Senior Manager, Partnerships - Public Sector

About the role:

This role will be a key leader within Samsara’s Global Partnerships team, which is responsible for building and activating our ecosystem of go-to-market partners across Insurance, co-sell, Independent Software Vendors (ISVs), Public Sector routes to market, and Fleet Management Companies.

You’ll be responsible for our Public Sector and US Private Sector Go-to-Market partnerships function, including distribution, resale, referral, and strategic partnerships. You’ll manage a team of Partner Account Managers, shape our partnerships strategy, and build programs with our partners, helping to drive a differentiated presence in the market.

This is a great role for somebody looking to make an impact alongside a fast-growing sales segment and influence the future of our partnerships strategy.

This is a remote position open to candidates residing in the US.

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 an innate curiosity about 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 focusing on winning as a team.

In this role, you will:

• Manage a team of Partner Account Managers
• Set & execute against our Public Sector partnerships strategy
• Build a scaled Public Sector channel motion (tier 1 / tier 2)
• Help scale our US Private Sector referral and resale business
• Identify and develop key strategic partners & go-to-market motions
• Work with Sales and other cross-functional partners within Samsara to identify opportunities that our partners can accelerate
• Develop key relationships and build scalable programs with our partners to drive net new pipeline and accelerate sales outcomes
• 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
• Hire, develop, and lead an inclusive, engaged, and high-performing team

Minimum requirements for the role:

• 10+ years of experience in partnerships, business development, or sales with meaningful experience building and managing teams
• A track record of architecting and building scaled partnership motions that deliver sourced pipeline and accelerate sales outcomes; specific experience building scaled Public Sector channel motions (tier 1 / tier 2) is desired
• Experience working with Carahsoft
• Kind and collaborative orientation, who is energized by working with a lot of different types of people from many teams
• A builder mentality—you thrive in ambiguous environments and know how to create structure, process, and scale
• Willingness to roll up your sleeves; no task is too big or small
• Strong organizational and project management skills, with the ability to lead multiple initiatives simultaneously

An ideal candidate also has:

• Experience in B2B technology or within a B2B technology ecosystem
• Experience with FirstNet solutions
• Experience orchestrating complex multi-vendor deals
• Lives in the Washington DC metro area