Principal Channel Account Manager

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About the role

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is looking for a regional Principal Channel Account Manager for EMEA based in London. The primary focus will be to optimize, activate and recruit our French, Middle Eastern & Southern European channels by managing and recruiting new solution partners. The channel account manager is a quota-carrying, revenue-producing role that is responsible for recruiting, onboarding and managing relationships with a defined portfolio of partners. The role is responsible for selective new partner recruitment against our ideal partner profile, engaging partners with the Smartsheet Aligned partner program, and driving joint partner business planning. Channel Account Managers will also significantly collaborate with Smartsheet direct sales teams locally. This role is based at Smartsheet in London, UK (hybrid working cadence) and reports to our Sr, Director - Partner Sales. You Will: • Own the multi-quarter and annual planning process with key partners, spanning enablement, co-marketing, sales pipeline, channel pipeline and forecast reporting; host QBRs and direct the actions that follow from them • Drive monthly partner alignment sessions, review pipelines, conduct win/loss analysis and direct account penetration strategy to build new sales opportunities • Lead the development of Smartsheet's EMEA partner strategy, defining which partner types, markets and segments the region pursues next, rather than recruiting against an existing profile • Serve as the acknowledged authority on partner types across the region, including Service Partners, VARs, Referral Partners, Distributors, System Integrators and ISVs, and shape how that mix evolves as the region matures • Own the build out of a new partner segment or route to market for EMEA, taking it from concept through to a repeatable, revenue-generating motion • Manage and grow partnerships in France, MEA and Southern Europe with accountability for how the model scales into new markets • Exceed revenue targets by developing and maintaining relationships with potential and existing channel partners, and evangelise Collaborative Work Management as an emerging category to new partners • Set the enablement and co-marketing agenda that direct sales, sales engineers and channel marketing follow, rather than coordinating with them as equal stakeholders • Provide input into partner strategy that other CAMs and regions adopt, establishing formal cross-functional networks that coordinate partner activity across the business • Provide sales coaching and enablement, and hold partner organisations accountable for completing required training and certifications • Direct the partner marketing plan with partners and the partner marketing manager, setting the strategy that drives demand against revenue targets • Own the procurement relationship with our distributor, QBS in all relevant territories, including sign off on partner pricing, terms and deal structure • Perform other duties as assigned You Have: • 8 to 10 years of sales experience in Enterprise Application software. SaaS experience preferred. Understanding of a services led partner model, where the core value proposition for partners is delivering their own professional services. Not license transactions. • Demonstrated ability with partner recruitment and joint business planning. • Demo

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