Senior Channel Account Manager
Smartsheet · Sales · Senior · 11d ago
$115k – $140k
per year
Open to candidates across Americas.
Applies on the original listing · via We Work Remotely
Who can apply
Read straight from the listing, so you know before you spend time on it.
Open to candidates across Americas.
“This role is based in the Americas, with a primary location in the Eastern or Central Time Zone.”
The role reports to the Director, Partnerships and Alliances, AMER, with preferred location in the Eastern or Central Time Zone.
- Async-first
- The listing doesn't promise async-first working.
- Contractor / B2B
- No mention of hiring international contractors or invoicing.
- Global stipend
- No home office or equipment budget mentioned.
- Annual retreat
- No company-paid get-togethers mentioned.
Read from the listing automatically. Always confirm the details with the company before you accept an offer.
About the role
In this role, you will be the day-to-day owner of strategic channel partner relationships, such as large resellers and distributors like SHI. You will build joint business plans, drive partner-sourced and influenced pipeline, and turn partnerships into predictable revenue across public sector and enterprise customers. The position requires close collaboration with direct sales, marketing, and partner leadership, alongside regular travel of approximately 25%.
What you'll do
- Own partner relationship strategy, driving joint business planning and revenue targets with named strategic channel partners.
- Drive partner-sourced and partner-influenced bookings to quota while accurately forecasting pipeline in Salesforce.
- Partner with Smartsheet Account Executives on co-selling, account planning, and deal strategies to increase win rates.
- Manage deal registration, partner quoting, pricing, and discount processes to ensure smooth transactions and minimize channel conflict.
- Conduct regular executive Quarterly Business Reviews (QBRs) and lead partner enablement programs, training, and joint demand generation.
- Travel regularly (approximately 25%) to partner offices, customer events, and industry conferences across the Americas.
What you bring
- 7+ years of enterprise SaaS sales, channel, or partnerships experience, including at least 4+ years managing channel partners (VARs, distributors, resellers).
- Proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions.
- Working knowledge of channel mechanics including deal registration, pricing, rebates, MDF, and enablement pathways.
- Familiarity with public sector and enterprise procurement, contract vehicles, and cloud marketplace private offers (e.g., AWS Marketplace).
- Proficiency with Salesforce.com CRM and Google Suite, backed by strong analytical and communication skills.
- Willingness and ability to travel up to 25% of the time across the Americas.
About Smartsheet
For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions, uniting human teams with AI agents to automate tasks and uncover insights.
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