Sr. Manager, Account Networks

About the role:

This role will be a key leader within Samsara’s Global Partnerships team, responsible for our ecosystem of network partners. In this role, you will help us build relationships with these networks and activate Samsara GTM to more effectively serve these networks and their members (Samsara customers). 

You will build a team of Partner Account Managers and work cross-functionally with Sales, Marketing, Customer Success, & others to drive a differentiated presence within these high-value networks. This is a high-impact role for a builder who wants to shape how we go to market in a complex and interconnected segment.

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: 

• Drive “Network Level” strategy: Build our playbook for how we effectively partner with networks and develop relationships with key partners. 
• Influence and activate individual members within these networks by leveraging top-down relationships to drive adoption.
• Orchestrate Ecosystem Activation: Work closely with Sales, Customer Success, and Marketing to design and execute GTM motions that drive incremental revenue and customer success across partner portfolios.
• Develop scalable programs that allow Samsara to serve these networks in a coordinated fashion.
• Champion Samsara’s cultural principles, including Focus on Customer Success and Winning as a Team, as we build this motion.
• Build a team of Partner Account Managers focused on network-level growth.

Minimum requirements for the role:

• 10+ years of experience in partnerships, business development, or sales, with experience building new partner motions and high-performing teams.
• Track record of architecting multi-layered partnership motions that deliver pipeline and accelerate commercial outcomes.
• Ability to orchestrate complex, multi-vendor, and multi-stakeholder deals that involve both corporate-level decision-makers and individual members / businesses.
• A builder mentality—the ability to create structure and process as we define this "Network" motion.
• Exceptional cross-functional collaboration skills, with the ability to align diverse internal and external stakeholders toward a common goal.

An ideal candidate also has:

• Experience with private equity firms, distributor / dealer networks, and/or franchised business models
• Experience in B2B technology or within a B2B technology ecosystem