Director, GTM Partners - Americas

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

Smartsheet is investing in the next phase of its partner organization. Our go-to-market partner model prioritizes strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organization plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development.

We are looking for a seasoned partnership leader to own the Americas partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with technology alliance partners, systems integrators, and the channel; has led partner organizations through strategic shifts; and carries a track record of delivering against sourced revenue targets.

You Will

• Own the Americas partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability
• Carry and deliver against partner-sourced revenue targets for the region
• Build and deepen executive relationships with technology alliance partners, systems integrators, and channel partners
• Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions
• Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions
• Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance
• Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model
• Evolve partner coverage to prioritize partners that drive strategic value, market access, and measurable business outcomes
• Drive deal registration discipline and pipeline rigor across the Americas partner portfolio
• Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans
• Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth

You Have

• 15+ years in partner/channel leadership roles within SaaS or enterprise technology
• Demonstrated success building and scaling GSI and regional SI partnerships that produce sourced revenue
• Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets
• Experience leading partner organizations through strategic transformation; you have shaped a partner portfolio, shifted a team's orientation, or evolved a channel model around strategic outcomes
• Strong understanding of AI's impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption
• Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms
• Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business
• Experience with cloud marketplace transactions is strongly preferred
• Track record of building and developing high-performing teams through periods of strategic change
• Willingness to travel ~20% for partner and internal meetings

Preferred

• Experience in the collaborative work management, PPM, or enterprise SaaS platform space
• Existing relationships within Big 4/5 consulting firms, top-tier SIs, or major technology alliance ecosystems
• MBA or equivalent strategic leadership experience