Strategic OEM Partnerships Manager

Samsara; United States; Remote; USD 133,000 - 225,000; Full time

Job summary

Samsara is seeking a Strategic OEM Partnerships Manager to drive collaborations with OEMs and strategic partners. In this remote role, you will play a key role in accelerating product development and market reach, while impacting industries that keep essential operations running effectively.

Benefits

Competitive total compensation package

Health benefits

Remote and flexible working options

Qualifications

• 5+ years in Technology Alliances / Strategic Partnerships roles.
• Experience in a B2B / Enterprise SaaS business.
• Knowledge in Connected Vehicle / Telematics / Safety technologies.

Responsibilities

• Build and manage relationships with key OEMs and partners.
• Identify opportunities to enhance product offerings.
• Collaborate across teams to execute joint initiatives.

Skills

Business Development

Sales Acumen

Strategic Planning

Technical Understanding

Market Analysis

Customer Engagement

Education

Bachelor's Degree

Job description

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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.

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:

As a member of the OEM Team at Samsara, you will drive impactful collaborations with OEMs, Tier 1 and Tier 2 suppliers, and strategic ecosystem partners. This role combines deep product understanding with a sharp focus on external partnerships to accelerate Samsara’s product roadmap and expand our market reach. You will sit at the intersection of product management, business development, and strategy, playing a key role in shaping Samsara’s connected vehicle ecosystem.

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, 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-calibre team that will encourage you to do your best.
  
  
  

In this role, you will:

• 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.
  
  
  

An ideal candidate also has:

• 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
  
  
  

Samsara’s Compensation Philosophy: Samsara’s compensation program is designed to deliver Total Direct Compensation (based on role, level, and geography) that is at or above market. We do this through our base salary + bonus/variable + restricted stock unit awards (RSUs) for eligible roles. For eligible roles, a new hire RSU award may be awarded at the time of hire, and additional RSU refresh grants may be awarded annually.

We pay for performance, and top performers in eligible roles may receive above-market equity refresh awards which allow employees to achieve higher market.

The range of annual base salary for full-time employees for this position is below. Please note that base pay offered may vary depending on factors including your city of residence, job-related knowledge, skills, and experience.

$133,577.50—$224,500 USD

At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact.

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. Take a look at our Benefits site to learn more.

Accommodations

Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [e-mail] or click here if you require any reasonable accommodations throughout the recruiting process.

Flexible Working

At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.

Fraudulent Employment Offers

Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in ‘@samsara.com’ or ‘@us-greenhouse-mail.io’. For more information regarding fraudulent employment offers, please visit our blog post here.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Software Development

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