Isv Partner Manager

Summary

Join Samsara, a leader in the Connected Operations™ Cloud, as a Business Development Lead for ISV Partnerships. You will champion the success of our 300+ ISV partners, focusing on deepening existing integrations and forging new ones. This remote role, open to US and Canadian residents in EST or CST time zones, requires building strong partner relationships, identifying growth opportunities, and advocating for ISVs internally. You will also contribute to growing our app marketplace and embedding Samsara's cultural principles. This is a high-impact role with opportunities for career growth within a rapidly expanding company.

Requirements

• 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

Responsibilities

• 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, negotiating contracts with finance and legal, 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

Preferred Qualifications

• 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)

Benefits

• Competitive total compensation package
• Employee-led remote and flexible working
• Health benefits
• Samsara for Good charity fund