Partner Director - EMEA Region

Smartsheet

  • London
  • Permanent
  • Full-time
  • 1 month ago
For over 20 years, Smartsheet has helped people and teams achieve-well, anything. From seamless work management to smart, scalable solutions, we've always worked with flow. We're building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we're creating space- space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that's magic at work, and it's what we show up for everyday.As the Partner Director, you will lead the strategy, execution, and growth of our partner ecosystem within the EMEA region. You will work closely with key stakeholders to build relationships, develop and manage all our Go To Market (GTM) focused partnerships, and drive measurable outcomes for Smartsheet. This is a high-impact leadership role for someone passionate about scaling partner ecosystems, enhancing Smartsheet's market presence, and driving customer success and retention. This position will be responsible for the region's revenue attainment with and through partners.This role is based at Smartsheet in London, UK (hybrid or UK, remote eligible) and reports to our VP, Global Partnerships.You Will:The ideal candidate is a seasoned partnership executive with at least 15 years of experience in joint-marketing, partner ecosystem/channel, and co-sell motions. They have successfully executed joint go-to-market strategies, developed partner-to-partner (P2P) approaches, and leveraged marketplaces to drive business outcomes.This role requires a strategic leader who understands the evolving partner landscape and has experience executing horizontal and industry-specific campaigns. He or she will move seamlessly between managing individual partner performance through regular cadence; provide input into the strategic direction of the partner function, and develop a high performing team of partner managers. The candidate should also be a thought leader with experience speaking publicly to advocate for ecosystem-driven success.Key ResponsibilitiesPartner Strategy & Execution
  • Develop and execute a comprehensive partner strategy across all partner types including distributors, resellers, systems integrators, Managed Service Providers, and ISV's (Independent Service Vendors) in region
  • Identify and recruit partners to enable aggressive growth for commercial and enterprise customer segments
  • Ensure alignment of partner initiatives with overall business objectives, sales and services goals. Work cross-functionally to develop cohesive processes and positive shared outcomes
Business Development & Revenue Growth
  • Establish and nurture executive-level and practice-level relationships with key partners to drive collaboration and revenue impact
  • Own and achieve GTM partner revenue targets in region
  • Secure ongoing partner preference and investment in the Smartsheet relationship; grow our share of mind and share of wallet within the partner organisation
  • Collaborate with sales teams to co-sell and close opportunities with partners, and with customer success on driving high renewal rates with and through partners
Operational Excellence
  • Leverage strong organisational and execution skills to keep the team on track and drive measurable outcomes
  • Manage and oversee multi-quarter and annual planning process with key partners covering enablement, co-marketing, pipeline, forecast reporting and track progress
  • Report out on partner performance within Smartsheet providing insights and recommendations to optimise strategy and execution
  • Ensure a highly scalable partner approach, leveraging tools, processes, and best practices
Team Leadership
  • Build and develop a team of high performing Partner Managers to execute on partner business plans with focus partners
  • Be part of the regional executive leadership team, dotted line responsibility of the partner marketers in region
  • Manage MDF and discretionary budgets in region to optimize ROI on enablement and marketing efforts
  • Partner with internal teams including sales, marketing, customer success, and product to align efforts and ensure seamless execution
Thought Leadership & Influence
  • Represent Smartsheet as a public-facing thought leader, speaking with press, analysts, at industry events, conferences, and webinars to advocate for partner-driven success
  • Establish executive leadership externally with peers and relevant industry networks
  • Monitor market trends and competitor activity to identify new opportunities
You Have:
  • 15+ years of experience in channel sales, partner management, or business development within the SaaS or technology industry.
  • Proven success in building and scaling partner ecosystems in the EMEA region
  • Demonstrated ability to lead cross-functional initiatives and manage high-performing teams
  • Ability to develop and execute strategic plans (1-3 years out) while managing tactical priorities effectively
  • Excellent interpersonal and communication skills, with a track record of building trusted relationships with partners and internal stakeholders
  • Strong focus on achieving measurable outcomes, with experience managing and exceeding revenue targets
  • Solid understanding of SaaS and cloud-based technologies. Experience with Smartsheet or similar platforms is a plus
  • Deep understanding of a hybrid [Channel + Direct] go to market model
  • Bachelors (BA/BS) degree or MBA preferred
  • Willingness to travel as required (~20%) to meet with partners and attend events
  • Legally eligible to work in the UK on an ongoing basis.
Perks & Benefits:
  • Employer-paid Private Medical and Dental, additional cost for family members
  • Monthly contributions toward your pension
  • Monthly stipend to support your work and productivity
  • 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program
  • 20 weeks fully paid Maternity Leave
  • 12 weeks fully paid Paternity/Adoption 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 counselling membership, salary sacrifice options, and your own personal Smartsheet account.
  • Teleworking options from any registered location in the UK (role specific)
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, 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.If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.#LI-Remote

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