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Director, GTM Partners - Americas

4 hours, 21 minutes ago
United States
Full-time
Executive
Partnerships Manager
Sales and Business Development
AWS
Apply Now
Smartsheet

Smartsheet

Smartsheet provides an enterprise work management platform that enables teams to efficiently manage projects, automate processes, and enhance collaboration through a user-friendly interface that combines spreadsheet functionality with advanced workflow...

Internet Software & Services
1K-5K
Founded 2005
View All Jobs 136

Description

  • Own the Americas partner strategy end to end, including portfolio design, partner selection, commercial execution, and revenue accountability.
  • Carry and deliver against partner-sourced revenue targets for the region.
  • Build and deepen executive relationships with strategic systems integrators, GSIs, technology alliance partners, and AWS.
  • Develop co-sell and co-market motions that generate net-new pipeline and customer introductions.
  • Drive adoption of Smartsheet's AI capabilities into the enterprise through strategic partner motions.
  • Build and manage relationships across the AI ecosystem to extend platform reach and market relevance.
  • Lead, develop, and grow a team of Partner Account Managers aligned to a sourced-revenue model.
  • Evolve partner coverage to prioritize strategic value, market access, and measurable business outcomes.
  • Drive deal registration discipline and pipeline rigor across the Americas partner portfolio.
  • Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing on joint go-to-market plans.
  • Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth.

Requirements

  • 15+ years in partner or channel leadership roles within SaaS or enterprise technology.
  • Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue.
  • Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets.
  • Experience leading partner organizations through strategic transformation and portfolio or channel model shifts.
  • Strong understanding of AI's impact on enterprise software and partner ecosystems.
  • Strong executive presence and ability to engage C-level and practice-level contacts at major consulting and technology firms.
  • Deep understanding of hybrid direct + channel go-to-market models and partner-influenced versus partner-sourced economics.
  • Experience with cloud marketplace transactions is strongly preferred.
  • Track record of building and developing high-performing teams through periods of strategic change.
  • Willingness to travel approximately 20% for partner and internal meetings.
  • Experience in collaborative work management, PPM, or enterprise SaaS platform space is preferred.
  • Existing relationships within Big 4/5 consulting firms, top-tier SIs, or major technology alliance ecosystems are preferred.
  • MBA or equivalent strategic leadership experience is preferred.

Benefits

  • Employer-subsidized medical, vision, and dental coverage for full-time employees.
  • 401(k) match of 50% of your contribution up to the first 6% of eligible pay.
  • Monthly stipend to support work and productivity.
  • Flexible Time Away Program plus sick time off.
  • Company-sponsored life insurance, short-term disability, and long-term disability coverage for US employees.
  • 12 paid holidays per year for US 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 location in the U.S., role specific.
  • Market-competitive incentive opportunity.
  • US base salary range of $165,000 to $210,000.

Interested in this position?

Apply directly on the company website

Apply Now

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