ISV Partner Manager

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 or 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: 

• Build strong relationships with strategic ISV partners by improving integration experiences for customers, identifying growth opportunities, addressing feedback, and planning joint go-to-market efforts like co-selling, co-marketing, and events
• Identify and close new strategic ISV partnerships by unblocking integration development, defining requirements for integration based on customer problem validation, managing integration betas, and ensuring smooth launches.
• Advocate for ISVs internally by representing partner needs, collaborating with product teams to prioritize features that support partnerships, and ensuring a high-quality partner experience.
• Grow the app marketplace by evaluating new ISV requests, streamlining onboarding, participating in app certification, and improving self-serve resources with the developer ecosystem team.
• 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 experience, or in a relevant role such as Strategy or Consulting
• Excellent verbal and written communication skills. Must be comfortable presenting to customers, partners, and internal audiences.
• 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
• 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
• Familiarity with technical concepts associated with building software integrations (e.g. REST APIs, JSON, 3rd-Party System Integrators)