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Senior Partner Services Manager



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Remote · United Kingdom
Posted on Tuesday, May 23, 2023

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.

Recent awards we’ve won include:

Great Place To Work Certified™ 2023

Best Place to Work by Built In 2023

Financial Times The Americas’ Fastest Growing Companies 2023

Deloitte Fast 500 Companies

IoT Analytics Company of the Year in 2022’s IoT Breakthrough Winners

We see a profound opportunity for data to improve the safety, efficiency, and sustainability of operations, and hope you consider joining us on this exciting journey.

About the role:

Samsara’s rapid growth and success has created a need for more installation and integration services to assist customers with complex deployment projects. As Sr. Partner Services Manager you will be responsible for building a services channel network which includes recruiting, enabling, and managing the business relationship with installation and integration partners. You will ensure highly qualified, customer-oriented partners are available to work with our customers.

You will work with our Partner Enablement and Sales Engineering teams to develop a training and certification program for our services partners. You will partner with our Sales and Customer Success teams to connect the right services partners to the right customer opportunity. You will develop and maintain metrics to monitor partners’ performance.

This position is based in the UK, France, Germany or the Netherlands; 25% travel is likely.

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, and most importantly, ensure workers return home safely.
  • You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact.
  • You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time.
  • You want to be with the best: Samsara’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.
  • You are a team player: At Samsara, sales is a team sport. We help each other out by sharing best practices and focus on winning as a team.

Click here to learn about what we value at Samsara.

In this role, you will:

Build a services channel network

  • Assess the capacity and coverage needed from services partners to support Samsara’s business in defined geography.
  • Define target profiles for services partners in areas of hardware installation and software integration.
  • Conduct research to identify partners that fit the defined profile.
  • Build out and execute a robust scaling plan to recruit and onboard partners.

Enable services partners

  • Collaborate with Sales Engineering and Enablement teams to build out training and enablement programs for services partners.
  • Conduct training presentations for service partners.
  • Coordinate with the Sales and Enablement teams to keep partners up to date on new products, features and best practices.

Manage operations with services partners

  • Build and maintain relationships with key Samsara’s and partners’ decision makers.
  • Plan and manage services partner network capacity to support Samsara’s business on day-to-day operations. Allocate work to the partner ecosystem aiming to minimize customers’ down-time.
  • Collaborate with Samsara teams and services partners to jointly design and implement processes, workflows and communication channels to deliver to our customers best-in- class experience throughout their journey.
  • Act as the primary contact and liaison for customer escalations related to services provided by partners.

Manage services partners performance

  • Define short, medium & long-term strategy, goals and success metrics for designated partner base.
  • Create and maintain a partner performance feedback loop for continuous partner and program improvement. Conduct quarterly business reviews with top service partners.

Drive incremental business

  • Build plans and enable services partners for cross selling opportunities to drive sales of Samsara’s solutions.

Minimum requirements for the role:

  • 3-6 years of combined program management, enablement, or operations consulting experience
  • 2-3 years of channel sales experience selling technical products or services
  • Experience designing, building and improving business processes
  • Excellent written, and verbal communications skills
  • Experience deploying enablement programs to internal and external audiences
  • Passion and capability for teaching others
  • Fluency in English
  • Fluency in either French, German or Dutch

An ideal candidate also has:

  • Experience within the fleet management space
  • Familiarity with the commercial fleet space
  • Experience within Enterprise SaaS sales

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.



Full time employees receive an above market 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.

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.

Please note: Samsara does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Samsara employees.

This job is no longer accepting applications

See open jobs at Samsara.