Technology Alliances Leader

Smartsheet is looking for a business owner to lead our most valuable technology alliances. This is not a program-management seat. You'll run each alliance like a business, owning the strategy, the operating plan, and the number. You'll scale our flagship hyperscaler partnership, convert momentum with cloud and data partners, and stand up the next wave of alliances across the AI, productivity, and CRM ecosystem. This role is based remotely and will report to the Director, GTM Partners.

• Run each alliance as a business: own the strategy, operating plan, joint revenue and sourced-pipeline targets, and KPIs.
• Manage the full 360 relationship: sell-with (co-sell, joint pursuits, deal registration, account mapping), sell-to (partner as a Smartsheet customer), sell-through (Marketplace and private offers), and build-with (integrations, product collaboration, roadmap alignment).
• Build the 'better together' thesis and joint GTM plan, defining target segments, priority accounts, use cases, and repeatable plays, then lead Sales, Product, Marketing, and Professional Services to execute them.
• Create net-new value: find and build new co-sell programs, industry verticals, market segments, and platform-to-platform propositions, biased toward sourced, originated revenue.
• Build executive sponsorship on both sides: run joint business planning, QBRs, and the executive sponsor program, and orchestrate 'party of three' plays with a GSI or consulting firm.
• Set the operating rhythm: establish clear, data-driven KPIs and a predictable cadence, holding partners and internal stakeholders accountable.
• Move a portfolio at three stages: Elevate (scale established hyperscaler relationship), Accelerate (turn momentum with cloud/data partners into a live joint GTM plan), Incubate (establish thesis and land first plays with emerging AI, productivity, and CRM partners).

• 10-12+ years owning strategic technology alliances (hyperscaler, ISV, or platform), with direct accountability for joint revenue and pipeline.
• Fluency in co-sell and Marketplace mechanics (deal registration, private offers, transactions) and in technical or product integration partnerships.
• Track record of turning 'better together' value propositions into joint GTM plans that produced sourced revenue.
• Proven executive sponsorship, joint business planning, and QBR cadences that drive accountability.
• Cross-functional leadership without authority, aligning Sales, Product, Marketing, and Services.
• Business-owner mindset: data-driven, direct, and rigorous about the difference between revenue you source and revenue you merely influence.
• Credibility with partner executives (CRO's office) and product leaders, plus a plain-speak style.
• Experience orchestrating 'party of three' motions with a GSI or consulting firm (preferred).
• Background across the cloud, data, and AI ecosystem, credible with commercial and technical audiences (preferred).
• Experience in a profitability-minded or PE-backed environment with disciplined economics (preferred).

US Base Salary Pay Range: $135,000—$172,500 USD. This role is eligible for a market competitive incentive opportunity.

Benefits include: employer subsidized medical/vision and dental coverage for full-time employees, 401k Match (50% of your contribution up to the first 6% of your eligible pay), monthly stipend for work and productivity, Flexible Time Away Program plus Sick Time Off, Smartsheet-sponsored life insurance, short-term and long-term disability, 12 paid holidays per year, up to 24 weeks of Parental Leave, personal paid Volunteer Day, professional growth opportunities including Udemy online courses, company funded perks (counseling membership, local retail discounts, personal Smartsheet account), and teleworking options from any registered location in the U.S.