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.
Smartsheet is seeking a Sr Partner Account Manager for the APJ region, with a primary focus on Australia and New Zealand, and potential coverage across Asia Pacific as per our growing needs. In this quota-carrying, revenue-generating role, you'll be responsible for recruiting, onboarding, and managing relationships within a defined portfolio of strategic partners. You'll also lead selective partner recruitment, engaging the partners into the Smartsheet Partner Program, and drive joint business planning. Additionally, you'll work closely with Smartsheet's direct sales teams, both locally and in the US, to ensure alignment and success.
With a commitment to investing in the APJ region to better serve new and existing customers in Australia, New Zealand, Japan and the greater Asia Pacific geography, Smartsheet opened up its third international office in Sydney in January 2020. This is an opportunity to be a part of Smartsheet at this exciting time, working with an outstanding team to build and expand the Smartsheet brand across an established market.
This exciting opportunity will be based out of Sydney and will report to the APJ Regional Partner Sales Leader.
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 sales experience and an existing network of software-focused partners in Australia, and other Asia Pac countries.
- Preferred Bachelor's (BA/BS) degree or equivalent experience
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, and Japan. 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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What We Do
At Smartsheet, our mission is to empower anyone to drive meaningful change — for themselves, their businesses, and the world. Simply working harder is not enough to be successful against a shifting economic landscape. Smartsheet transforms work into dynamic work, unifying collaboration, workflows, and content management into a flexible, secure, no-code platform that gives anyone the ability to continuously make an impact. By changing the way the world works, we believe we can change the world.
Why Work With Us
Smartsheet is a place where people love what they do and are empowered to do their best work every day. We support one another and achieve our goals as a team, not as individuals. Regardless of role, team members are driven, entrepreneurial, and committed to making an impact by turning great ideas into action.
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