Director, GTM Partners - Americas
About The Position
Smartsheet is investing in the next phase of its partner organization. Our go-to-market partner model prioritizes strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organization plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development. We are looking for a seasoned partnership leader to own the Americas partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organizations through strategic shifts; and carries a track record of delivering against sourced revenue targets.
Requirements
- 15+ years in partner/channel leadership roles within SaaS or enterprise technology
- Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue
- Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets
- Experience leading partner organizations through strategic transformation; you have shaped a partner portfolio, shifted a team's orientation, or evolved a channel model around strategic outcomes
- Strong understanding of AI's impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption
- Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms
- Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business
- Track record of building and developing high-performing teams through periods of strategic change
- Willingness to travel ~20% for partner and internal meetings
Nice To Haves
- Experience in the collaborative work management, PPM, or enterprise SaaS platform space
- Existing relationships within Big 4/5 consulting firms, top-tier SIs, or major technology alliance ecosystems
- MBA or equivalent strategic leadership experience
- Experience with cloud marketplace transactions is strongly preferred
Responsibilities
- Own the Americas partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability
- Carry and deliver against partner-sourced revenue targets for the region
- Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (including AWS)
- Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions
- Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions
- Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance
- Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model
- Evolve partner coverage to prioritize partners that drive strategic value, market access, and measurable business outcomes
- Drive deal registration discipline and pipeline rigor across the Americas partner portfolio
- Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans
- Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth
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)
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What This Job Offers
Job Type
Full-time
Career Level
Director
