Senior Channel Account Manager

Responsibilities: — Own and grow business with a named list of strategic channel partners, including large resellers and distributors. — Build joint business plans with clear revenue targets, pipeline goals, key activities, and quarterly milestones. — Drive partner-sourced and partner-influenced bookings to quota and manage the partner pipeline in Salesforce. — Partner with Smartsheet Account Executives and partner sellers on named accounts, joint account planning, and deal strategy. — Manage deal registration, partner quoting, pricing, and discount processes to reduce friction and protect deal integrity. — Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers. — Build executive relationships and run regular business reviews (QBRs) with partner leadership. — Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays. — Plan and execute joint marketing and demand generation programs, including campaigns, events, webinars, and manage Market Development Funds (MDF). — Identify and pursue new use cases, customer segments, and vertical opportunities within each partner's customer base. — Track, analyze, and report on partner performance metrics to senior leadership. — Coordinate cross-functionally with sales, marketing, product, customer success, and finance to resolve partner issues. — Share market insights, partner feedback, and competitive intelligence to inform channel strategy and product direction. Requirements: — 7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers. — Proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions. — Hands-on experience managing professional services partners, reseller or distributor relationships. — Working knowledge of channel programs and mechanics including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways. — Familiarity with public sector and enterprise procurement, including contract vehicles and cloud marketplace transactions. — Strong executive presence and ability to build credibility and trust with partner leadership and sellers. — Exceptional cross-functional collaboration skills. — Strong analytical and business acumen, proficiency in Salesforce.com CRM and Google Suite. — Excellent planning, forecasting, and organizational skills. — Strong presentation and communication skills. — Consultative approach and genuine interest in solving partner business challenges. — Bachelor's degree in Business, Marketing, Sales, or related field (or equivalent experience). — Willingness and ability to travel approximately 25% of the time. Benefits: — Employer subsidized medical/vision and dental coverage for full-time employees. — 401k Match (50% of contribution up to first 6% of eligible pay). — Monthly stipend to support work and productivity. — Flexible Time Away Program plus Sick Time Off. — Life insurance, short-term, and long-term disability plans. — 12 paid holidays per year. — Up to 24 weeks of Parental Leave. — Personal paid Volunteer Day. — Opportunities for professional growth including access to Udemy online courses. — Company funded perks including counseling membership, local retail discounts, and personal Smartsheet account. — Teleworking options from any registered location in the U.S. Additional Information: — Role based in the Americas, primarily Eastern or Central Time Zone. — Competitive base salary range $115,000 to $140,000 USD per year. — Eligible for market competitive incentive opportunity. — Equal Opportunity Employer committed to inclusive environment. — Regular travel to partner offices and customer events expected (~25% travel).