Partner Director - EMEA Region

About the role

Smartsheet is expanding its partner organisation and seeks a senior leader to own the EMEA partner strategy and commercial results. You will inherit an existing partner portfolio and team, driving transformation toward a model focused on net-new pipeline, customer acquisition, and market growth. This position reports to the VP, Corporate Business & Development.

Key facts

What you'll do

• Define and execute the complete EMEA partner strategy including portfolio design, partner selection, commercial delivery, and revenue accountability
• Carry and achieve partner-sourced revenue targets for the region
• Establish and strengthen executive relationships with systems integrators, GSIs, technology alliance partners (hyperscalers, Databricks, Anthropic, Google), and Big 4 consulting firms
• Create co-sell and co-market programs that generate net-new pipeline and customer introductions, with emphasis on vertical expansion in manufacturing, utilities, and life sciences
• Promote adoption of Smartsheet's AI capabilities within enterprise accounts through partner-led initiatives
• Cultivate relationships across the AI ecosystem to extend platform reach
• Lead, mentor, and grow a team of Partner Account Managers oriented around strategic sourced-revenue goals
• Shift partner coverage toward those delivering strategic value, market access, and measurable outcomes
• Enforce deal registration discipline and pipeline rigor across the EMEA partner portfolio
• Coordinate with Sales, Deal Desk, Partner Operations, and Partner Marketing on joint go-to-market plans
• Serve as an external spokesperson and advocate for ecosystem-driven growth
• Convert supplier or vendor relationships into referral and resell partnerships beyond traditional SI channels
• Support geographic expansion within EMEA by identifying local market opportunities and partner ecosystems in areas such as DACH and France

Requirements

• 10+ years in partner or channel leadership within SaaS or enterprise technology; candidates with 15 years of strong GSI/SI experience will be considered
• Proven success building and scaling GSI and SI partnerships that produce sourced revenue, with evidence of named-account wins or ARR growth milestones
• Quota-carrying background with a history of meeting or exceeding partner-sourced revenue targets
• Experience leading partner organisations through strategic transformation, including shifting from volume/coverage models to strategic/sourced-revenue models
• Strong grasp of AI's impact on enterprise software and partner ecosystems, with ability to position an AI platform through strategic partners
• Executive presence and ability to engage C-level and practice-level contacts at major consulting and technology firms
• Deep understanding of hybrid direct plus channel go-to-market models, including partner-influenced versus partner-sourced economics
• Track record of building high-performing teams through periods of strategic change
• Ability to drive partner pipeline growth quickly after joining and demonstrate early-quarter impact
• Experience operating across EMEA sub-regions (UK&I, DACH, Southern Europe, South Africa) with awareness of local partner dynamics
• Legally eligible to work in the UK on an ongoing basis
• Willingness to travel approximately 20% for partner and internal meetings

Nice to have

• Background in collaborative work management, project portfolio management (PPM), or adjacent enterprise SaaS categories (BPM, low-code workflow)
• Existing relationships within Big 4 consulting firms, top-tier SIs, or major technology alliance ecosystems; contacts at Accenture, IBM, TechM, Wipro, Capgemini, NTT Data, DXC, or Cognizant are a plus
• MBA or equivalent strategic leadership experience
• Familiarity with infrastructure, capital project, or industry-specific verticals (financial services, utilities, nuclear/energy, life sciences) where Smartsheet has partner traction
• Experience with cloud marketplace transactions

Skills & tools

• GSI and SI partnership development
• Partner-sourced revenue strategy
• AI platform positioning
• Enterprise go-to-market execution
• Cross-functional collaboration with Sales, Deal Desk, and Marketing
• Team leadership through transformation

Practical notes

• Employer-paid private medical and dental coverage; family members at additional cost
• Monthly pension contributions
• Monthly stipend for work and productivity support
• 25 days paid holiday plus Bank Holidays plus Flexible Time Away Program
• 20 weeks fully paid maternity leave
• 12 weeks fully paid paternity/adoption leave
• Personal paid volunteer day
• Professional development access including Udemy courses
• Company-funded perks including counselling membership, salary sacrifice options, and personal Smartsheet account
• Teleworking options from any registered UK location (role specific)

About the company

Looking for a remote job? Remote OK® is the #1 Remote Job Platform and has 1,131,503+ remote jobs as a Developer, Designer, Copywriter, Customer Support Rep, Sales Professional, Project Manager and more! Find a career where you can work remotely from anywhere.