Principal Channel Account Manager

Overview

In this role, you will lead the EMEA partner ecosystem to accelerate Smartsheet adoption through strategic partner recruiting, enablement and co-marketing. You’ll shape regional channel strategy, manage multi-quarter plans, and drive revenue with a focus on France, MEA and Southern Europe. You collaborate with direct sales and cross-functional teams to build scalable, partner-led motion that expands Smartsheet’s footprint. The opportunity centers on building a high-impact partner network and delivering growth in a rapidly evolving AI-enabled work management space.

Pay / Benefits

• Employer-paid Private Medical and Dental
• Monthly pension contributions
• Monthly productivity stipend
• 25 days holiday + bank holidays + time away
• Maternity and Paternity/Adoption leave paid
• Volunteer day program

Responsibilities

• Own multi-quarter and annual partner planning, enablement, co-marketing, pipeline and forecast reporting; run QBRs and follow-up actions
• Drive monthly partner alignment, pipeline reviews, win/loss analysis and account penetration strategy
• Develop Smartsheet’s EMEA partner strategy and market/segment focus
• Define partner types and market routes for EMEA; evolve partner mix as region matures
• Launch and scale a new partner segment/route to market from concept to repeatable revenue motion
• Grow and manage partnerships in France, MEA and Southern Europe and scale into new markets
• Achieve revenue targets by strengthening partner relationships and evangelising Collaborative Work Management
• Set enablement and co-marketing agendas for direct sales, SEs and channel marketing
• Contribute to cross-functional partner strategies and formal networks across the business
• Provide sales coaching, ensure partner training and certification compliance
• Direct the partner marketing plan with partners and partner marketing manager to meet revenue goals
• Own distributor relationship with QBS across territories, including pricing and deal terms
• Perform other duties as assigned

Key requirements

• 8 to 10 years of sales experience in Enterprise Application software
• SaaS experience preferred
• Understanding of a services-led partner model
• Proven ability in partner recruitment and joint business planning
• Ability to drive cross-functional collaboration
• Located in Greater London area, willing to commute to central London regularly
• Fluency in English required; French desirable
• Legally eligible to work in the UK on an ongoing basis

• cross-functional collaboration
• stakeholder management
• business coaching and enablement
• enterprise software sales
• SaaS sales
• partner recruitment

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