Senior Partner Account Executive - Public Sector

Who we are

Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, Equipment Monitoring, and Site Visibility. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the role:

This role will join 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 distribution and resale program - building scalable programs to drive business via Tier 1 and Tier 2 partner motions, sharing Samsara’s innovation with our partners, and helping to drive a differentiated presence in the market. 

This is a great role for somebody looking to make an impact and influence the future of our Public Sector partnership 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: 

• Develop key relationships and build scalable programs with our Public Sector distribution and resale partners to drive net new pipeline and accelerate sales outcomes
• Work with Sales and other cross-functional partners within Samsara to identify opportunities that our partners can accelerate
• Build a scaled Public Sector channel motion (tier 1 / tier 2)
• Play a role in shaping our Public Sector partnerships strategic roadmap
• 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:

• 6-10 years of experience in Public Sector partnerships or sales
• Experience working with Carahsoft
• Experience building scaled Public Sector channel motions (tier 1 / tier 2)
• Experience with common Public Sector contract vehicles used to purchase IT/cloud and/or fleet management solutions
• 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 orchestrating complex m