Smartsheet is hiring a senior partner marketing leader to own and operationalize our global partner strategy — the connective tissue between our field marketing organization and the ecosystem of hyperscalers, LLM providers, data platforms, ISVs, system integrators, and management consultants we work with to drive enterprise growth.

This is a newly created, high-visibility role reporting directly to the VP of Global Field & Partner Marketing. You will set the strategic direction for how Smartsheet shows up in and through our partner ecosystem — owning co-sell motions with hyperscalers, joint pipeline programs with GSIs like PwC and Accenture, and AI-era GTM plays that position Smartsheet as the enterprise work management platform of choice.

This is a player-coach role. You will develop the global partner marketing strategy and then personally lead execution against it — partnering closely with regional field and partner marketing managers across AMS, EMEA, and APJ to localize and activate programs in market. You bring both the strategic vision to set direction and the hands-on drive to make it happen. This is not a program coordination role, nor a purely strategic one.

What You'll Own: 

Partner marketing strategy & programs

• Define and drive Smartsheet's global partner marketing strategy, aligned to FY27 pipeline and ARR targets across AMS, EMEA, and APJ — then own execution against it
• Build and manage the partner marketing calendar and roadmap, from co-sell activation and joint field plays to partner-led demand programs and executive engagement
• Develop co-marketing materials, joint solution briefs, and GTM field plays that translate partner relationships into pipeline — and personally activate them alongside regional partner marketers
• Build and maintain senior relationships with strategic partners, including hyperscalers, LLM providers, GSIs 

Regional field alignment & activation

• Serve as the strategic and executional partner to regional field marketing managers (AMS, EMEA, APJ) setting the global framework and then rolling up your sleeves to activate it in each geo alongside them
• Localize global partner programs for regional markets, working directly with field marketing teams to adapt messaging, assets, and plays to local partner dynamics
• Align closely with Sales, Partner, and Demand Generation on partner-sourced and partner-influenced pipeline goals
• Represent Partner Marketing in cross-functional planning cycles, including QBRs, ENGAGE, and field leadership planning

Operations & enablement

• In partnership with Product Marketing, develop partner enablement assets, co-branded content, joint solution briefs, and activation playbooks that scale across regions
• Track, report, and optimize partner marketing contribution to pipeline and revenue
• Manage partner marketing budget with rigor, including MDF optimization 

What You'll Bring:

• 8–12+ years of B2B marketing experience, with at least 4 years in partner, alliances, or channel marketing at an enterprise SaaS company
• A true player-coach: you have the strategic chops to set direction and build frameworks, and the executional drive to personally activate programs, write the brief, and get things done without a large team underneath you
• Deep familiarity with the hyperscaler ecosystem (AWS, Microsoft Azure, Google Cloud), including co-sell mechanics, CPPO/private offer programs, and marketplace GTM
• Experience marketing with or through GSIs, system integrators, or management consultancies understanding the longer-cycle, relationship-led nature of these partnerships
• Demonstrated ability to build joint GTM programs with technology partners (ISVs, platforms, AI providers) and translate them into field-ready plays you then help activate
• Strong executive presence and relationship-building skills: comfortable engaging C-suite stakeholders at partner organizations
• Exceptional cross-functional instincts: this role sits at the intersection of field marketing, sales, product marketing, and alliances, and requires high-trust collaboration across all of them
• Comfort operating with ambiguity: you can build structure where none exists and move from a blank page to an activated program
• Familiarity with AI-era GTM and how AI tools are reshaping enterprise buying and partner ecosystems

Nice To Have:

• Experience with work management, collaboration, or productivity platforms in an enterprise context
• Familiarity with Smartsheet's platform or comparable tools (Asana, Monday.com, Wrike)
• Experience building or running executive engagement programs (EBCs, labs, roundtables) as a marketing vehicle
• Background collaborating with demand generation functions. Familiarity with ABM, intent data, and pipeline attribution models

Smartsheet is seeking a Principal Partner Marketing Manager to lead and scale co-marketing programs across our ecosystem of strategic technology and channel partners. This role influences and executes partner marketing strategy, program design, and budget. You will own the end-to-end marketing relationship with a portfolio of high-priority partners — designing and executing programs that accelerate pipeline at every stage of the buyer journey. You will operate as a trusted advisor and key connector between Field Marketing, Partner Sales, Demand Gen, and Product Marketing

This role reports to the Director, Partner Marketing and can be based in our Bellevue, WA office or remotely from anywhere in the US where Smartsheet is a registered employer.

You Will:

• Partner Marketing Strategy & Program Design
• Own the co-marketing strategy and execution roadmap for a portfolio of strategic technology and channel partners, ensuring alignment to Smartsheet's FY27 Field Marketing transformation priorities and demand generation framework.
• Design and govern integrated partner marketing programs across multiple channels including events, digital, content syndication, demand generation with clear pipeline and ROI objectives.
• Establish scalable operating models, playbooks, and execution frameworks for partner marketing that can be adopted across the function.
• Develop and manage the partner marketing events strategy, including third-party event sponsorships, partner-led field events, and co-branded virtual programs.
• Pipeline Accountability & Performance Management
• Own partner-sourced and partner-influenced pipeline targets across assigned partner portfolio; build reporting cadences and dashboards to track performance.
• Apply independent judgment to evaluate and optimize program mix; make data-driven investment decisions and present recommendations to senior leadership.
• Develop and execute company policies and operational objectives for partner marketing that may have function-wide effect.
• Drive alignment between partner marketing activity and broader demand generation programs, ensuring integrated coverage through the buyer journey.
• Stakeholder Management & Influence
• Operate as the primary partner marketing manager for AMS to marketing leaders; navigate complex negotiations and preserve strategic partnerships while driving Smartsheet's agenda.
• Interact regularly with marketing management on matters spanning multiple functional areas; apply persuasion and subject matter expertise to align stakeholders on departmental outcomes.
• Collaborate closely with regional Field Marketing leaders, Demand Generation, PMM, and Partner Sales to develop joint go-to-market plans and integrated campaign strategies.
• Serve as an internal subject matter expert on partner marketing; recognized across the function for depth of knowledge and strategic counsel.
• Team Leadership & Budget Ownership
• Own and manage the AMS partner marketing budget for assigned programs; develop and modify cost plans with accountability for financial outcomes.
• Other duties as assigned

You Have:

• 10+ years of B2B marketing experience, with substantial tenure in partner, channel, alliance, or ecosystem marketing at a senior level.
• Demonstrated ability to design and lead complex, multi-channel co-marketing programs that deliver measurable pipeline impact at scale.
• Deep knowledge of the technology partner ecosystem — hands-on experience marketing with or through hyperscalers (Google, Microsoft, AWS) and/or AI/data platform partners strongly preferred.
• Strong strategic thinking and conceptual problem-solving skills; comfortable navigating ambiguous situations and developing solutions where there is no established playbook.
• Proven ability to persuade, influence, and build alignment across diverse stakeholders — including senior partner executives and internal leadership.
• Budget ownership experience with accountability for ROI; strong analytical skills and ability to connect program activity to revenue outcomes.
• Deep familiarity with demand generation, ABM, and field marketing principles; experience operating in close partnership with sales.
• Exceptional communication skills — able to distill complex programs into clear narratives for senior leadership audiences.
• Legally eligible to work in the U.S. on an ongoing basis.