Senior Partner and Alliances Manager

Summary

Join Smartsheet as a Senior Partner & Alliances Manager in Washington, D.C.! This role focuses on growing and managing public sector partnerships, driving new business, and collaborating with sales, marketing, and services teams. You will develop and execute business plans, manage partner relationships, and collaborate on marketing activities. Success requires strong sales and communication skills, experience in the public sector and SaaS, and proficiency in relevant software. The position offers a competitive salary, comprehensive benefits, and opportunities for professional growth. Smartsheet values diversity and inclusion, encouraging applications from individuals with diverse backgrounds.

Requirements

• 7+ years full cycle partner sales management
• Public Sector vertical experience including Carahsoft (or the like) as a partner
• Sales-oriented channel background
• Experience supporting all partner types; SIs, Disti, Service partners, MSPs, VARs, resellers
• Well-versed in contract vehicles and the government procurement process
• Strong presentation skills and executive level communication 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
• Bachelor’s degree or the equivalent combination
• Location: Washington DC area required
• Ability to travel 25% of the time

Responsibilities

• Create, develop & execute on business plans and Go-to-Market efforts with public sector partners
• Develop and manage your selected partnerships end-to-end directly
• Educate, collaborate and motivate sellers to drive Smartsheet business with partners and exceed quotas
• Develop relationships with key stakeholders to support your partnerships
• Collaborate closely with Field Marketing in the plan and execution of partner marketing activities (i.e., thought leadership, partner enablement and demand generation)
• Manage MDF and discretionary budgets to accelerate your partnerships
• Engage and manage the Smartsheet partner recruitment programs for Public Sector in support of partnership objectives and sales opportunities
• Secure ongoing partner preference and investment in Smartsheet relationships and offerings
• Work with public sector resources to activate & drive New Business demand in support of revenue targets
• Establish clear goals and priorities; translate strategy into action plans; keep the business focused on the core drivers of profitable growth. Hold self and partners accountable for onboarding goals against a timeline
• Develop and run the partnership governance and rhythm of business with public sector customers and Aligned partners, report on progress including revenue achievements
• Work in deep collaboration with other partner manager peers and in specific the lead for state and local partnerships
• Interact with consideration and approachability; value respect, and welcome differences and others’ perspectives

Preferred Qualifications

• Experience is in the SaaS space
• Preference for candidates that have recruited new partners to sell and deliver services in support of a new, emerging SaaS application
• Demonstrated ability managing partners and executing joint business planning
• Passion for working with new technologies and new technical concepts

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)