Technology Alliances Leader

Overview

Lead Smartsheet's most valuable technology alliances as a business owner, owning the strategy, operating plan, and joint revenue and sourced-pipeline targets across the hyperscaler, cloud and data, and AI, productivity, and CRM partner ecosystem.

What you'll do

• Run each alliance as a business, owning 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, defining target segments, priority accounts, use cases, and repeatable plays.
• Lead Sales, Product, Marketing, and Professional Services to execute joint plays in the field.
• Find and build new co-sell programs, industry verticals, market segments, and platform-to-platform propositions, biased toward sourced, originated revenue.
• Build executive sponsorship on both sides.
• Run joint business planning, QBRs, and the executive sponsor program.
• Orchestrate "party of three" plays that pair a technology partner with a GSI or consulting firm.
• Set the operating rhythm, establishing clear, data-driven KPIs and a predictable cadence.
• Hold partners accountable for results, and hold Smartsheet's internal stakeholders to their commitments.
• Scale the flagship hyperscaler partnership into sourced revenue across new verticals and geographies.
• Turn momentum with cloud and data platform partners into a live, resourced joint GTM plan.
• Establish the thesis, secure sponsorship, and land first plays with emerging AI, productivity, and CRM partners.

What you'll need

• 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).
• Fluency 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.

Nice to have

• Experience orchestrating "party of three" motions with a GSI or consulting firm.
• Background across the cloud, data, and AI ecosystem, credible with commercial and technical audiences.
• Experience in a profitability-minded or PE-backed environment with disciplined economics.

Details

• Location: Remote, USA.
• Reports to the Director, GTM Partners.
• US base salary range $135,000 to $172,500 USD, plus a market competitive incentive opportunity.
• Teleworking options from any registered location in the U.S.