Senior Channel Account Manager

Smartsheet

11d•$115,000 - $140,000•Remote

About The Position

Smartsheet is seeking a Senior Channel Account Manager to own and grow business with a named list of strategic channel partners, including large resellers and distributors. The role is the day-to-day owner of assigned partner relationships, responsible for joint business plans, partner-sourced and partner-influenced pipeline, and predictable revenue across public sector and enterprise customers. The position works closely with Smartsheet’s direct sales, marketing, sales operations, and customer success teams, as well as partner sellers and leadership. The goal is to make Smartsheet easy to sell, quote, procure, and renew through the channel. The role calls for a hands-on, execution-focused partner manager comfortable with executive business reviews and operational details such as deal registration, quoting, and contract vehicles. The position reports to the Director, Partnerships and Alliances, AMER. It is based in the Americas, with a primary location in the Eastern or Central Time Zone. Regular travel, approximately 25% of the time, is required for partner office visits, customer events, partner conferences, and industry events across the Americas. Teleworking options are available from any registered location in the U.S., specific to the role.

Requirements

7+ years of enterprise SaaS sales, channel, or partnerships experience, including at least 4+ years managing channel partners such as VARs, distributors, and resellers.
Proven record of meeting or exceeding revenue quotas through partner-led and co-sell motions.
Hands-on experience managing professional services partners, reseller relationships, 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 such as AWS Marketplace Private Offers.
Strong executive presence and ability to build credibility and trust with partner leadership and sellers.
Exceptional cross-functional collaboration skills and ability to align and influence sales, marketing, sales operations, product, and customer success teams.
Strong analytical and business acumen, proficiency in Salesforce.com CRM and Google Suite, and comfort with data-driven decision-making.
Excellent planning, forecasting, and organizational skills, with ability to manage multiple partners and priorities in parallel.
Strong presentation and communication skills, including ability to articulate compelling partner value propositions.
Consultative approach and 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.

Responsibilities

Own the relationship, strategy, and results for a named list of strategic channel partners, serving as the primary contact for partner sales, marketing, operations, and executive stakeholders.
Build partner relationships in person by traveling regularly to partner offices and attending customer events.
Develop and execute joint business plans with revenue targets, pipeline goals, key activities, and quarterly milestones.
Drive partner-sourced and partner-influenced bookings to quota, and 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 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 QBRs with partner leadership to align on goals, review performance, and resolve issues.
Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays.
Plan and execute joint marketing and demand-generation programs, including campaigns, events, and webinars, and manage Market Development Funds to maximize ROI.
Identify and pursue new use cases, customer segments, and vertical opportunities within partner customer bases.
Track, analyze, and report partner performance metrics, including bookings, pipeline coverage, win rates, and enablement progress, to senior leadership.
Coordinate with sales, marketing, product, customer success, and finance to resolve partner issues and escalations.
Share market insights, partner feedback, and competitive intelligence to inform channel strategy, programs, and product direction.

Benefits

Employer-subsidized medical, vision, and dental coverage for full-time employees.
401(k) match: 50% of the employee contribution up to the first 6% of eligible pay.
Monthly stipend to support work and productivity.
Flexible Time Away Program and Sick Time Off.
Smartsheet-sponsored life insurance and short- and long-term disability plans for U.S. employees.
12 paid holidays per year for U.S. employees.
Up to 24 weeks of parental leave.
Personal paid Volunteer Day.
Professional growth and development opportunities, including access to Udemy online courses.
Company-funded perks, including a counseling membership, local retail discounts, and a personal Smartsheet account.
Teleworking options from any registered U.S. location, role specific.
Market-competitive incentive opportunity.