Senior Channel Account Manager

Smartsheet is looking for a Channel Account Manager for the U.S Sales Channel based in Bellevue, WA. The primary focus will be to optimize our U.S. & Canada channel by focusing on the recruitment of new partners mapping to our ideal partner profile. The Channel Account Manager will also own exploring and testing the potential of other new partner segments like Managed Service Providers [MSPs] . The role is responsible for identifying new Resellers, Solution Partners and recruiting & signing new partners into the Smartsheet Aligned partner program. Additionally, they will assist with onboarding the partner and coaching their launch of a Smartsheet focused practice. The Channel Account Manager will work and collaborate with Smartsheet Strategic and Commercial sales teams and report to the North American Channel Manager based in Bellevue, WA .   

You will:

• Recruit and Onboard new, qualified Solution Provider Partners into the Smartsheet Aligned Partner   program. Develop, grow and progress a pipeline of partner prospects in the US and Canada.  Manage and follow up on inbound partner application leads.
• Engage and manage Smartsheet partner recruitment programs and relationships in support of partnership objectives and sales opportunities
• Manage other Smartsheet Aligned partners, create and develop business plans, and develop Go-to-Market efforts with newly signed partners leveraging our full suite of programs.  
• Work with Channel Marketing to maximize partner engagement with Smartsheet’s co-marketing efforts. Manage deployment of MDF with key partners and work with partners (e.g. Channel Marketing Manager) on developing and executing a partner marketing plan to drive demand in support of revenue targets.
• Secure ongoing partner preference and investment in Smartsheet relationships and offerings; grow our share of mind and share of wallet within the partner organization

You have:  

• 5-7+ years full cycle channel sales management. Bonus if experience is in the SaaS space with an emerging category offering. 
• Strong presentation skills and ability to quickly discriminate between high potential partners with scalable potential and all the others.  
• Experience with software partner programs { MDF, DealReg, Partner Enablement pathways, etc. } and ability to infect prospects with enthusiasm for the potential of Smarthseet.  
• 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.
• Demonstrated ability to drive cross-functional teaming
• Experience with Solution/Consultative Selling
• 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. 
• Ability to interact professionally with all senior level corporate management
• Interact with consideration and approachability; value respect, and welcome differences and others’ perspectives
• Passion for working with new technologies and new technical concepts 
• Knowledge of salesforce.com CRM and proficiency in G Suite. 
• Bachelor’s degree or the equivalent combination
• Ability to travel 25% of the time.  
• Remote eligible - USA.  Any metro. 

About Smartsheet:

In 2005, Smartsheet was founded on the idea that teams and millions of people worldwide deserve a better way to deliver their very best work. Today, the company delivers a leading cloud-based platform for work execution, empowering organizations to plan, capture, track, automate, and report on work at scale, resulting in more efficient processes and better business outcomes. Smartsheet went public on the New York Stock Exchange in April 2018 and currently enables collaboration, better decision making, and accelerated innovation for over 76,000 domain-based customers in 190 countries, including 96 of the Fortune 100.

Perks & Benefits:

• HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options for full-time employees
• Equity - Restricted Stock Units (RSUs) with all offers
• Lucrative Employee Stock Purchase Program (15% discount)
• 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 Incidental Sick Leave
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to LinkedIn Learning online courses
• Company Funded Perks, including a counseling membership, primary care membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, and Australia. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

At Smartsheet, we strive to build an inclusive environment that encourages, supports, and celebrates the diverse voices of our team members who also represent the diverse needs of our customers. We’re looking for people who are driven, authentic, supportive, effective, and honest. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we welcome diverse perspectives and people who aren’t afraid to be innovative—join us!