Principal Partner Account Manager – East

🕒 6 dias atrás

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $135.000 - $172.500 / ano

⏰ Tempo Integral

🔴 Especialista

💰 Gerente de Contas

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Smartsheet

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2005

💼 Consultoria

🏥 Saúde

📣 Marketing

Consulting • Healthcare • Marketing

Smartsheet é uma plataforma projetada para gerenciar projetos, automatizar fluxos de trabalho e construir soluções em larga escala. Ela oferece uma ampla gama de recursos, incluindo automação, colaboração em equipe, painéis e relatórios, e integrações, permitindo que as empresas otimizem suas operações. A plataforma atende a diversos casos de uso, como gestão de projetos, gestão de portfólio de TI, gestão de marketing e mais, servindo a várias indústrias, incluindo governo, finanças e saúde. Smartsheet também enfatiza a segurança e proteção de dados, garantindo a privacidade dos dados dos usuários. Além disso, oferece serviços profissionais como consultoria, treinamento e suporte à implementação para maximizar as capacidades da plataforma.

Descrição

• 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 escalate 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.

🎯 Requisitos

• 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.

🏖️ Benefícios

• 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)