Smartsheet is a tech company with a human story to tell. Were here to empower teams to manage projects, automate workflows, and rapidly build new secure solutions, using simple no-code tools. Were revolutionaries so for us changing the way the world works is all in a days work.
Smartsheet is seeking a dynamic and driven Senior Partner Manager to lead our DACH & Eastern Europe (EE) partner ecosystem. As a Germany-based Senior Partner Manager, you will be pivotal in recruiting, optimising, and activating our DACH & EE partners. This quota-carrying role focuses on building and managing relationships with solution partners, distributors, VARs, system integrators and ISVs. You will drive new partner recruitment, engage partners with the Smartsheet Aligned partner program, and develop joint business plans to achieve revenue targets. Join us in shaping the future of work in the DACH & EE region.
This role is based at Smartsheet inMunich, Germany (hybrid, remote also eligible) and reports to a Director, EMEA Partner Sales.
Responsibilities
- Recruit new partners aligned with our ideal partner profile, including Distributors, System Integrators, Solution Partners, VARs, and ISVs.
- Manage partnerships across DACH and Eastern European countries within the EMEA region.
- Exceed revenue targets by developing and maintaining relationships with potential and existing partners.
- Engage and manage Smartsheet partner programs and relationships in support of partnership objectives and sales opportunities (e.g. direct sales, sales engineers, partner marketing)
- Manage multi-quarter and annual planning with key partners, including enablement, co-marketing, sales pipeline, forecast reporting, and QBRs.
- Drive monthly partner alignment sessions to review pipelines, conduct win/loss analysis, and develop account penetration strategies.
- Manage a regional Market Development Funds (MDF) budget.
- Collaborate with partners and other resources (e.g., partner and field marketing) to develop and execute partner marketing plans.
- Secure ongoing partner preference and investment in Smartsheet offerings, growing our share of mind and wallet within partner organisations.
- Provide field and partner input to internal functions (e.g., sales, customer success, services, product, marketing) on tools and programs.
- Perform other duties as assigned.
Requirements
- 7+ years of sales experience in Enterprise Application software, SaaS experience preferred, with an understanding of services-led partner models, GSIs, VARs, and Distributors.
- 7+ years of partner management experience, ideally with an existing network of software-focused partners in the DACH region and an understanding of hybrid go-to-market models.
- Self-starter with the ability to thrive in a fast-paced, dynamic environment.
- Deep understanding of the DACH Partner Ecosystem landscape and strong existing relationships within it.
- Demonstrated ability in partner recruitment and joint business planning.
- Expertise in navigating complex organizational structures.
- Strong understanding of cloud technologies and enterprise software solutions.
- Excellent communication, presentation, and negotiation skills.
- Experience with software programs for sales (Salesforce) and partners (Impartner) for MDF, Deal Reg, Partner Enablement pathways, partner operations, etc. , proficiency in the G-Suite
- Strategic thinker with a results-oriented mindset.
- Fluency in English & German is required. Additional European languages are desirable
- Legally eligible to work in Germany on an ongoing basis.
- Travel up to 35%.
Get to Know Us:
At Smartsheet, weve created a place where everyone is welcome people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. Youre encouraged to apply even if your experience doesnt precisely match our job descriptionif your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world worksjoin us!
Equal Opportunity Employer:
Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
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