Senior Program Manager, GTM Partner Programs

About the role:

Samsara has several emerging go-to-market partner programs that are core engines of significant growth for the company. These include referral and resale partnerships as well as strategic alliances with the insurance industry fleet management companies and technology integrators.

As the Program Manager GTM Partner Programs your core responsibility is to integrate the value of partnerships into the DNA of the global Sales organization. You will be the cross-functional expert responsible for the comprehensive design and deployment of programs that equip Account Executives (AEs) to sell effectively with partners and unlock unique customer value at scale. This mandate requires deep collaboration with key internal functionsincluding Sales Programs Sales Enablement Business Value Services and Customer Outcomesto embed partnership motions across all critical internal resources sales tools and playbooks. Additionally you will own and drive the Partner Account Management (PAM) playbook defining and managing the global standard for partner deal orchestration and internal end-to-end management processes. This is a dynamic role with strong potential for growth requiring you to serve as the primary internal advocate for GTM partner programs overseeing the entire strategy-to-execution lifecycle and maximizing partnership efficiencies across the organization.

Note: This is a programmatic and strategic role. It is not quota-carrying and does not involve direct external management of partner relationships.

This role is open to candidates residing in the US except the San Francisco Bay Metro Area the NYC Metro Area and the Washington D.C. Metro Area. Relocation assistance will not be provided for this role.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impacthelping 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 youll meet with someone in waste management and the next day 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 havent 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: Samsaras high-performance culture means youll 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:

• Own the strategy-to-execution lifecycle for GTM partner programs acting as the primary internal advocate to maximize organizational efficiency and partnership ROI.
• Design scalable programs that enable AEs to successfully sell with partners and quantify the unique customer value of joint solutions.
• Develop and launch the PAM Playbook establishing global standards for how PAMs effectively onboard and scale large strategic partners and successfully activate partners within strategic deals.
• Institutionalize partners as part of Samsara sales standardized operating rhythm (e.g. QBRs leadership reviews sales on-sites).
• Define the strategy opportunities and enablement programs required to integrate partner value across post-sales teamsincluding Customer Success Implementation and Supportmaximizing the end-to-end customer lifecycle.
• Manage the strategic collection curation and promotion of high-impact Partner Win Stories and quantifiable success metrics to fuel internal sales advocacy and drive effective value selling.
• Manage the Partner teams internal operating calendar (e.g. Town Halls Priority Partner Reviews) and run targeted high-impact value selling training sessions to achieve PAM specialization.
• Serve as the owner and administrator for all GTM run the business documentation and knowledge platforms (Partner Intranet page Showpad Confluence) ensuring immediate clarity and accessibility of partner programs globally.
• Champion role model and embed Samsaras 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:

• 6-8 years of strategic program management enablement and/or consulting experience within a Sales and/or Partner organization
• Stellar analytical written and verbal communications skills
• Proven ability in turning complex strategies into clear value-driven programs
• Experience working cross-functionally with operational and PMO teams to design and implement programs
• Consistent track record of deploying new programs and/or organizational frameworks to drive business outcomes and working with sales teams
• Collaborative and low-ego mindset

An ideal candidate also has:

• In-depth understanding of how SaaS GTM partnerships and alliances work
• Demonstrated understanding of the enterprise sales cycle go-to-market motions and how partnerships channel enablement or co-selling programs directly influence pipeline and revenue.
• Proven ability to own define and execute complex cross-functional initiatives from initial strategy through to global deployment and adoption.
• Exceptional communication and collaboration skills with a track record of driving alignment and consensus across diverse groups (Sales Enablement Ops Marketing Leadership) without direct authority.
• Proficiency in leveraging CRM (e.g. Salesforce) to track program performance measure success metrics and make data-driven decisions.
• Experience working with Accord Zendesk Confluence JIRA.
• Ability to translate complex concepts to technical and non-technical audiences.
• Demonstrates a clear bias for action and operates with a sense of urgency.

Required Experience:

Manager