Senior Channel Account Manager

The role

The Senior Channel Account Manager will own and grow business with strategic channel partners including large resellers and distributors. You will build joint business plans, drive partner-sourced and partner-influenced pipeline, and manage partner relationships to create predictable revenue.

What you will do

• Own relationship, strategy, and results for strategic channel partners
• Develop and execute joint business plans with revenue targets and pipeline goals
• Drive partner-sourced and partner-influenced bookings to quota
• Manage partner pipeline in Salesforce
• Partner with Account Executives on joint account planning and deal strategy
• Manage deal registration, partner quoting, pricing, and discount processes
• Drive transaction readiness through partner contract vehicles and cloud marketplaces
• Build executive relationships and run regular business reviews
• Enable partner sales, pre-sales, and services teams through training and certifications
• Plan and execute joint marketing and demand generation programs

Required qualifications

• 7+ years of enterprise SaaS sales, channel, or partnerships experience
• 4+ years managing channel partners such as VARs, distributors, and resellers
• Proven track record of meeting or exceeding revenue quotas
• Hands-on experience managing professional services partners, reseller or distributor relationships
• Working knowledge of channel programs and mechanics
• Familiarity with public sector and enterprise procurement
• Strong executive presence
• Exceptional cross-functional collaboration skills
• Proficiency in Salesforce.com CRM and Google Suite
• Strong presentation and communication skills
• 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

Benefits

• Employer subsidized medical/vision and dental coverage
• 401k Match (50% of contribution up to the first 6% of eligible pay)
• Monthly stipend to support work and productivity
• Flexible Time Away Program
• Sick Time Off
• Smartsheet-sponsored life, short-term, and long-term disability plans
• 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day
• Access to Udemy online courses
• Counseling membership, local retail discounts, and a personal Smartsheet account
• Teleworking options from any registered location in the U.S.

About the company

Smartsheet empowers teams to manage work seamlessly and scale solutions smarter by uniting human teams with AI agents. The company focuses on automating manual tasks and uncovering insights at scale.