Technology Alliances Leader

Smartsheet is looking for a business owner to lead our most valuable technology alliances. This is not a program-management seat. You'll run each alliance like a business, owning the strategy, the operating plan, and the number. You'll scale our flagship hyperscaler partnership, convert momentum with cloud and data partners, and stand up the next wave of alliances across the AI, productivity, and CRM ecosystem.

This role is based remotely and will report to the Director, GTM Partners. 

You Will

• Run each alliance as a business. Own 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. Define target segments, priority accounts, use cases, and repeatable plays, then lead Sales, Product, Marketing, and Professional Services to execute them in the field.
• Create net-new value. Find and build new co-sell programs, industry verticals, market segments, and platform-to-platform propositions, always biased toward sourced, originated revenue.
• Build executive sponsorship on both sides. Run joint business planning, QBRs, and the executive sponsor program, and orchestrate "party of three" plays that pair a technology partner with a GSI or consulting firm.
• Set the operating rhythm. Establish clear, data-driven KPIs and a predictable cadence. Hold partners accountable for results, not just intent, and hold Smartsheet's internal stakeholders to their commitments in return.
• Move a portfolio at three stages of maturity:
  • Elevate: scale our most established hyperscaler relationship into sourced revenue across new verticals and geographies.
  • Accelerate: turn momentum with cloud and data platform partners into a live, resourced joint GTM plan.
  • Incubate: establish the thesis, secure sponsorship, and land first plays with emerging AI, productivity, and CRM partners.

You Have

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