Senior Channel Account Manager

Smartsheet

. Own relationships, strategy, and results for a named list of strategic channel partners .

Posted 10/26/2026full-timeRemote • United StatesSenior💰 $115,000 - $140,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing strategic channel partnerships, executing joint business plans, and driving partner-sourced revenue growth. Proficient in Salesforce CRM and skilled in cross-functional collaboration to enhance partner performance and enablement.

Highest-signal resume keywords

7+ Years Enterprise SaaS Sales ExperienceChannel Partner ManagementRevenue Quota AchievementSalesforce.com CRM ProficiencyStrong Analytical Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel Programs KnowledgeDeal Registration ManagementPartner Quoting and PricingMarket Development Funds ManagementForecasting and Planning

Soft Skills

Exceptional Cross-Functional CollaborationStrong Presentation SkillsConsultative Problem Solving

Tools & Technologies

SalesforceGoogle Suite

Industry Keywords

Enterprise ProcurementCloud Marketplace TransactionsPrivate OffersVARsDistributors

Tech Stack

Tools & technologies

AWSCloudSFDC

About the role

Key responsibilities & impact

Own relationships, strategy, and results for a named list of strategic channel partners
Develop and execute joint business plans with revenue targets, pipeline goals, key activities, and quarterly milestones
Drive partner-sourced and partner-influenced bookings to quota
Forecast and manage partner pipeline in Salesforce
Partner with Smartsheet Account Executives and partner sellers on named accounts, joint account planning, and deal strategy
Manage deal registration, partner quoting, pricing, discounts, and channel conflict rules
Drive transaction readiness through partner contract vehicles, cloud marketplaces, and Private Offers
Build executive relationships and run regular QBRs with partner leadership
Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays
Plan and execute joint marketing and demand generation programs, including campaigns, events, and webinars
Manage Market Development Funds to maximize ROI
Identify and pursue new use cases, customer segments, and vertical opportunities within partner customer bases
Track, analyze, and report partner performance metrics to senior leadership
Coordinate with sales, marketing, product, customer success, and finance to resolve partner issues and escalations
Share market insights, partner feedback, and competitive intelligence to inform channel strategy, programs, and product direction
Report to the Director, Partnerships and Alliances, AMER

Requirements

What you’ll need

7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers
Proven track record of meeting or exceeding revenue quotas through partner-led and co-sell motions
Hands-on experience managing professional services partners, reseller or distributor relationships
Working knowledge of channel programs and mechanics, including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways
Familiarity with public sector and enterprise procurement, including contract vehicles and cloud marketplace transactions such as AWS Marketplace Private Offers
Strong executive presence and ability to build credibility and trust with partner leadership and sellers
Exceptional cross-functional collaboration skills
Strong analytical and business acumen
Proficiency in Salesforce.com CRM and Google Suite
Excellent planning, forecasting, and organizational skills
Strong presentation and communication skills
Consultative approach to solving partner business challenges
Bachelor's degree in Business, Marketing, Sales, or a related field (or equivalent professional experience)
Willingness and ability to travel regularly, approximately 25% of the time
Expected to be on-site at partner offices for QBRs, planning sessions, and sales team engagements, and attend customer, partner, and industry events across the Americas

Benefits

Comp & perks

Employer subsidized medical/vision and dental coverage 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)
Market competitive incentive opportunity