[Hiring] Senior Channel Account Manager @Smartsheet

Role Description

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
• 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.

Responsibilities

• Own the relationship, strategy, and results for a named list of strategic channel partners
• Build these relationships in person by traveling regularly to partner offices and attending 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
• Manage deal registration, partner quoting, pricing, and discount processes
• Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers
• Build executive relationships and run regular business reviews (QBRs) with partner leadership
• 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
• Identify and pursue new use cases, customer segments, and vertical opportunities
• Track, analyze, and report on partner performance metrics
• Coordinate cross-functionally with sales, marketing, product, customer success, and finance
• Share market insights, partner feedback, and competitive intelligence

Qualifications

• 7+ years of enterprise SaaS sales, channel, or partnerships experience
• At least 4+ years managing channel partners such as VARs, distributors, and resellers
• A proven track record of meeting or exceeding revenue quotas
• Hands-on experience managing professional services partners, reseller or distributor relationships
• Working knowledge of channel programs and mechanics
• Familiarity with public sector and enterprise procurement
• Strong executive presence and the ability to build credibility and trust
• Exceptional cross-functional collaboration skills
• Strong analytical and business acumen
• Excellent planning, forecasting, and organizational skills
• Strong presentation and communication skills
• 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

Benefits

• Employer subsidized medical/vision and dental coverage for full-time employees
• 401k Match to help you save for your future
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• Life insurance, short-term, and long-term disability plans
• 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day
• Opportunities for professional growth and development
• Company Funded Perks, including a counseling membership and local retail discounts
• Teleworking options from any registered location in the U.S.
• Competitive base salary range