Partner Director, Americas

Smartsheet Inc; United States; Remote; USD 160,000 - 205,000; Full time

Job summary

Smartsheet Inc is seeking a Partner Director to lead the strategy and growth of its partner ecosystem in the Americas. This high-impact role involves developing partnerships, managing revenue targets, and enhancing market presence, all while fostering an inclusive environment for all applicants.

Benefits

Comprehensive health plans

401k match

Paid holidays

Parental leave

Flexible teleworking options

Qualifications

• 15+ years in channel sales, partner management, or business development.
• Experience leading cross-functional initiatives.
• Strong understanding of SaaS and cloud technologies.

Responsibilities

• Develop and implement a comprehensive partner strategy.
• Recruit and onboard new partners.
• Own and deliver partner-related revenue targets.

Skills

Relationship-building

Communication

Strategic planning

Revenue target achievement

Understanding of SaaS

Education

BA/BS degree

MBA preferred

Job description

Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions using simple no-code tools. We’re revolutionaries – changing the way the world works is our daily mission.

Role Overview

As the Partner Director, you will lead the strategy, execution, and growth of our partner ecosystem within the Americas. You will collaborate with key stakeholders to build relationships, develop and manage GTM-focused partnerships, and drive measurable outcomes for Smartsheet. This high-impact leadership role involves scaling partner ecosystems, enhancing market presence, and driving customer success and retention. The position reports to the VP, Global Partnerships, is remote-eligible (region-based), and includes regional revenue responsibilities.

Ideal Candidate Profile

A seasoned partnership executive with at least 15 years of experience in joint marketing, partner ecosystems, and co-sell motions. Proven success in executing GTM strategies, developing P2P approaches, and leveraging marketplaces to drive business outcomes is essential.

Key Responsibilities

1. Develop and implement a comprehensive partner strategy across all partner types (distributors, resellers, SIs, MSPs, ISVs).
2. Recruit and onboard new partners to support growth in commercial and enterprise segments.
3. Own and deliver partner-related revenue targets and ensure successful GTM execution.
4. Increase partner engagement and investment to strengthen Smartsheet’s ecosystem presence.
5. Lead operational planning including enablement, co-marketing, pipeline development, and forecasting.
6. Monitor and report on partner performance, providing insights for strategy refinement.
7. Standardize tools, processes, and best practices for scalable partner engagement.
8. Hire, lead, and develop a team of high-performing Partner Managers with business and technical expertise.
9. Contribute to regional leadership and collaborate with marketing for regional execution.
10. Build and maintain relationships with strategic partners to drive joint outcomes.
11. Manage partner-related budgets (MDF and discretionary) to maximize ROI.
12. Represent Smartsheet publicly at industry events, with media, analysts, and partners.

Qualifications

• 15+ years in channel sales, partner management, or business development within SaaS or tech industries, with proven success in the Americas.
• Experience leading cross-functional initiatives and managing high-performing teams.
• Ability to develop strategic plans (1-3 years) and manage tactical priorities.
• Excellent relationship-building and communication skills.
• Track record of achieving and exceeding revenue targets.
• Strong understanding of SaaS and cloud technologies; familiarity with Smartsheet or similar platforms is a plus.
• Deep knowledge of hybrid channel and direct go-to-market models.
• BA/BS degree required; MBA preferred.
• Willingness to travel (~20%) to meet with partners and attend events.

Benefits

• Competitive salary range: $160,000 - $205,000 USD.
• Comprehensive health plans, 401k match, stipends, paid holidays, parental leave, and more.
• Opportunities for professional growth and development.
• Flexible teleworking options within the U.S.

About Us

At Smartsheet, we foster an inclusive environment where everyone can make a difference. We encourage applicants from all backgrounds, even if your experience doesn’t match every requirement. Join us to change how the world works!

Equal Opportunity

We are committed to equal employment opportunities and fostering an inclusive environment for all applicants, regardless of race, gender, age, or background.