Strategic OEM Partnerships Manager

Summary

Join Samsara's OEM Team and drive impactful collaborations with OEMs, Tier 1 and Tier 2 suppliers, and strategic ecosystem partners. This remote US-based role blends product understanding with a focus on external partnerships to accelerate Samsara's product roadmap and market reach. You will work at the intersection of product management, business development, and strategy, shaping Samsara's connected vehicle ecosystem. Impact industries that power our world, architect your career with rapid development opportunities, and be energized by the chance to digitize large sectors of the global economy. Work with a high-caliber team that encourages excellence and celebrates success. This role offers the chance to make a real-world impact, improving safety, efficiency, and sustainability.

Requirements

• 5+ years in Technology Alliances / Strategic Partnerships roles
• Experience working in a B2B / Enterprise SaaS business at scale ($1Bn+ revenue)
• Technical acumen to grasp technical concepts and successfully engage with product & engineering leadership
• Exceptional business development / sales acumen
• Connected vehicle / Telematics / Safety experience and knowledge of Connected Vehicle or Telematics or Safety technologies / protocols
• A deep appreciation for customer feedback and insights, and using those insights to shape strategy
• Experience navigating and managing enterprise contracts between Samsara and external partners
• Experience managing complex projects across internal and external teams

Responsibilities

• Strategic Partner Engagement: Build and manage long-term relationships with key HD, MD, LD, trailer and equipment OEMs, Tier1s, component suppliers, and technology partners to support and accelerate Samsara’s product development and go-to-market efforts
• Product & Ecosystem Strategy: Partner with Product leaders to identify opportunities where partnerships can enhance product offerings, roadmaps, reduce time-to-market, and support business objectives
• Market & Competitive Analysis: Maintain a strategic OEM market map, identifying key players in the ecosystem, trends, investments, opportunities and partner pipeline. Translate insights into actionable recommendations for product and executive leadership
• Cross-functional Leadership: Collaborate with Engineering, Product Management, Marketing, Legal, Operations and Sales to execute joint initiatives and bring integrated solutions to life
• Execution & Enablement: Develop a technical understanding of our product’s systems and work with engineers and stakeholders to identify meaningful improvements leveraging partners. Manage the end-to-end process of partner integration, from exploration through launch. Ensure technical compatibility, negotiate terms, and coordinate roadmaps and deliverables
• Customer-Centric Innovation: Leverage feedback from customers, partners, and market data to prioritize impactful solutions and features. Act as a voice of the customer in strategic decisions
• Continuous Improvement: Continuously optimize Samsara’s OEM engagement models and operational best practices to scale with company growth
• 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

Benefits

Full time employees receive a competitive total compensation package along with employee-led remote and flexible working, health benefits, Samsara for Good charity fund, and much, much more