FMC go-to-market (GTM) model and develop value propositions for partners.
- Align commercial incentives, establish partner engagement cadence, and drive revenue through partners.
- Generate and influence pipeline by activating FMC relationships and embedding partners into live opportunities.
- Document playbooks, engagement models, and activation processes; identify and fix structural blockers.
- Build strong top-down relationships within FMC organizations and position Samsara as a strategic partner.
- Navigate complex multi-stakeholder environments and influence revenue through partner-driven opportunities.
Requirements
- Minimum of 8 years of experience in partnerships, business development, or enterprise sales within B2B technology.
- Proven experience scaling or significantly expanding a partner motion, not just managing relationships.
- Demonstrated success influencing revenue through partners in a complex sales environment.
- Experience navigating multi-stakeholder enterprise deals.
- Strong commercial acumen and ability to structure mutually beneficial partner models.
- Experience working cross-functionally within a matrixed sales organization.
- Based in the UK and legally authorized to work in the UK.
- Experience in mobility, fleet, telematics, IoT, or adjacent industries (strongly preferred).
- Exposure to leasing or fleet management company ecosystems (strongly preferred).
- Experience operating across UK and France (strongly preferred).
- French language proficiency (strongly preferred).
- Experience in hardware SaaS technology environments (strongly preferred).
Benefits & Perks
Above-market total compensation through a combination of base salary, performance-based bonus variable pay, and equity
Flexible, employee-led remote work model
Comprehensive health and parental leave plans
Professional development stipend
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