We are looking for a Senior Partner & Alliances Manager for the U.S. Region based in Washington, D.C. The primary focus will be to grow and run our partnerships within the Public Sector vertical and drive New Business efforts in collaboration with our partners. The Sr. PAM will collaborate with peers in Sales, Marketing, and Services to create a large-scale partner business both in the Federal and State and Local segments as well as manage our current federal partners.  

Reports to Director, Partnerships Americas based in Bellevue, WA. 

You will:

Create, develop & execute on business plans and Go-to-Market efforts with public sector partners Develop and manage your selected partnerships end-to end directly Educate, collaborate and motivate sellers to drive Smartsheet business with partners and exceed quotas Develop relationships with key stakeholders to support your partnerships Collaborate closely with Field Marketing in the plan and execution of partner marketing activities (i.e., thought leadership, partner enablement and demand generation) Manage MDF and discretionary budgets to accelerate your partnerships Engage and manage the Smartsheet partner recruitment programs for Public Sector in support of partnership objectives and sales opportunities   Secure ongoing partner preference and investment in Smartsheet relationships and offerings  Work with public sector resources to activate & drive New Business demand in support of revenue targets Establish clear goals and priorities; translate strategy into action plans; keep the business focused on the core drivers of profitable growth. Hold self and partners accountable for onboarding goals against a timeline.  Develop and run the partnership governance and rhythm of business with public sector customers and Aligned partners, report on progress including revenue achievements Work in deep collaboration with other partner manager peers and in specific the lead for state and local partnerships.  Interact with consideration and approachability; value respect, and welcome differences and others’ perspectives

 

You have:  

7+ years full cycle partner sales management. Bonus if experience is in the SaaS space  Public Sector vertical experience including Carahsoft (or the like) as a partner is a must Sales-oriented channel background Experience supporting all partner types; SIs, Disti, Service partners, MSPs, VARs, resellers Well-versed in contract vehicles and the government procurement process Strong presentation skills and executive level communication 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  Preference for candidates that have recruited new partners to sell and deliver services in support of a new, emerging SaaS application   Demonstrated ability managing partners and executing joint business planning Passion for working with new technologies and new technical concepts  Bachelor’s degree or the equivalent combination Location: Washington DC area required Ability to travel 25% of the time.