Remote opportunity at
SmartsheetSenior Channel Account Manager
Smartsheet is seeking a Senior Channel Account Manager to oversee and expand business operations alongside a designated group of key channel partners, including major distributors and…
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About This Role
Smartsheet is seeking a Senior Channel Account Manager to oversee and expand business operations alongside a designated group of key channel partners, including major distributors and resellers such as SHI. For over twenty years, the company has provided work management solutions, currently integrating human teams with artificial intelligence capabilities to streamline manual duties and scale insights. In this position, the individual acts as the primary contact for assigned partner accounts,…
Job Description
Smartsheet is seeking a Senior Channel Account Manager to oversee and expand business operations alongside a designated group of key channel partners, including major distributors and resellers such as SHI. For over twenty years, the company has provided work management solutions, currently integrating human teams with artificial intelligence capabilities to streamline manual duties and scale insights.
In this position, the individual acts as the primary contact for assigned partner accounts, formulating cooperative business strategies and generating predictable bookings across enterprise and public sector markets. This involves collaborating closely with internal direct sales, marketing, customer success, and operations groups, as well as partner sellers and leadership. The ideal professional is execution-oriented, comfortable leading executive business reviews, and capable of navigating intricate contract vehicles, pricing structures, and deal registrations.
The role is based in the Americas, with a primary focus in the Central or Eastern Time Zone, and requires regular travel to partner offices and industry events. Candidates should possess a strong background in software sales, channel management, and building trusting relationships with partner stakeholders.
Responsibilities
- Manage the strategy, relationships, and performance outcomes for a designated list of key channel partners
- Formulate and execute joint business plans containing specific revenue targets, pipeline goals, and quarterly milestones
- Drive partner-influenced and partner-sourced bookings to meet quota requirements while forecasting accurately in Salesforce
- Collaborate with internal Account Executives and partner sellers on shared accounts and co-selling strategies
- Handle partner quoting, deal registration, and discount procedures while maintaining channel conflict rules
- Facilitate transaction readiness through cloud marketplaces, Private Offers, and partner contract vehicles
- Conduct regular business reviews with partner leadership to align on objectives and resolve challenges
- Enable partner teams through product training, certifications, and sales plays
- Plan joint marketing programs, events, and webinars while managing Market Development Funds
- Track and report partner metrics regarding win rates, pipeline coverage, and bookings to senior leadership
Requirements
- Seven or more years of experience in enterprise software sales, partnerships, or channel management
- At least four years of specific experience managing resellers, distributors, and value-added resellers
- Demonstrated history of achieving or exceeding revenue quotas through co-sell and partner-led motions
- Familiarity with public sector and enterprise procurement procedures, cloud marketplaces, and contract vehicles
- Proficiency in Salesforce CRM and Google Suite with strong analytical and forecasting abilities
- Willingness to travel approximately twenty-five percent of the time for partner visits and events
Qualifications
- Bachelor's degree in Marketing, Business, Sales, or a related field, or equivalent professional experience
- Hands-on background managing professional services partners, distributors, or resellers
Core Skills
Benefits
- Employer-subsidized dental, medical, and vision coverage
- 401(k) match program providing fifty percent of contributions up to the first six percent of eligible pay
- Monthly stipend designated for work and productivity support
- Flexible Time Away program alongside designated sick time off
- Company-sponsored life insurance, short-term disability, and long-term disability coverage
- Twelve paid holidays annually
- Up to twenty-four weeks of parental leave
- Personal paid volunteer day
- Access to online professional development courses through Udemy
- Additional perks including a counseling membership and local retail discounts
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary range for the Senior Channel Account Manager role?
The US base salary pay range is USD 115,000 to 140,000 per year, with actual compensation determined by experience, education, skills, and location, alongside a market competitive incentive opportunity.
Where is this job located?
The position is based in the Americas, with a primary location in the Central or Eastern Time Zone, and includes teleworking options from registered U.S. locations along with required travel.
What type of employment is this?
This is a full-time employment opportunity.
How much travel is required for this position?
The role requires regular travel, approximately twenty-five percent of the time, to visit partner offices for quarterly business reviews, planning sessions, sales engagements, and industry events across the Americas.
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