Senior Channel Account Manager at Smartsheet

Job description

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is seeking a Senior Channel Account Manager to own and grow our business with a named list of strategic channel partners, including large resellers and distributors such as SHI. In this role, you will be the day-to-day owner of each assigned partner relationship: building joint business plans, driving partner-sourced and partner-influenced pipeline, and turning those relationships into predictable, repeatable revenue across public sector and enterprise customers. You will work hand in hand with Smartsheet's direct sales, marketing, sales operations, and customer success teams, as well as the partners' own sellers and leadership, to make Smartsheet easy to sell, quote, procure, and renew through the channel. The ideal candidate is a hands-on, execution-focused partner manager who is equally comfortable in a partner QBR with senior leadership and in the details of deal registration, quoting, and contract vehicles. You will report to the Director, Partnerships and Alliances, AMER. This role is based in the Americas, with a primary location in the Eastern or Central Time Zone. You Will Own the relationship, strategy, and results for a named list of strategic channel partners, serving as the primary point of contact for partner sales, marketing, operations, and executive stakeholders. Build these relationships in person by traveling regularly to partner offices and showing up at customer events. Develop and execute joint business plans for each named partner with clear revenue targets, pipeline goals, key activities, and quarterly milestones. Drive partner-sourced and partner-influenced bookings to quota, and accurately forecast and manage the partner pipeline in Salesforce. Partner with Smartsheet Account Executives and partner sellers on named accounts, joint account planning, and deal strategy to maximize co-selling and win rates. Manage deal registration, partner quoting, pricing, and discount processes to reduce friction and protect deal integrity and channel conflict rules of engagement. Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers, collaborating with Sales Operations, Deal Desk, and Legal as needed. Build executive relationships and run regular business reviews (QBRs) with partner leadership to align on goals, share performance, and unblock issues. Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays so that they can confidently position and sell Smartsheet. Plan and execute joint marketing and demand generation programs, including campaigns, events, and webinars, and manage Market Development Funds (MDF) to maximize ROI. Identify and pursue new use cases, customer segments, and vertical opportunities (for example, public mid-market and enterprise) within each partner's customer base. Track, analyze, and report on partner performance metrics, including bookings, pipeline coverage, win rates, and enablement progress, to senior leadership. Coordinate cross-functionally with sales, marketing, product, customer success, and finance to resolve partner issues and escalations quickly and professionally. Share market insights, partner feedback, and competitive intelligence to inform Smartsheet's channel strategy, programs, and product direction. You Have 7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers. A proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions. Hands-on experience managing professional services partners, reseller or distributor relationships. Working knowledge of channel programs and mechanics, including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways. Familiarity with public sector and enterprise procurement, including contract vehicles and cloud marketplace transactions (for example, AWS Marketplace Private Offers). Strong executive presence and the ability to build credibility and trust with partner leadership and sellers alike. Exceptional cross-functional collaboration skills with the ability to align and influence sales, marketing, sales operations, product, and customer success teams. Strong analytical and business acumen, with proficiency in Salesforce.com CRM and Google Suite and comfort with data-driven decision making. Excellent planning, forecasting, and organizational skills, with the ability to manage multiple partners and priorities in parallel. Strong presentation and communication skills, with the ability to articulate compelling partner value propositions. A consultative approach and a genuine interest in understanding and solving partner business challenges. Bachelor's degree in Business, Marketing, Sales, or a related field (or equivalent professional experience). Willingness and ability to travel regularly, approximately 25% of the time, as an essential function of the role. You will be expected to be on-site at partner offices for QBRs, planning sessions, and sales team engagements, and to attend customer events, partner conferences, and industry events across the Americas. Current US Perks & Benefits: Employer subsidized medical/vision and dental coverage for full-time employees 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) Monthly stipend to support your work and productivity Flexible Time Away Program, plus Sick Time Off US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans US employees receive 12 paid holidays per year Up to 24 weeks of Parental Leave Personal paid Volunteer Day to support our community Opportunities for professional growth and development including access to Udemy online courses Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account Teleworking options from any registered location in the U.S. (role specific) Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. US Base Salary Pay Range $115,000 — $140,000 USD Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know. #LI-Remote

Requirements

Must-haves

You will report to the Director, Partnerships and Alliances, AMER. This role is based in the Americas, with a primary location in the Eastern or Central Time Zone.
Develop and execute joint business plans for each named partner with clear revenue targets, pipeline goals, key activities, and quarterly milestones.
Drive partner-sourced and partner-influenced bookings to quota, and accurately forecast and manage the partner pipeline in Salesforce.
Partner with Smartsheet Account Executives and partner sellers on named accounts, joint account planning, and deal strategy to maximize co-selling and win rates.
Manage deal registration, partner quoting, pricing, and discount processes to reduce friction and protect deal integrity and channel conflict rules of engagement.
Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers, collaborating with Sales Operations, Deal Desk, and Legal as needed.
Build executive relationships and run regular business reviews (QBRs) with partner leadership to align on goals, share performance, and unblock issues.
Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays so that they can confidently position and sell Smartsheet.
Plan and execute joint marketing and demand generation programs, including campaigns, events, and webinars, and manage Market Development Funds (MDF) to maximize ROI.
Identify and pursue new use cases, customer segments, and vertical opportunities (for example, public mid-market and enterprise) within each partner's customer base.
Track, analyze, and report on partner performance metrics, including bookings, pipeline coverage, win rates, and enablement progress, to senior leadership.
Coordinate cross-functionally with sales, marketing, product, customer success, and finance to resolve partner issues and escalations quickly and professionally.
Share market insights, partner feedback, and competitive intelligence to inform Smartsheet's channel strategy, programs, and product direction.
7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers.
A proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions.
Hands-on experience managing professional services partners, reseller or distributor relationships.
Working knowledge of channel programs and mechanics, including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways.
Familiarity with public sector and enterprise procurement, including contract vehicles and cloud marketplace transactions (for example, AWS Marketplace Private Offers).
Strong executive presence and the ability to build credibility and trust with partner leadership and sellers alike.
Exceptional cross-functional collaboration skills with the ability to align and influence sales, marketing, sales operations, product, and customer success teams.
Strong analytical and business acumen, with proficiency in Salesforce.com CRM and Google Suite and comfort with data-driven decision making.
Excellent planning, forecasting, and organizational skills, with the ability to manage multiple partners and priorities in parallel.
Strong presentation and communication skills, with the ability to articulate compelling partner value propositions.
A consultative approach and a genuine interest in understanding and solving partner business challenges.

Nice-to-haves

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Benefits

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Dental

Vision

401k

Parental Leave