Back to jobs

Partner Director - EMEA Region

London, UK

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 investing in the next phase of its partner organisation. Our go-to-market partner model prioritises strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organisation plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development.

We are looking for a seasoned partnership leader to own the EMEA partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organisations through strategic shifts; and carries a track record of delivering against sourced revenue targets. Critically, this leader must be ready to hit the ground running, inheriting an existing partner portfolio and team, and be comfortable driving transformation within an organisation.

This role is based at Smartsheet in London, UK (hybrid working cadence) and reports to our VP, Corporate Business & Development.

You Will

  • Own the EMEA partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability
  • Carry and deliver against partner-sourced revenue targets for the region
  • Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (hyperscalers, Databricks, Anthropic, Google), as well as Big 4 consulting firms with active practice areas relevant to Smartsheet
  • Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions, with particular focus on vertical landing-and-expand plays in sectors such as manufacturing, utilities, and life sciences
  • Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions
  • Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance
  • Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model
  • Evolve partner coverage to prioritise partners that drive strategic value, market access, and measurable business outcomes
  • Drive deal registration discipline and pipeline rigor across the EMEA partner portfolio
  • Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans
  • Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth
  • Identify and convert supplier or vendor relationships into referral and resell partnerships, expanding the addressable partner ecosystem beyond traditional SI channels
  • Support Smartsheet geographic expansion within EMEA by identifying local market opportunities and partner ecosystems (e.g. DACH, France) where localised partner coverage can unlock new growth
  • Perform other duties as assigned

You Have

  • 10+ years in partner/channel leadership roles within SaaS or enterprise technology; candidates with 15 years of highly relevant GSI/SI experience will be considered where track record is strong
  • Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue, with evidence of specific named-account wins or ARR growth milestones
  • Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets
  • Experience leading partner organisations through strategic transformation; you have shaped a partner portfolio, shifted a team orientation, or evolved a channel model around strategic outcomes, including taking a team from a volume/coverage model to a strategic/sourced-revenue model
  • Strong understanding of AI impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption
  • Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms
  • Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business
  • Experience with cloud marketplace transactions is strongly preferred
  • Track record of building and developing high-performing teams through periods of strategic change
  • Willingness to travel ~20% for partner and internal meetings
  • Proven ability to drive partner pipeline growth quickly upon joining; ability to show early-quarter impact and momentum within a new organisation
  • Experience operating across EMEA sub-regions (e.g. UK&I, DACH, Southern Europe, South Africa) with sensitivity to local partner dynamics and market conditions
  • Legally eligible to work in the UK on an ongoing basis

Preferred

  • Experience in collaborative work management, project portfolio management (PPM), or adjacent enterprise SaaS platform categories (e.g.BPM, low-code workflow)
  • Existing relationships within Big 4 consulting firms, top-tier SIs, or major technology alliance ecosystems; named relationships at Accenture, IBM, TechM, Wipro, Capgemini, NTT Data, DXC or Cognizant are a plus
  • MBA or equivalent strategic leadership experience
  • Familiarity with infrastructure, capital project, or industry-specific verticals (e.g. financial services, utilities, nuclear/energy, life sciences) where Smartsheet has established or emerging partner traction

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

Create a Job Alert

Interested in building your career at Smartsheet? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...

Before you submit your application, please read and acknowledge receipt of the Applicant Privacy Notice.

If yes, please include name(s) and the nature of the relationship(s). If no, please type no. 

Select...
Select...

Voluntary EEOC Demographics

At Smartsheet, we strive to build an inclusive environment that encourages, supports, and celebrates the diverse voices of our team members. Individuals seeking employment at Smartsheet are considered without regards to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category in the US, UK, and Australia.

Below is a set of voluntary demographic questions. If you choose to complete them, your responses will be used in aggregate to help us identify areas for improvement in our programs. Your responses, or your choice to not respond, will not be considered in the hiring process. Any information that you provide will be recorded and maintained confidentially.

For definitions of any of the following terms or to read more about your rights, please visit the EEOC website here. 

Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Smartsheet’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.