Channel Account Manager - SLED

Channel Account Manager - SLED

Smartsheet

Washington D.C.

Smartsheet is seeking change agents to join our team as a regional Channel Account Manager for the State, Local and Education (SLED) business based in the Washington, DC area. The primary focus will be to optimize our SLED sales by managing and recruiting our government focused 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, engaging the partner with the Smartsheet Aligned partner program, and driving joint partner business planning. The Channel Account Manager will also significantly collaborate with the Smartsheet State and Local Government & Education sales teams nationwide but report to the Public Sector Partner Manager based in Washington, DC. 

You Will:

• Recruit new partners that align with Smartsheet partner profile; Current partner types include: VARs, Referral Partners, Distributor and System Integrators
• Manage the government procurement process through and with partners, including our distributor (Carahsoft) and network of resellers and solution partners
• Meet revenue targets by developing and maintaining relationships with potential and existing channel partners
• Engage and manage Smartsheet partner program 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: Sales Pipeline, Enablement (Training & Certifications), Co-Marketing, Hosting QBRs
• Work with partners and other resources (e.g. partner marketing manager) on developing and executing a partner marketing plan to drive demand in support of revenue targets
• Review and advise partners on sales responses for RFIs/RFPs
• Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship

You Have:

• 5+ years of sales experience in Enterprise Application software; SaaS experience preferred  
• 3+ years of channel experience and, ideally, an existing network of SLED focused partners 
• Experience with SLED market, either within a software, distributor or system integrator company 
• Demonstrated ability with partner recruitment and joint business planning
• Demonstrated ability to drive cross-functional teaming
• Experience working with Carahsoft and SLED contract vehicles is preferred 

Perks & Benefits:

• HSA, 100% employer-paid premiums, or buy-up medical/vision and dental coverage options for full-time employees
• Equity- Restricted Stock Units (RSUs) for eligible roles
• Lucrative Employee Stock Purchase Program (15% discount)
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Incidental Sick Leave
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental 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 counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific) 

Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity and some roles may be eligible for a RSU stock grant upon accepted offer.. California and New York: $124,000 to $145,000 | All other US States: $115,000 to $135,000 on base

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 h