Senior Partner Account Manager

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 empowering teams and organizations to achieve more through our leading Collaboration Work Management platform. We're rapidly expanding in the APJ region, with our Sydney office at the forefront of this growth. Join us and be a key player in building our brand and driving success across ASIA and the broader Asia Pacific.

Smartsheet is looking for a Senior Partner Account Manager for Australia & New Zealand (ANZ) based in Sydney. In this quota-carrying, revenue-generating role, you'll be responsible for recruiting, onboarding, managing relationships and driving the business within a defined portfolio of Strategic Channel Partners. You'll also lead selective partner recruitment, engaging the partners into the Smartsheet Aligned Partner Program, and drive joint business planning. Additionally, you'll work closely with Smartsheet's direct sales teams, both locally and globally, to ensure alignment and success.

You will report to the Director, Partnerships and Alliances, APJ based in Sydney, Australia and work from our Sydney office on a hybrid basis.

You Will:

• Recruit new strategic partners aligned with our ideal partner profile. Current partner types include: VARs, Referral Partners, Distributors, Regional and Global System Integrators, and ISVs. 
• Meet revenue targets by managing relationships with potential and existing partners
• Engage and manage vendor programs and relationships to support partnership goals and sales opportunities (e.g. direct sales, sales engineers, partner marketing)
• Manage Partner pipeline and forecast reporting cadence and track progress through the sales cycle
• Lead monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
• Work with high-potential partners to develop an annual joint business plan that defines strategies and activities to meet revenue goals; review and assess plan progress in partner-facing quarterly business reviews
• Provide ongoing sales coaching and sales enablement activities, and work with the partner organizations to ensure they complete any required partner training and certifications
• Work with partners and other resources (e.g. partner marketing manager) on developing and executing a partner marketing plan to increase demand to support revenue targets
• Review and advise partners on sales responses for RFIs/RFPs
• Secure ongoing partner preference and investment in supplier relationships and offerings; grow the supplier’s share of mind and share of wallet within the partner organization
• Manage partners’ compliance with the partner program requirements and governance on policies to maintain the partner relationship
• Provide field and partner input and feedback to internal supplier functions (e.g. sales, product, marketing) on tools and programs 

You Have:

• 5+ years of sales experience in SaaS Application software.
• 5+ years of partner management, business development, or sales, with a strong focus on Channel Partnerships.
• Proven track record of driving revenue growth through a Channel Partner ecosystem.
• Deep understanding of the ANZ Channel Partner landscape and strong existing relationships within it.
• Expertise in navigating complex organizational structures.
• Strong understanding of cloud technologies and enterprise software solutions.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with Salesforce.com CRM and G Suite.
• Strategic thinker with a results-oriented mindset.
• Self-starter with the ability to thrive in a fast-paced, dynamic environment.
• Culturally sensitive and adaptable to the diverse APJ market.
• Ability to work independently and collaboratively.
• Ability to interact professionally with all senior level corporate management.
• Passion for working with new technologies.
• Preferred Bachelor's (BA/BS) degree or equivalent experience.
• Ability to travel ~30% within the ANZ region.

Get To Know Us:

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. 

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

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