• Define the strategic vision for the entire Services Partner Program, including the formalization of certification tiers, audit policies, and incentive structures. • Conduct high-level negotiations and Quarterly Business Reviews (QBRs) with services partner executives and ensure high-quality customer service by maintaining metrics to monitor partner performance. • Identify, assess, and mitigate both operational and strategic risks within the services partner function, serving as the ultimate escalation point for services partner issues. • Streamline cross-team processes and workflows to simplify large-scale services partner engagements. • Lead the Services Partner team and own the hiring plan and headcount needs for all services partner roles. • Ensure we have enough capacity across our partner base; recruit new partners as needed, onboard and train, and maintain ongoing executive relationships. • Evaluate partner performance based on cross-functional feedback at scale. • Coordinate with sales and customer success on the selection of partners for strategic customer deployments. • Develop and implement tools and resources to enhance ramping and sustained team performance, fostering a culture of recognition and impact. • Problem-solve as needed to streamline internal processes with customer success, sales, operations, product, finance and other cross-functional teams to simplify large scale deployments delivered by partners. • 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