Principal Partner Account Manager

About the role

Smartsheet is seeking a senior leader to cultivate and expand strategic alliances across the Americas. This executive-level role will drive significant business expansion by building strong relationships with consulting firms, advisory groups, and systems integrators. You will be instrumental in orchestrating large-scale engagements that create shared value.

Key facts

What you'll do

• Cultivate and maintain executive-level relationships with consulting firms, advisory partners, and solution providers serving enterprise clients.
• Design and implement joint business strategies with key partners to boost enterprise revenue, expand market reach, and enhance customer success.
• Identify and establish new strategic alliances with leading consulting and advisory firms that align with Smartsheet's enterprise focus.
• Grow relationships with Global and Regional Systems Integrators and technology partners to maximize co-selling opportunities and market penetration.
• Explore and develop new partner segments that offer strategic potential for enterprise market growth.
• Collaborate with senior partner executives to align partnership objectives, define clear value propositions, and negotiate mutually beneficial agreements.
• Develop and execute joint marketing campaigns and market development programs to increase partner visibility and attract enterprise customers.
• Coordinate with internal Smartsheet teams, including sales, customer success, professional services, and product, to ensure alignment and deliver integrated solutions.
• Provide advanced enablement and resources to partners to ensure successful solution delivery and positive customer outcomes.
• Manage strategic partnership contracts, terms, and compliance.
• Forecast and manage the strategic partnership pipeline and related business development activities.
• Track, analyze, and report on partner performance, revenue contributions, and strategic alignment to leadership.
• Manage regional Market Development Funds (MDF) budgets for optimal impact and return on investment.
• Gather and communicate market insights, industry trends, and competitive intelligence to inform strategic planning and product development.
• Resolve complex partner issues and escalations effectively.

Requirements

• 12+ years of experience in enterprise SaaS sales, partnerships, customer success, or business development, with at least 8 years focused on strategic partner management or alliance development.
• Proven experience managing strategic partnerships and joint business planning with consulting firms, systems integrators, and advisory partners in enterprise technology.
• Demonstrated success in building and scaling high-value partnerships that drive substantial enterprise revenue and market share.
• Extensive experience engaging and influencing C-level and senior executives, establishing credibility at the highest organizational levels.
• Strong presentation and communication abilities, capable of articulating compelling partnership value and inspiring enthusiasm for new technology solutions.
• In-depth understanding of enterprise SaaS partner programs, including MDF, deal registration, enablement, and go-to-market strategies.
• Ability to identify, evaluate, and recruit high-potential partners with scalable business models and strategic alignment.
• Executive presence and strategic thinking skills, with the capacity to set priorities, translate strategy into action, and drive accountability.
• Exceptional cross-functional collaboration skills, influencing diverse internal teams such as sales, marketing, professional services, product, and customer success.
• Strong analytical skills and business acumen, proficiency with Salesforce.com CRM and Google Suite, and comfort with data-driven decision-making.
• Consultative approach, with a genuine interest in understanding and solving partner business challenges, and a proven ability to build trust and long-term relationships.
• Bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent professional experience demonstrating strategic business acumen.
• Willingness and ability to travel 20-30% of the time for partner visits and industry events across the Americas.

Nice to have

• Experience with emerging technologies and innovation, and the ability to educate and inspire partners on next-generation solutions.

Skills & tools

• Salesforce.com CRM
• Google Suite

Practical notes

• Salary range: $135,000 - $172,500 USD
• Benefits include employer-subsidized medical, vision, and dental; 401k match; monthly stipend; flexible time off; life, short-term, and long-term disability insurance; 12 paid holidays; up to 24 weeks parental leave; personal paid volunteer day; professional development access; company-funded perks including counseling membership and local retail discounts.
• Teleworking options available from any registered location in the U.S.
• Compensation is determined by factors including professional and educational experience, skills, and candidate location. This role is eligible for a market-competitive incentive opportunity.