Sr. Manager, Services Partners

About the role:

Samsara’s rapid growth and success in the enterprise segment has created a need for more services partners to assist customers with large complex deployments. As the Sr. Manager of Services Partners, you will be responsible for recruiting, enabling, and overseeing the business relationship with hardware installation, implementation, and integration partners across all product categories. 

You and your team will evolve our partner capabilities by implementing strategic initiatives and improving operational efficiency across the function. You will own the program strategy, P&L, and executive partner management, serving as the primary architect for how we recruit, enable, and oversee services partners. You will lead a team of Services Partner Managers and Installation Specialists, ensuring we have the right capacity and quality to scale our services partner network globally. 

You will work closely with our Services and Sales teams on setting the strategy for our services partners, and ensuring the right partners are being introduced and recommended to end customers, splitting your time between strategic analysis to identify core opportunities for investment, policy and process development, and project management to drive key programs to fruition.

This is a dynamic, entrepreneurial role that requires working cross-functionally to build programs and processes from scratch. Travel up to 25% may be required.

This is a remote position open to candidates residing in the US except the San Francisco Bay Metro Area, NYC Metro Area, and Washington, D.C. Metro Area. 

You should apply if:

• You want to impact the industries that run our world: Every phone call you answer and every email you send can affect whether truck drivers deliver goods on time and without accidents, whether students get dropped off safely from school, or whether power gets restored quickly after a natural disaster.
• You thrive the most when solving problems: Our constantly expanding technology and the complexities faced by our customers provide an exciting range of challenges for our Customer Success teams. With a growth mindset and a desire to learn, you will strategically partner with our customers to find unique solutions to help keep their operations safe, efficient, and sustainable.
• You are a natural relationship builder: Whether the relationship is with our customers or with cross-functional teams in Samsara, you are in constant communication and collaboration with key stakeholders to win as a team.
• You are the architect of your own career: If you put in the work, this role won’t be your last at Samsara. This Customer Success team is still shaping its future and you will have plenty of autonomy and opportunities to master your craft in a hyper growth environment.
• You want to be with the best: At Samsara, we win together, celebrate together and support each other. You will be surrounded by the best and brightest professionals out there.

In this role, you will: 

• Define the strategic vision for the entire Services Partner Program, including the formalization of certification tiers, audit policies, and incentive structures.
• Conduct high-level negotiations and Quarterly Business Reviews (QBRs) with services partner executives and ensure high-quality customer service by maintaining metrics to monitor partner performance.
• Identify, assess, and mitigate both operational and strategic risks within the services partner function, serving as the ultimate escalation point for services partner issues.
• Streamline cross-team processes and workflows to simplify large-scale services partner engagements.
• Lead the Services Partner team and own the hiring plan and headcount needs for all services partner roles.
• Ensure we have enough capacity across our partner base; recruit new partners as needed, onboard and train, and maintain ongoing executive relationships.
• Evaluate partner performance based on cross-functional feedback at scale.
• Coordinate with sales and customer success on the selection of partners for strategic customer deployments.
• Develop and implement tools and resources to enhance ramping and sustained team performance, fostering a culture of recognition and impact.
• Problem-solve as needed to streamline internal processes with customer success, sales, operations, product, finance and other cross-functional teams to simplify large scale deployments delivered by partners.
• Champion, role model, and embed 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:

• 7+ years experience in program execution, consulting, partner account management, or similar
• Proven track record as a people leader with experience hiring, developing, and leading inclusive, engaged teams
• Demonstrated ability to build and maintain an enterprise grade services partner network delivering verifiable customer outcomes within a high-growth technology company 
• Experience managing program budgets, P&L, and defining strategic visions (e.g., certification tiers, incentive structures)
• Strong track-record of building and managing complex service partner relationships
• Excellent cross-functional collaboration and communication skills, with a proven ability to work across both sales and product stakeholders
• Strong project management, analytic, and organizational skills
• Strong track record of building and managing complex partner relationships, including high-level negotiations and executive relationship management

An ideal candidate also has:

• Experience developing training content or certification systems for technical partners.
• Background in fleet telematics and dash camera industry with business development and project management experience.