Job description
Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.
As the Partner Director, you will lead the strategy, execution, and growth of our partner ecosystem within the Americas region. You will work closely with key stakeholders to build relationships, develop and manage all our Go To Market (GTM) focused partnerships, and drive measurable outcomes for Smartsheet. This is a high-impact leadership role for someone passionate about scaling partner ecosystems, enhancing Smartsheet’s market presence, and driving customer success and retention. This position will be responsible for the region’s revenue attainment with and through partners, it is remote eligible though needs to be region based and reports to the VP, Global Partnerships.
The ideal candidate is a seasoned partnership executive with at least 15 years of experience in joint-marketing, partner ecosystem/channel, and co-sell motions. They have successfully executed joint go-to-market strategies, developed partner-to-partner (P2P) approaches, and leveraged marketplaces to drive business outcomes.
This role requires a strategic leader who understands the evolving partner landscape and has experience executing horizontal and industry-specific campaigns. He or she will move seamlessly between managing individual partner performance through regular cadence; provide input into the strategic direction of the partner function, and develop a high performing team of partner managers. The candidate should also be a thought leader with experience speaking publicly to advocate for ecosystem-driven success.
You Will:
- Develop and implement a comprehensive partner strategy across all partner types (distributors, resellers, SIs, MSPs, ISVs)
- Recruit and onboard new partners to support aggressive growth in commercial and enterprise segments
- Own and deliver partner-related revenue targets and ensure successful go-to-market execution with partners
- Increase partner engagement and investment to strengthen Smartsheet’s presence and influence within partner ecosystems
- Lead operational planning with partners including enablement, co-marketing, pipeline development, and forecasting
- Monitor and report on partner performance, providing insights to refine strategy and execution
- Ensure scalability through standardized tools, processes, and best practices for partner engagement
- Hire, lead, and develop a team of high-performing Partner Managers with both business and technical expertise
- Contribute to regional executive leadership and collaborate with partner marketing for regional execution
- Build and maintain executive and practice-level relationships with strategic partners (sales and customer excellence) to drive joint business outcomes
- Manage partner-related budgets (MDF and discretionary) to maximize ROI on marketing and enablemen
- Act as a public-facing thought leader, representing Smartsheet at industry events and with media, analysts, and partners
You Have:
- 15+ years of experience in channel sales, partner management, or business development within the SaaS or technology industry. Proven success in building and scaling partner ecosystems in the Americas region
- Demonstrated ability to lead cross-functional initiatives and manage high-performing teams
- Ability to develop and execute strategic plans (1-3 years out) while managing tactical priorities effectively
- Excellent interpersonal and communication skills, with a track record of building trusted relationships with partners and internal stakeholders
- Strong focus on achieving measurable outcomes, with experience managing and exceeding revenue targets
- Solid understanding of SaaS and cloud-based technologies. Experience with Smartsheet or similar platforms is a plus
- Deep understanding of a hybrid [Channel + Direct] go to market model
- Bachelors (BA/BS) degree or MBA preferred
- Willingness to travel as required (~20%) to meet with partners and attend events
Current US Perks & Benefits:
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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
$160,000—$205,000 USD
Get to Know Us:
At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!
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, and India. 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.
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