Channel Account Manager - Nordic Region

Smartsheet is looking for a regional Channel Account Manager for the BENELUX & NORDICS region based in the UK - preferably in the London region (Hybrid). The primary focus will be to optimize, activate and recruit our BENELUX & NORDICS channel by managing and recruiting new solution partners. The channel account manager is a quota-carrying, revenue-producing role that is responsible for recruiting, onboarding and managing relationships with a defined portfolio of partners. The role is responsible for selective new partner recruitment against our ideal partner profile, engaging partners with the Smartsheet Aligned partner program,  and driving joint partner business planning. Channel Account Managers will also significantly collaborate with Smartsheet direct sales teams locally.      

Responsibilities:

• Recruit new partners aligned with our ideal partner profile. Current partner types include: Distributors, System Integrators, Solution Partners, VARs. 
• Manage partnerships in BENELUX & NORDICS and other countries in the EMEA region.
• Exceed revenue targets by developing and maintaining relationships with potential and existing channel partners.
• Ability to infect prospect partners with enthusiasm for an emerging software category - Collaborative Work Management. 
• Engage and manage Smartsheet partner programs and relationships in support of partnership objectives and sales opportunities  (e.g. direct sales, sales engineers, channel marketing).
• Manage a multi-quarter and annual planning process with key partners: Enablement, Co-Marketing, Sales pipeline. Channel pipeline, forecast reporting and track progress through the sales cycle. Host QBRs.  
• Drive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities.
• Provide ongoing sales coaching and sales enablement activities, and work with the partner organizations to ensure they complete any required partner training and certifications.
• Work with partners and other resources  (e.g. channel marketing manager) on developing and executing a partner marketing plan to drive demand in support of revenue targets.
• Manage the procurement process through and with partners.
• Secure ongoing partner preference and investment in supplier relationships and offerings; grow the supplier’s share of mind and share of wallet within the partner organization.

• Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship.
• Provide field and partner input and feedback to internal supplier functions (e.g. sales, product, marketing) on tools and programs. 
• Must be willing to travel (up to 50%)

Requirements:

• UK based (Hybrid)
• 3-5 years of sales experience in Enterprise Application software. SaaS experience preferred. Understanding of a services led partner model - where the core value proposition for partners is delivering their own professional services. Not license transactions.  
• 3 years + of channel experience and, ideally, an existing network of software focused partners in the BENELUX & NORDICS region. Understanding of a hybrid go to market model.     
• Demonstrated ability with partner recruitment and joint business planning. 
• Demonstrated ability to drive cross-functional teaming.
• Fluent in any of the following languages: Swedish/Danish/Finnish/Norwegian/Dutch and English (additional European languages are a plus)

Perks & Benefits:

• Employer-paid Private Medical and Dental, additional cost for family members
• Equity - Restricted Stock Units (RSUs) for eligible roles
• Lucrative Employee Stock Purchase Program (15% discount)
• 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 LinkedIn Learning 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, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. 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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Department

Partner Sales

Job Location

London, UK