Senior Channel Account Manager

Smartsheet as a Senior Channel Account Manager, where you will own and grow our business with strategic channel partners. You will be responsible for building joint business plans, driving partner-sourced and partner-influenced pipeline, and turning those relationships into predictable, repeatable revenue.

Responsibilities

• You will work closely with Smartsheet's direct sales, marketing, sales operations, and customer success teams, as well as the partners' own sellers and leadership.
• This role requires strong analytical and business acumen, excellent planning and organizational skills, and a proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions.
• Gérer et développer les relations avec une liste désignée de partenaires stratégiques, en élaborant des plans d'affaires conjoints et en atteignant des objectifs de revenus.
• Collaborer avec les équipes de vente, de marketing, d'exploitation des ventes et de réussite client de Smartsheet, ainsi qu'avec les vendeurs et la direction des partenaires.
• Suivre, analyser et rendre compte des performances des partenaires, y compris les réservations, la couverture du pipeline, les taux de réussite et les progrès en matière de formation.
• 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
• Strong executive presence and the ability to build credibility and trust with partner leadership and sellers alike
• Working knowledge of channel programs and mechanics, including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways

Requirements

• 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

Strong analytical and business acumen, with proficiency in

• CRM and Google Suite and comfort with data-driven decision making
• 7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers
• Bachelor's degree in Business, Marketing, Sales, or a related field (or equivalent professional experience)
• A consultative approach and a genuine interest in understanding and solving partner business challenges
• Excellent planning, forecasting, and organizational skills, with the ability to manage multiple partners and priorities in parallel
• Exceptional cross-functional collaboration skills with the ability to align and influence sales, marketing, sales operations, product, and customer success teams
• Strong presentation and communication skills, with the ability to articulate compelling partner value propositions
• 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

Preferred

• Familiarity with public sector and enterprise procurement, including contract vehicles and cloud marketplace transactions (for example, AWS Marketplace Private Offers)

Pay

USD 115,000 - 140,000