Principal APJ Partner Manager - GSI Alliances

Smartsheet is empowering teams and organizations to achieve more through our leading Collaboration Work Management platform. We're rapidly expanding in the APJ region, with our Sydney office at the forefront of this growth. Join us and be a key player in building our brand and driving success across Australia, New Zealand, Japan, and the broader Asia Pacific.

Based in Sydney and reporting to the APJ Regional Partner Director, you will be the strategic driver of our Global System Integrator (GSI) business across APJ. This is a pivotal role focused on generating significant revenue growth through our GSI partner ecosystem. You'll develop and execute joint business plans, cultivate strong executive relationships, and ensure seamless alignment between Smartsheet's platform and our GSI partners' capabilities. Working closely with both local and US-based direct sales teams, you'll orchestrate cross-functional collaboration to maximize mutual success in this dynamic and diverse market.

Responsibilities:

• Recruit and onboard new GSI partners aligned with Smartsheet’s ideal partner profile.


• Strategically advise and collaborate with stakeholders on the ideal APJ Smartsheet GSI partner strategy.


• Develop and execute comprehensive joint business plans with key GSIs to drive significant revenue growth and market share.


• Leverage, build and maintain strong, executive-level relationships within assigned GSI partners.


• Identify and pursue new business opportunities through strategic GSI partnerships.


• Manage partner contracts and ensure compliance with program requirements.


• Enable GSI partners on the Smartsheet platform through training, certifications, and resources.


• Coordinate and manage joint sales and partner marketing initiatives.


• Work closely with Smartsheet direct sales teams to ensure alignment and drive co-selling opportunities.


• Accurately forecast and manage partner pipeline and sales activities.


• Track and report on partner performance, including revenue and key metrics.


• Manage a regional Market Development Funds (MDF) budget.


• Provide market insights and feedback to internal teams.


• 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 strong 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 within it.


• 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.


• Strategic thinker with a results-oriented mindset.


• Self-starter with the ability to thrive in a fast-paced, dynamic environment.


• Culturally sensitive and adaptable to the diverse APJ market.


• Ability to work independently and collaboratively.


• Ability to interact professionally with all senior level corporate management.


• Passion for working with new technologies.


• Preferred Bachelor's (BA/BS) degree or equivalent experience.


• Ability to travel ~25% within the APJ region.