The job, in the employer's words
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 business owner to lead our most valuable technology alliances. This is not a program-management seat. You'll run each alliance like a business, owning the strategy, the operating plan, and the number. You'll scale our flagship hyperscaler partnership, convert momentum with cloud and data partners, and stand up the next wave of alliances across the AI, productivity, and CRM ecosystem.
This role is based remotely and will report to the Director, GTM Partners.
You Will
- Run each alliance as a business. Own the strategy, operating plan, and joint revenue and sourced-pipeline targets, along with the KPIs beneath them. Report results plainly and drive to them.
- Manage the full 360 relationship as one coordinated motion: sell-with (co-sell, joint pursuits, deal registration, account mapping), sell-to (the partner as a Smartsheet customer), sell-through (Marketplace and private offers), and build-with (integrations, product collaboration, roadmap alignment).
- Build the "better together" thesis and joint GTM plan. Define target segments, priority accounts, use cases, and repeatable plays, then lead Sales, Product, Marketing, and Professional Services to execute them in the field.
- Create net-new value. Find and build new co-sell programs, industry verticals, market segments, and platform-to-platform propositions, always biased toward sourced, originated revenue.
- Build executive sponsorship on both sides. Run joint business planning, QBRs, and the executive sponsor program, and orchestrate "party of three" plays that pair a technology partner with a GSI or consulting firm.
- Set the operating rhythm. Establish clear, data-driven KPIs and a predictable cadence. Hold partners accountable for results, not just intent, and hold Smartsheet's internal stakeholders to their commitments in return.
- Move a portfolio at three stages of maturity:
- Elevate: scale our most established hyperscaler relationship into sourced revenue across new verticals and geographies.
- Accelerate: turn momentum with cloud and data platform partners into a live, resourced joint GTM plan.
- Incubate: establish the thesis, secure sponsorship, and land first plays with emerging AI, productivity, and CRM partners.
You Have
- 10-12+ years owning strategic technology alliances (hyperscaler, ISV, or platform), with direct accountability for joint revenue and pipeline, not solely program or operations metrics.
- Fluency in co-sell and Marketplace mechanics (deal registration, private offers, transactions) and in technical or product integration partnerships.
- A track record of turning "better together" value propositions into joint GTM plans that produced sourced revenue.
- Proven executive sponsorship, joint business planning, and QBR cadences that drive accountability.
- Cross-functional leadership without authority, aligning Sales, Product, Marketing, and Services around a shared plan.
- A business-owner mindset: data-driven, direct, and rigorous about the difference between revenue you source and revenue you merely influence.
- Credibility with both partner executives (a CRO's office) and product leaders, plus a plain-speak style that leads with the bottom line.
- Experience orchestrating "party of three" motions with a GSI or consulting firm. (preferred)
- Background across the cloud, data, and AI ecosystem, credible with commercial and technical audiences.(preferred)
- Experience in a profitability-minded or PE-backed environment with disciplined economics.(preferred)
Current US Perks & Benefits:
- 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)
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
Get to Know Us:
At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together.
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, India, and Singapore. 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.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
#LI-Remote
Benefits mentioned
- 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)
- Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.
- US Base Salary Pay Range
- $135,000—$172,500 USD
Requirements mentioned
- 10-12+ years owning strategic technology alliances (hyperscaler, ISV, or platform), with direct accountability for joint revenue and pipeline, not solely program or operations metrics.
- Fluency in co-sell and Marketplace mechanics (deal registration, private offers, transactions) and in technical or product integration partnerships.
- A track record of turning "better together" value propositions into joint GTM plans that produced sourced revenue.
- Proven executive sponsorship, joint business planning, and QBR cadences that drive accountability.
- Cross-functional leadership without authority, aligning Sales, Product, Marketing, and Services around a shared plan.
- A business-owner mindset: data-driven, direct, and rigorous about the difference between revenue you source and revenue you merely influence.
- Credibility with both partner executives (a CRO's office) and product leaders, plus a plain-speak style that leads with the bottom line.
- Experience orchestrating "party of three" motions with a GSI or consulting firm. (preferred)
- Background across the cloud, data, and AI ecosystem, credible with commercial and technical audiences.(preferred)
- Experience in a profitability-minded or PE-backed environment with disciplined economics.(preferred)
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