Senior Partner Account Manager

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