Senior Channel Account Manager

Headquarters: -REMOTE, USA-

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.

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, and 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.

You Will

• Own the relationship, strategy, and results for a named list of strategic channel partners, serving as the primary point of contact for partner sales, marketing, operations, and executive stakeholders. Build these relationships in person by traveling regularly to partner offices and showing up at 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 to maximize co-selling and win rates.

• Manage deal registration, partner quoting, pricing, and discount processes to reduce friction and protect deal integrity and channel conflict rules of engagement.

• Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers, collaborating with Sales Operations, Deal Desk, and Legal as needed.

• Build executive relationships and run regular business reviews (QBRs) with partner leadership to align on goals, share performance, and unblock issues.

• Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays so that they can confidently position and sell Smartsheet.

• Plan and execute joint marketing and demand generation programs, including campaigns, events, and webinars, and manage Market Development Funds (MDF) to maximize ROI.

• Identify and pursue new use cases, customer segments, and vertical opportunities (for example, public mid-market and enterprise) within each partner's customer base.

• Track, analyze, and report on partner performance metrics, including bookings, pipeline coverage, win rates, and enablement progress, to senior leadership.

• Coordinate cross-functionally with sales, marketing, product, customer success, and finance to resolve partner issues and escalations quickly and professionally.

• Share market insights, partner feedback, and competitive intelligence to inform Smartsheet's channel strategy, programs, and product direction.

You Have

• 7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel part...