Senior Channel Account Manager

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.