Senior Partner & Alliances Manager (Public Sector)

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.

We are looking for a Senior Partner & Alliances Manager for the U.S. Region based on the East Coast. 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
• Identify and recruit partners to enable aggressive growth for Public Sector
• Recruit large scale partners and/or Federal System Integrators
• 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  
• 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: East Coast, travel to Washington, D.C. area as needed
• Ability to travel 30% of the time. 

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.

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