Product Partnerships Manager, Ecosystem

About the role:

We’re seeking a hands-on, self-starting individual to lead business development for Samsara’s ISV Partnerships. Samsara processes 9T+ data points annually, supports 75B+ API calls, and boasts a growing marketplace with 300+ partner applications. Our partners range from established companies like Workday, Progressive, and Uber to startups building next-gen applications with Samsara data.

As the champion of Samsara’s ISV Partnerships, you will ensure the success of all of our ISV partners. You’ll focus on deepening partner integrations that customers value most and launching new partnerships that expand what customers can accomplish via Samsara’s ecosystem. You’ll champion partner empathy and build a great ISV partner journey. Reporting to the Head of Developer Platform & Ecosystem, you’ll collaborate with a top-tier team across product management, engineering, and GTM.

This is a remote position open to candidates residing in the US and Canada and requires working in the EST or CST timezones. 

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, 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, 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. 

In this role, you will: 

• Deepen existing  strategic product partnerships by identifying innovative features to launch that meaningfully enhance the end user’s integration experience, collecting and addressing customer feedback, and planning joint GTM opportunities to drive partnerships KPIs forward. 
• Identify and launch new strategic product  partnerships by evaluating companies to target, conducting customer research and validation, defining integration requirements, aiding partners to find simplifiers to launch quickly, managing integration betas, and ensuring smooth launches with GTM.
• Collaborate with product teams  by representing partner needs  driving prioritization of features that support partnerships through clear business cases, and co-defining feature requirements 
• Grow the app marketplace ecosystem by evaluating new ISV requests, streamlining onboarding, participating in app certification, and improving self-serve resources with cross-functional stakeholders
• 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:

• 4+ years of work experience, including 2+ years of Business Development, Product Management, Strategy, or Consulting experience

Excellent verbal and written communication skills. Must be comfortable presenting to customers, partners, and internal audiences with exceptional professionalism.

• Bias-to-action and hands-on experience delivering business results. You’re not afraid to get your hands dirty.
• High-urgency to launch great partnerships on ambitious timelines; hands-on experience delivering tangible business results
• Sound business judgment, strong analytical skills, and proven ability to navigate ambiguous situations
• Experience in a partner or customer-facing role demonstrating the ability to earn trust and identify win-win opportunities that move the discussion forward
• Willingness to travel at least once a quarter for industry conferences and ISV partner onsites
• Strong understanding of technical concepts associated with building software integrations (e.g. REST APIs, JSON, 3rd-Party System Integrators) 
• Strong understanding of the dynamics of a successful partner / developer ecosystem
• B.S. required, with a preference for a STEM degree; willingness and aptitude to learn technical concepts of integrations

An ideal candidate also has:

• Experience with B2B SaaS products and strong familiarity with enterprise customer expectations