Partner Director, Smartsheet
EMEA Region
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- The ideal candidate is a seasoned partnership executive with at least 15 years of experience in joint-marketing, partner ecosystem/channel, and co-sell motions
- They have successfully executed joint go-to-market strategies, developed partner-to-partner (P2P) approaches, and leveraged marketplaces to drive business outcomes
- The candidate should also be a thought leader with experience speaking publicly to advocate for ecosystem-driven success
- 15+ years of experience in channel sales, partner management, or business development within the SaaS or technology industry
- Proven success in building and scaling partner ecosystems in the EMEA region
- Demonstrated ability to lead cross-functional initiatives and manage high-performing teams
- Ability to develop and execute strategic plans (1-3 years out) while managing tactical priorities effectively
- Excellent interpersonal and communication skills, with a track record of building trusted relationships with partners and internal stakeholders
- Strong focus on achieving measurable outcomes, with experience managing and exceeding revenue targets
- Solid understanding of SaaS and cloud-based technologies. Experience with Smartsheet or similar platforms is a plus
- Deep understanding of a hybrid [Channel + Direct] go to market model
- Bachelors (BA/BS) degree or MBA preferred
- Willingness to travel as required (~20%) to meet with partners and attend events
- Legally eligible to work in the UK on an ongoing basis
What the job involves
- As the Partner Director, you will lead the strategy, execution, and growth of our partner ecosystem within the EMEA region
- You will work closely with key stakeholders to build relationships, develop and manage all our Go To Market (GTM) focused partnerships, and drive measurable outcomes for Smartsheet
- This is a high-impact leadership role for someone passionate about scaling partner ecosystems, enhancing Smartsheet’s market presence, and driving customer success and retention
- This position will be responsible for the region’s revenue attainment with and through partners
- This role requires a strategic leader who understands the evolving partner landscape and has experience executing horizontal and industry-specific campaigns
- He or she will move seamlessly between managing individual partner performance through regular cadence; provide input into the strategic direction of the partner function, and develop a high performing team of partner managers
- Develop and execute a comprehensive partner strategy across all partner types including distributors, resellers, systems integrators, Managed Service Providers, and ISV’s (Independent Service Vendors) in region
- Identify and recruit partners to enable aggressive growth for commercial and enterprise customer segments
- Ensure alignment of partner initiatives with overall business objectives, sales and services goals. Work cross-functionally to develop cohesive processes and positive shared outcomes
- Establish and nurture executive-level and practice-level relationships with key partners to drive collaboration and revenue impact
- Own and achieve GTM partner revenue targets in region
- Secure ongoing partner preference and investment in the Smartsheet relationship; grow our share of mind and share of wallet within the partner organisation
- Collaborate with sales teams to co-sell and close opportunities with partners, and with customer success on driving high renewal rates with and through partners
- Leverage strong organisational and execution skills to keep the team on track and drive measurable outcomes
- Manage and oversee multi-quarter and annual planning process with key partners covering enablement, co-marketing, pipeline, forecast reporting and track progress
- Report out on partner performance within Smartsheet providing insights and recommendations to optimise strategy and execution
- Ensure a highly scalable partner approach, leveraging tools, processes, and best practices
- Build and develop a team of high performing Partner Managers to execute on partner business plans with focus partners
- Be part of the regional executive leadership team, dotted line responsibility of the partner marketers in region
- Manage MDF and discretionary budgets in region to optimize ROI on enablement and marketing efforts
- Partner with internal teams including sales, marketing, customer success, and product to align efforts and ensure seamless execution
- Represent Smartsheet as a public-facing thought leader, speaking with press, analysts, at industry events, conferences, and webinars to advocate for partner-driven success
- Establish executive leadership externally with peers and relevant industry networks
- Monitor market trends and competitor activity to identify new opportunities
Salary benchmarks
Our take
With teams increasingly moving to remote work across many industries, companies have been reaching for tools to keep operations smooth and communications open. Founded in 2005, Smartsheet is a cloud-based work management platform helping a vast range of companies, from small businesses to large enterprises, plan, track, and report on work.
Like other team collaboration software companies Lucid and Atlassian, Smartsheet saw strong growth between 2020-2022, achieving almost 40% year on year revenue increases through 2022. If the company can continue this success, it stands to make real gains in a global team collaboration market expected to be worth about $20 billion by 2028.
Smartsheet has embedded itself across various industries, with deep integrations with applications from the likes of Salesforce, Atlassian, Google, and Microsoft, leading to it being the first work management sector Unicorn to reach $1 billion in recurring annual revenue in 2024. Whilst remaining broad in application, it is also expanding and upgrading its product offerings; this may prove crucial in further distinguishing itself from well-backed startups like Monday.com and Asana as they begin jostling for market space.
Steph
Company Specialist at Welcome to the Jungle
Insights
7% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
May 2017
$61m
SERIES F
May 2014
$35m
SERIES E
Total funding: $128.5m
Company benefits
- 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 (role specific)
- Monthly contributions toward your pension
- Mployer-paid Private Medical and Dental, additional cost for family members
Company HQ
West Bellevue, Bellevue, WA
Leadership
Mark Mader
(President & CEO)Having studied at Dartmouth, Mark spent 2 years as a Greenwich Associates Research Associate before 10 years at Onyx Software. They then founded Smartsheet in 2005 as CEO.
Brent Frei
(Board Member)Brent worked at Motorola and Microsoft for 4 years before founding Onyx Software in 1994 and Smartsheet in 2005. They have been a Board Member since, alongside working as CEO of TerraClear.
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