Senior Partner and Alliances Manager

Summary

Join Smartsheet as a Senior Partner & Alliances Manager and drive significant growth in our U.S. Public Sector partnerships. Based on the East Coast, you will develop and execute business plans, recruit key partners (including Federal System Integrators), and manage existing federal partnerships. Collaborate with sales, marketing, and services teams to expand our presence in both Federal and State/Local segments. You will manage budgets, track progress against revenue targets, and foster strong relationships with stakeholders. This role requires deep collaboration with internal teams and partners, strong communication skills, and a proven track record in partner sales management within the public sector.

Requirements

• 7+ years full cycle partner sales management. Bonus if experience is in the SaaS space
• Public Sector vertical experience including Carahsoft (or the like) as a partner is a must
• 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

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
• Identify and recruit partners to enable aggressive growth for Public Sector
• Recruit large scale partners and/or Federal System Integrators
• 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
• 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

• 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)