Partner Director

Summary

Join Smartsheet as a Partner Director and lead the strategy, execution, and growth of our partner ecosystem in the Americas. You will build relationships with key stakeholders, manage Go To Market (GTM) partnerships, and drive measurable outcomes. This high-impact leadership role requires scaling partner ecosystems, enhancing Smartsheet’s market presence, and driving customer success and retention. You will be responsible for the region’s revenue attainment with and through partners. This remote-eligible position reports to the VP, Global Partnerships and requires a seasoned partnership executive with 15+ years of experience. The ideal candidate will be a strategic leader who understands the partner landscape and can execute campaigns, manage partner performance, and develop a high-performing team. Public speaking experience is also preferred.

Requirements

• 15+ years of experience in channel sales, partner management, or business development within the SaaS or technology industry. Proven success in building and scaling partner ecosystems in the Americas region
• Demonstrated ability to lead cross-functional initiatives and manage high-performing teams
• Ability to develop and execute strategic plans (1-3 years out) while managing tactical priorities effectively
• Excellent interpersonal and communication skills, with a track record of building trusted relationships with partners and internal stakeholders
• Strong focus on achieving measurable outcomes, with experience managing and exceeding revenue targets
• Solid understanding of SaaS and cloud-based technologies. Experience with Smartsheet or similar platforms is a plus
• Deep understanding of a hybrid [Channel + Direct] go to market model
• Willingness to travel as required (~20%) to meet with partners and attend events

Responsibilities

• Develop and implement a comprehensive partner strategy across all partner types (distributors, resellers, SIs, MSPs, ISVs)
• Recruit and onboard new partners to support aggressive growth in commercial and enterprise segments
• Own and deliver partner-related revenue targets and ensure successful go-to-market execution with partners
• Increase partner engagement and investment to strengthen Smartsheet’s presence and influence within partner ecosystems
• Lead operational planning with partners including enablement, co-marketing, pipeline development, and forecasting
• Monitor and report on partner performance, providing insights to refine strategy and execution
• Ensure scalability through standardized tools, processes, and best practices for partner engagement
• Hire, lead, and develop a team of high-performing Partner Managers with both business and technical expertise
• Contribute to regional executive leadership and collaborate with partner marketing for regional execution
• Build and maintain executive and practice-level relationships with strategic partners (sales and customer excellence) to drive joint business outcomes
• Manage partner-related budgets (MDF and discretionary) to maximize ROI on marketing and enablemen
• Act as a public-facing thought leader, representing Smartsheet at industry events and with media, analysts, and partners

Preferred Qualifications

Bachelors (BA/BS) degree or MBA preferred

Benefits

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)