Principal APJ Partner Manager - GSI Alliances

Job Description

Smartsheet is seeking a Principal APJ Partner Manager to drive revenue growth through Global System Integrator (GSI) partnerships across the APJ region. This role is based in Sydney and reports to the APJ Regional Partner Director.

Responsibilities:

• Recruit and onboard new GSI partners.
• Develop and execute joint business plans with key GSIs.
• Maintain strong relationships within assigned GSI partners.
• Identify and pursue new business opportunities through strategic GSI partnerships.
• Manage partner contracts and ensure compliance.
• Enable GSI partners on the Smartsheet platform.
• Coordinate joint sales and partner marketing initiatives.
• Work with Smartsheet direct sales teams to drive co-selling.
• Forecast and manage partner pipeline and sales activities.
• Track and report on partner performance.
• Manage a regional Market Development Funds (MDF) budget.
• Provide market insights and feedback.
• Resolve Partner issues and escalations.

Requirements:

• 8+ years of SaaS application software sales experience.
• 10+ years of partner management, business development, or sales, with a focus on GSI partnerships.
• Proven track record of driving revenue growth through GSI partner ecosystem.
• Deep understanding of the APJ GSI landscape and strong existing relationships.
• Expertise in navigating complex organizational structures.
• Strong understanding of cloud technologies and enterprise software solutions.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with Salesforce.com CRM and G Suite.

Smartsheet offers:

• Opportunity to work with new technologies.
• A fast-paced, dynamic environment.
• The ability to work independently and collaboratively.
• A culture that welcomes diverse perspectives.