Senior Partner Manager - Strategic Partnerships
Job description
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, and Equipment Monitoring. 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.
We are seeking a senior partnership strategist to lead and innovate our collaboration with the world’s leading insurance carriers and brokers. This is not a direct sales role; it is a high-visibility, consultative position designed for a strategic thinker who can navigate complex organizations to drive industry-wide impact.
Samsara’s technology is transforming physical operations, and our insurance ecosystem is pivotal to that mission. In this role, you will move beyond transactional relationship management to become a trusted advisor to C-suite executives while simultaneously driving rigorous execution at the field level. You will act as the bridge between high-level strategy and regional reality, ensuring that the initiatives we design in the boardroom are effectively adopted in branch offices across the UK.
About the Role You will serve as the strategic architect for our most critical insurance relationships. Your mandate is to drive collaboration, innovation, and—crucially—accountability. You will work hand-in-hand with partners to build scalable programs that deliver tangible value, ensuring that joint business plans are not just documents, but active roadmaps for growth.
While you will not manage a direct sales pipeline, you are the general manager of this ecosystem. You will be accountable for the partner attach rate, the accuracy of revenue forecasting, and the activation of our partner networks. This role requires you to be as comfortable presenting to a Board of Directors as you are energizing a floor of brokers in a regional office.
Key Responsibilities:
- Act as a Strategic Consultant: Engage effectively with senior insurance executives, serving as a thought leader on telematics and IoT. You will translate complex technical concepts into compelling business cases for non-technical audiences.
- Drive Regional Enablement & Field Activation: A partnership is only as good as its adoption. You will lead the charge in operationalizing strategies across branch and regional offices. You will ensure that local brokers and regional teams are educated, empowered, and motivated to advocate for Samsara’s value proposition.
- Enforce Stakeholder Accountability: You will lead governance for the partnership. This involves holding stakeholders (both internal and external) accountable to agreed-upon Joint Business Plans (JBPs). You will run QBRs and monthly check-ins that focus on hard metrics, ensuring promises made at the HQ level are being kept and executed in the field.
- Commercial Impact & Forecast Accuracy: Own the metrics that matter. You will track partner attach rates, monitor sourced and influenced revenue, and provide accurate, data-driven forecasts to leadership. You are responsible for ensuring these partnerships translate into predictable, scalable growth.
- Design Scalable Co-Sell Motions: Architect and execute comprehensive partnership strategies. You will design value-added services that differentiate our partners in the market, moving from ad-hoc referrals to systemic co-sell motions.
The Reality of the Role: High Engagement & Travel (70%) This is not a desk job. We believe that true partnership transformation happens face-to-face. To be successful in this role, you must be willing and eager to be where our partners are.
- Travel Expectation: You should expect to travel up to 70% of the time within the UK.
- The "Why": You will be spending significant time visiting regional hubs and branch offices (e.g., Manchester, Birmingham, Leeds, Glasgow) to drive activation. Your presence is required to build trust, train local teams, and ensure our strategy is penetrating every layer of the partner’s organization, not just the C-suite.
You should apply if:
- You are an "Operator-Strategist": You can design the 3-year vision, but you are also willing to roll up your sleeves to ensure a regional branch in the Midlands understands how to sell it.
- You Value Accountability: You are not afraid to have tough conversations to keep a partnership on track. You know how to drive performance through influence and clear governance.
- You are Commercially Astute: You understand that a strategic partnership must be measurable. You are comfortable analyzing attach rates, pipeline influence, and revenue data to forecast future performance.
- You thrive on Consultative Impact: You are motivated by helping partners solve their most difficult challenges. You enjoy deep-diving into business models (like underwriting or claims workflows) to find opportunities for innovation.
Minimum Requirements:
- Senior-Level Experience: Extensive background in strategic partnerships, management consulting, or corporate strategy, preferably within the insurance or InsurTech space.
- Commercial Fluency: Proven ability to manage specific KPIs related to partner influence (sourced/influenced revenue) and a track record of accurate forecasting.
- Stakeholder Engagement: Proven track record of engaging and influencing C-suite stakeholders and regional sales teams.
- Operational Excellence: Strong project management skills with the ability to lead cross-functional initiatives and bring structure to ambiguous environments.
Ideal Candidates may also have:
- Experience in management consulting working with financial services or insurance clients.
- A background in Risk Engineering or Insurance Product Development.
- Experience managing national territories requiring significant regional travel.
Total Rewards
At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.
Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.
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.
Belonging at Samsara
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.
Accommodations
Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email [email protected] or click here if you require any reasonable accommodations throughout the recruiting process.
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