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