About the role:

Samsara’s rapid growth and success in the enterprise segment have created a need for more public-sector partnerships to scale our business. We are seeking an experienced and dynamic individual to join our team as a Senior Partner Account Executive.

This pivotal role will be responsible for leading Samsara’s Public Sector Partner go-to-market strategy and initiatives. You will be establishing and nurturing Public Sector partnerships with distributors, national and regional Value-Added Resellers (VaRs), Direct Market Resellers (DMRs), and Independent Software Vendors (ISVs) driving growth and ensuring success within the public sector. Collaborating closely with our sales, product, and customer success teams, you will set the strategy for our Public Sector partners, and ensure highly qualified, customer-oriented partners are available to work with our customers. You will develop and maintain metrics to monitor the performance of these partners, to better inform sales, customer success, and customers about which partners to work with based on the need. You will work with our Partner Enablement team to develop training and enablement programs for our partners.

You should apply if:

• You are a strategic thinker with a passion: for forging impactful partnerships within the public sector, and you thrive in a dynamic and innovative environment. This is an opportunity to play a pivotal role in shaping the growth and success of Samsara while contributing to the evolution of IoT telematics technology.
• 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, reduce emissions, and most importantly, ensure workers return home safely.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. We set up our employees for success and have built a culture that encourages rapid career development, and countless opportunities to experiment and master your craft in a hyper-growth environment.
• You’re energized by our opportunity: The vision we have to digitize large sectors of the global economy requires your full focus and best efforts to bring forth creative, ambitious ideas for our customers.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by a high-caliber team that will encourage you to do your best.

Click here to learn about what we value at Samsara.

In this role, you will:

Strategy Development:

• Develop and refine the overall Public Sector partnership strategy in alignment with the organization's goals and objectives

Stakeholder Engagement:

• Build and maintain strong relationships with key stakeholders, including existing and potential Public Sector partners, industry influencers, and internal teams
• Collaborate with executive leadership to ensure Public Sector partnership goals, objectives, and growth targets align with the organization's vision

Partnership Recruitment, Nurturing & Growth:

• Evaluate and recruit new Public Sector partnership opportunities that align with the company's strategic priorities
• Work closely with partners to co-create value-added solutions, driving joint growth opportunities

Cross-Functional Collaboration:

• Foster collaboration across various internal teams (product, sales, marketing, etc.) to leverage resources and expertise for partnership success
• Act as a liaison between partners and internal stakeholders, ensuring seamless communication and alignment

Performance Evaluation:

• Define key performance indicators (KPIs) and metrics to measure the success of partnerships
• Regularly assess partnership performance and use data-driven insights to optimize strategies for continuous improvement

Championing, role-modeling, and embedding 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

Minimum requirements for the role:

• Bachelor's degree in Business Administration, Marketing, or a related field. MBA or relevant advanced degree preferred
• 5-10 years of partner management experience with a proven track record in business. development, partnership management, or related roles within the technology industry
• Extensive experience working with distributors, national and regional Value-Added Resellers (VaRs), Direct Market Resellers (DMRs), and Independent Software Vendors (ISVs) with a strong network and existing relationships within the public sector domain
• Exceptional written & oral negotiation, communication, and interpersonal skills with the ability to work well with internal & external C-level and above individuals
• Strategic thinker with a track record of driving revenue growth through partnerships
• Proficiency in data analysis and using insights to drive decision-making with the ability to translate high-level goals into actionable plans
• Proven ability to work cross-functionally and collaborate effectively with internal and external stakeholders at all levels
• Consistent quota (over)achievement in previous roles

An ideal candidate also has:

• Familiarity with IoT, telematics, and related technologies