Senior Channel Account Manager
New
S
SmartsheetEnterprise SaaS
Location: -REMOTE, USA-, Eastern or Central Time ZoneFull-TimeSenior
SalaryUS Base Salary Pay Range $115,000 — $140,000 USD; this role will be eligible for a market competitive incentive opportunity.
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Job Details
- Experience
- 7+ years of enterprise SaaS sales, channel, or partnerships experience, with at least 4+ years managing channel partners such as VARs, distributors, and resellers.
- Required Skills
- SalesforceGoogle Workspace
Requirements
- Have 7+ years of enterprise SaaS sales, channel, or partnerships experience.
- Have at least 4+ years managing channel partners such as VARs, distributors, and resellers.
- Demonstrate a track record of meeting or exceeding revenue quotas through partner-led and co-sell motions.
- Have hands-on experience managing professional services partners, reseller, or distributor relationships.
- Know channel programs and mechanics, including deal registration, partner quoting and pricing, rebates and incentives, MDF, and partner enablement pathways.
- Be familiar with public sector and enterprise procurement, contract vehicles, and cloud marketplace transactions.
- Be proficient in Salesforce.com CRM and Google Suite.
- Have a bachelor's degree in Business, Marketing, Sales, or a related field, or equivalent professional experience.
- Be willing and able to travel regularly, approximately 25% of the time.
Responsibilities
- Own relationships, strategy, and results for a named list of strategic channel partners.
- Develop and execute joint business plans with revenue targets, pipeline goals, activities, and quarterly milestones.
- Drive partner-sourced and partner-influenced bookings to quota and manage partner pipeline forecasts in Salesforce.
- Partner with account executives and partner sellers on named accounts, joint account planning, and deal strategy.
- Manage deal registration, partner quoting, pricing, and discounts.
- Coordinate partner contract vehicles, cloud marketplace transactions, and Private Offers with relevant internal teams.
- Build executive relationships and lead regular partner business reviews.
- Enable partner sales, pre-sales, and services teams through training, certifications, product launches, and sales plays.
- Plan joint marketing and demand generation programs and manage Market Development Funds.
- Track partner performance metrics and share market insights, feedback, and competitive intelligence with senior leadership.
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