Senior Partner & Alliances Manager (Public Sector)
Smartsheet
Smartsheet is a tech company with a human story to tell. We’re here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. We’re revolutionaries – so for us changing the way the world works is all in a day’s work.
We are looking for a Senior Partner & Alliances Manager for the U.S. Region based in Washington, D.C. The primary focus will be to grow and run our partnerships within the Public Sector vertical and drive New Business efforts in collaboration with our partners. The Sr. PAM will collaborate with peers in Sales, Marketing, and Services to create a large-scale partner business both in the Federal and State and Local segments as well as manage our current federal partners.
Reports to Director, Partnerships Americas based in Bellevue, WA.
You will:
- Create, develop & execute on business plans and Go-to-Market efforts with public sector partners
- Develop and manage your selected partnerships end-to end directly
- Educate, collaborate and motivate sellers to drive Smartsheet business with partners and exceed quotas
- Develop relationships with key stakeholders to support your partnerships
- Collaborate closely with Field Marketing in the plan and execution of partner marketing activities (i.e., thought leadership, partner enablement and demand generation)
- Manage MDF and discretionary budgets to accelerate your partnerships
- Engage and manage the Smartsheet partner recruitment programs for Public Sector in support of partnership objectives and sales opportunities
- Secure ongoing partner preference and investment in Smartsheet relationships and offerings
- Work with public sector resources to activate & drive New Business demand in support of revenue targets
- Establish clear goals and priorities; translate strategy into action plans; keep the business focused on the core drivers of profitable growth. Hold self and partners accountable for onboarding goals against a timeline.
- Develop and run the partnership governance and rhythm of business with public sector customers and Aligned partners, report on progress including revenue achievements
- Work in deep collaboration with other partner manager peers and in specific the lead for state and local partnerships.
- Interact with consideration and approachability; value respect, and welcome differences and others’ perspectives
You have:
- 7+ years full cycle partner sales management. Bonus if experience is in the SaaS space
- Public Sector vertical experience including Carahsoft (or the like) as a partner is a must
- Sales-oriented channel background
- Experience supporting all partner types; SIs, Disti, Service partners, MSPs, VARs, resellers
- Well-versed in contract vehicles and the government procurement process
- Strong presentation skills and executive level communication skills
- Experience with software programs for sales (Salesforce) and partners (Impartner) for MDF, Deal Reg, Partner Enablement pathways, partner operations, etc. , proficiency in the G-Suite
- Preference for candidates that have recruited new partners to sell and deliver services in support of a new, emerging SaaS application
- Demonstrated ability managing partners and executing joint business planning
- Passion for working with new technologies and new technical concepts
- Bachelor’s degree or the equivalent combination
- Location: Washington DC area required
- Ability to travel 25% of the time.
Current US Perks & Benefits:
- HSA, 100% employer-paid premiums, or Buy-up medical/vision and dental coverage options 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.
Get to Know Us:
At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us!
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, and Bulgaria. 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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