Senior Channel Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage relationships, strategies, and outcomes for a designated group of strategic channel partners.

• Create and implement joint business plans that include revenue targets, pipeline objectives, key initiatives, and quarterly milestones.

• Drive bookings sourced and influenced by partners to meet quota.

• Forecast and oversee the partner pipeline within Salesforce.

• Collaborate with Smartsheet Account Executives and partner sellers on assigned accounts, joint planning, and deal strategies.

• Administer deal registration, partner quotations, pricing, discounts, and channel conflict protocols.

• Enhance transaction readiness through partner contract mechanisms, cloud marketplaces, and Private Offers.

• Cultivate executive relationships and conduct regular Quarterly Business Reviews (QBRs) with partner leadership.

• Empower partner sales, pre-sales, and services teams via training, certifications, product launches, and sales initiatives.

• Plan and implement joint marketing and demand generation efforts, encompassing campaigns, events, and webinars.

• Manage Market Development Funds to optimize ROI.

• Identify and explore new use cases, customer segments, and vertical opportunities within partner customer bases.

• Monitor, analyze, and report partner performance metrics to senior management.

• Collaborate with sales, marketing, product, customer success, and finance teams to address partner-related issues and escalations.

• Provide market insights, partner feedback, and competitive intelligence to guide channel strategy, programs, and product direction.

• Report directly to the Director of Partnerships and Alliances for AMER.

⛳️ Requirements

• A minimum of 7 years of experience in enterprise SaaS sales, channel management, or partnerships, including at least 4 years of managing channel partners such as VARs, distributors, and resellers.

• Demonstrated success in meeting or surpassing revenue goals through partner-led and co-selling efforts.

• Practical experience in managing professional services partners, as well as reseller or distributor relationships.

• Knowledge of channel programs and operations, including deal registration, partner quotations and pricing, rebates and incentives, Market Development Funds, and partner enablement pathways.

• Familiarity with public sector and enterprise procurement, including contract vehicles and transactions in cloud marketplaces such as AWS Marketplace Private Offers.

• Strong executive presence with the capability to establish credibility and trust with partner leadership and sellers.

• Excellent cross-functional collaboration abilities.

• Strong analytical skills and business acumen.

• Proficient in Salesforce.com CRM and Google Suite.

• Superior planning, forecasting, and organizational capabilities.

• Excellent presentation and communication skills.

• Consultative mindset for addressing partner business challenges.

• A 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.

• Expected to be present on-site at partner offices for QBRs, planning meetings, and sales team engagements, as well as attending customer, partner, and industry events across the Americas.

🏝️ Benefits

• Employer-subsidized medical, vision, and dental insurance for full-time employees.

• 401k match to assist you in saving for your future (50% of your contribution up to the first 6% of your eligible pay).

• Monthly stipend to enhance your work and productivity.

• Flexible Time Away Program, in addition to Sick Time Off.

• US employees are automatically enrolled in Smartsheet-sponsored life insurance, short-term, and long-term disability plans.

• US employees receive 12 paid holidays each year.

• Up to 24 weeks of parental leave.

• A personal paid Volunteer Day to contribute to our community.

• Opportunities for professional advancement and development, including access to Udemy online courses.

• Company-funded perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account.

• Telework options from any registered location in the U.S. (role-specific).

• Competitive market incentive opportunities.