Senior Partner Account Manager

Summary

Join Smartsheet as a Senior Partner Manager to lead the Nordics & Benelux partner ecosystem from our London office (hybrid/remote). This quota-carrying role involves recruiting, optimizing, and activating partners, exceeding revenue targets, and managing relationships with solution partners, distributors, VARs, system integrators, and ISVs. You will develop joint business plans, manage partner programs, and conduct monthly alignment sessions. The position requires collaboration with internal teams and managing a regional MDF budget. This role reports to the Director, EMEA Partner Sales and requires significant travel.

Requirements

• 7+ years of sales experience in Enterprise Application software, SaaS experience preferred, with an understanding of services-led partner models, GSIs, VARs, and Distributors
• 7+ years of partner management experience, ideally with an existing network of software-focused partners in the Nordics & Benelux region and an understanding of hybrid go-to-market models
• Self-starter with the ability to thrive in a fast-paced, dynamic environment
• Deep understanding of the Nordics & Benelux Partner Ecosystem landscape and strong existing relationships within it
• Demonstrated ability in partner recruitment and joint business planning
• Expertise in navigating complex organisational structures
• Strong understanding of cloud technologies and enterprise software solutions
• Excellent communication, presentation, and negotiation skills
• Experience with software programs for sales (Salesforce) and partners (Impartner) for MDF, Deal Reg, Partner Enablement pathways, partner operations, etc., proficiency in the G-Suite
• Strategic thinker with a results-oriented mindset
• Fluent in Swedish/Danish and English; additional Nordics languages are a plus
• Legally eligible to work in the UK on an ongoing basis
• Travel up to 50%
• This role is based at Smartsheet in London, United Kingdom (hybrid, remote also eligible) and reports to a Director, EMEA Partner Sales

Responsibilities

• Recruit new partners aligned with our ideal partner profile, including Distributors, System Integrators, Solution Partners, VARs, and ISVs
• Manage partnerships across Nordics & Benelux countries within the EMEA region
• Exceed revenue targets by developing and maintaining relationships with potential and existing partners
• Engage and manage Smartsheet partner programs and relationships in support of partnership objectives and sales opportunities (e.g., direct sales, sales engineers, partner marketing)
• Manage multi-quarter and annual planning with key partners, including enablement, co-marketing, sales pipeline, forecast reporting, and QBRs
• Drive monthly partner alignment sessions to review pipelines, conduct win/loss analysis, and develop account penetration strategies
• Manage a regional Market Development Funds (MDF) budget
• Collaborate with partners and other resources (e.g., partner and field marketing) to develop and execute partner marketing plans
• Secure ongoing partner preference and investment in Smartsheet offerings, growing our share of mind and wallet within partner organizations
• Provide field and partner input to internal functions (e.g., sales, customer success, services, product, marketing) on tools and programs