Senior Partner & Alliances Manager, Smartsheet
Public Sector
$130-167.5k
+ Incentive
Dynamic workspace platform for collaboration
Be an early applicant
Dynamic workspace platform for collaboration
1001+ employees
Be an early applicant
$130-167.5k
+ Incentive
1001+ employees
Company mission
to empower anyone to drive meaningful change — for themselves, their businesses, and the world.
Role
Who you are
- 7+ years full cycle partner sales management. Bonus if experience is in the SaaS space
- Public Sector vertical experience including Carahsoft (or the like) as a partner is a must
- Sales-oriented channel background
- Experience supporting all partner types; SIs, Disti, Service partners, MSPs, VARs, resellers
- Well-versed in contract vehicles and the government procurement process
- Strong presentation skills and executive level communication skills
- Experience with software programs for sales (Salesforce) and partners (Impartner) for MDF, Deal Reg, Partner Enablement pathways, partner operations, etc. , proficiency in the G-Suite
- 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
- Passion for working with new technologies and new technical concepts
- Bachelor’s degree or the equivalent combination
- Location: East Coast, travel to Washington, D.C. area as needed
- Ability to travel 30% of the time
What the job involves
- We are looking for a Senior Partner & Alliances Manager for the U.S. Region based on the East Coast
- The primary focus will be to grow and run our partnerships within the Public Sector vertical and drive New Business efforts in collaboration with our partners
- The Sr. PAM will collaborate with peers in Sales, Marketing, and Services to create a large-scale partner business both in the Federal and State and Local segments as well as manage our current federal partners
- Reports to Director, Partnerships Americas based in Bellevue, WA
- Create, develop & execute on business plans and Go-to-Market efforts with public sector partners
- Develop and manage your selected partnerships end-to end directly
- Identify and recruit partners to enable aggressive growth for Public Sector
- Recruit large scale partners and/or Federal System Integrators
- Develop relationships with key stakeholders to support your partnerships
- Collaborate closely with Field Marketing in the plan and execution of partner marketing activities (i.e., thought leadership, partner enablement and demand generation)
- Manage MDF and discretionary budgets to accelerate your partnerships
- Engage and manage the Smartsheet partner recruitment programs for Public Sector in support of partnership objectives and sales opportunities
- Work with public sector resources to activate & drive New Business demand in support of revenue targets
- 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
- Develop and run the partnership governance and rhythm of business with public sector customers and Aligned partners, report on progress including revenue achievements
- Work in deep collaboration with other partner manager peers and in specific the lead for state and local partnerships
- Interact with consideration and approachability; value respect, and welcome differences and others’ perspectives
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
$58.7m
SERIES F
May 2014
$35m
SERIES E
Total funding: $126.2m
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)
- 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
- 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
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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