Senior Channel Account Manager

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for peopl...

Smartsheet is seeking a Senior Channel Account Manager to own and grow our business with a named list of strategic channel partners, including large resellers and distributors such as SHI. In this role, you will be the day-to-day owner of each assigned partner relationship: building joint business plans, driving par...

You will work hand in hand with Smartsheet's direct sales, marketing, sales operations, and customer success teams, as well as the partners' own sellers and leadership, to make Smartsheet easy to sell, quote, procure, and renew through the channel. The ideal candidate is a hands-on, execution-focused partner manager...

7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers.
A 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 (for example, AWS Marketplace Private Offers).
Strong executive presence and the ability to build credibility and trust with partner leadership and sellers alike.
Exceptional cross-functional collaboration skills with the ability to align and influence sales, marketing, sales operations, product, and customer success teams.
Strong analytical and business acumen, with proficiency in Salesforce.com CRM and Google Suite and comfort with data-driven decision making.
Excellent planning, forecasting, and organizational skills, with the ability to manage multiple partners and priorities in parallel.
Strong presentation and communication skills, with the ability to articulate compelling partner value propositions.
A consultative approach and a genuine interest in understanding and solving partner business challenges.
Bachelor's degree in Business, Marketing, Sales, or a related field (or equivalent professional experience).
Willingness and ability to travel regularly, approximately 25% of the time, as an essential function of the role. You will be expected to be on-site at partner offices for QBRs, planning sessions, and sales team engagements, and to attend customer events, partner conferences, and industry events across the Americas.
Current US Perks & Benefits:
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)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
US Base Salary Pay Range
$115,000—$140,000 USD
 
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.