Principal Partner Account Manager (East)

Smartsheet; United States; Remote; USD 135,000 - 172,500; Full time

Benefits offered by this job

Medical coverage

401k match

Monthly stipend

Flexible time off

Life insurance & disability

Paid holidays

Parental leave

Volunteer day

Professional growth

Perks program

Teleworking options

Job summary

Smartsheet is seeking a Principal Partner Alliances Manager to lead and expand our strategic partnerships across the Americas. You will cultivate executive-level relationships with consulting firms, advisory partners, and GSIs, driving enterprise revenue growth and market expansion.

The role reports to the Director, Partnerships and Alliances, AMER, and can be based in Boston or remotely in the Eastern Time Zone. Travel 20-30% is required.

Qualifications

• 12+ years in enterprise SaaS sales or partnerships
• Experience managing strategic partnerships with consulting firms and GSIs
• Proven track record in driving enterprise revenue and market growth
• Experience engaging C-level stakeholders
• Knowledge of MDF, deal registration, and GTM strategies
• Ability to recruit high-potential partners
• Executive presence and strategic thinking
• Cross-functional collaboration across sales, marketing, CS, product

Responsibilities

• Build executive-level partnerships with consulting, advisory, and SIs
• Develop alliance strategies and joint business plans to drive revenue growth
• Establish partnerships with market-leading consulting and advisory firms
• Grow relationships with GSIs and strategic technology alliances for co-selling
• Lead discovery and engagement with new partner segments
• Collaborate with C-level partners to align goals and create value
• Execute joint marketing, co-branded campaigns, and MDF-backed programs
• Coordinate with sales, CS, PS, and product teams for integrated solutions
• Enable partners with certifications and strategic resources
• Manage partnership contracts, terms, and compliance
• Forecast and manage partnership pipeline and BD activities
• Track partner performance and strategic alignment metrics
• Manage MDF budgets for joint initiatives
• Extract market insights to inform strategy and product development
• Resolve complex partner issues with strategic focus

Skills

Executive partnerships

Strategic alliances

C-level influence

Go-to-market

Sales enablement

Forecasting

Education

Bachelor's degree

Tools

Salesforce CRM

Google Workspace

Job description

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day.

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

Smartsheet is seeking an exceptional Principal Partner Alliances Manager to lead and expand our strategic partnerships across the Americas. As a highly influential executive-level partner manager, you will drive transformational business growth by cultivating deep relationships with consulting firms, advisory partners, global systems integrators, technology alliances, and strategic service partners. This role is designed for a seasoned leader who excels at engaging senior executives and orchestrating large-scale, enterprise-wide engagements that drive mutual value creation.

You will report to the Director, Partnerships and Alliances, AMER and will be based in our Boston office or remotely in the Eastern Time Zone.

You Will:

• Build and nurture executive-level partnerships with consulting firms, advisory partners, and solution integrators who serve Smartsheet's target enterprise customers.
• Develop comprehensive alliance strategies and joint business plans with strategic partners to drive significant enterprise revenue growth, market expansion, and customer success.
• Establish strategic partnerships with new, market-leading consulting and advisory firms that align with Smartsheet's ideal partner profile and enterprise positioning.
• Manage and grow relationships with Global Systems Integrators (GSIs), Regional SIs, and strategic technology alliances to maximize co-selling opportunities and market penetration.
• Lead discovery and engagement with potential new partner segments that represent strategic opportunities for enterprise market expansion.
• Work closely with C-level and senior executive partners to align partnership goals, establish clear value propositions, and structure mutually beneficial agreements.
• Develop and execute collaborative marketing initiatives, co-branded campaigns, and joint market development programs to drive partner visibility and enterprise customer acquisition.
• Coordinate with Smartsheet's direct sales, customer success, professional services and product teams to ensure strategic alignment and deliver integrated solutions that serve enterprise customer needs.
• Enable partners through advanced enablement programs, technical certifications, and strategic resources to ensure successful solution delivery and customer outcomes.
• Manage strategic partnership contracts, terms, and compliance to protect Smartsheet's interests while fostering strong, long-term relationships.
• Accurately forecast and manage the strategic partnership pipeline and associated business development activities.
• Track, analyze, and report on partner performance metrics, revenue contributions, and strategic alignment indicators to senior leadership.
• Manage regional Market Development Funds (MDF) budgets to maximize impact and ROI from joint initiatives.
• Identify and elevate market insights, industry trends, and competitive intelligence to inform Smartsheet's strategic planning and product development.
• Resolve complex partner issues and escalations with professionalism and strategic focus.

You Have:

• 12+ years of successful enterprise SaaS sales, partnerships, customer success or business development experience, with at least 8+ years in strategic partner/customer management or alliance development.
• Demonstrated expertise managing strategic partnerships and joint business planning with consulting firms, systems integrators, and advisory partners in enterprise technology markets.
• Proven track record of building and scaling high-value partnerships that drive significant enterprise revenue and market share growth.
• Extensive experience engaging and influencing C-level and senior executive stakeholders; ability to command credibility and respect at the highest organizational levels.
• Strong presentation and communication skills with the ability to articulate compelling partnership value propositions and inspire enthusiasm for emerging technology solutions.
• Deep knowledge of enterprise SaaS partner programs, including MDF structures, deal registration, partner enablement pathways, and go-to-market strategies.
• Demonstrated ability to identify, evaluate, and recruit high-potential partners with scalable business models and strategic fit.
• Executive presence and strategic thinking skills; ability to establish clear priorities, translate strategy into action, and drive accountability for results.
• Exceptional cross-functional collaboration skills with the ability to align and influence diverse internal teams (sales, marketing, professional services, product, customer success, operations, etc).
• Strong analytical and business acumen; proficiency with Salesforce.com CRM and Google Suite; comfort with data-driven decision making.
• Consultative approach; genuine interest in understanding and solving partner business challenges; proven ability to build trust and long-term relationships.
• Passion for emerging technologies and innovation; ability to educate and inspire partners on next-generation solutions.
• Bachelor's degree in Business, Marketing, Sales, or related field (or equivalent professional experience demonstrating strategic business acumen).
• Willingness and ability to travel 20-30% of the time, including strategic visits to partner locations and industry events across the Americas.

Current US Perks & Benefits:

• Employer subsidized medical/vision and dental coverage 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)

Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.

US Base Salary Pay Range

$135,000 — $172,500 USD

Get to Know Us:

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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