Director, GTM Partners - Americas

4 hours, 21 minutes ago
Full-time
Executive
Sales and Business Development
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

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?

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