Principal Partner Account Manager (East)

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

Smartsheet is seeking an exceptional Principal Partner Alliances Manager to lead and expand our strategic partnerships across the Americas. As a highly influential executive-level partner manager, you will drive transformational business growth by cultivating deep relationships with consulting firms, advisory partners, global systems integrators, technology alliances, and strategic service partners. This role is designed for a seasoned leader who excels at engaging senior executives and orchestrating large-scale, enterprise-wide engagements that drive mutual value creation.

You will report to the Director, Partnerships and Alliances, AMER and will be based in our Boston office or remotely in the Eastern Time Zone.

You Will:

• 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.

You Have:

• 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 across the Americas.