Senior Partner Development Manager

Smartsheet is seeking a Senior Partner Development Manager to drive the Japan channel business based in Tokyo. The primary focus will be to optimize, activate and recruit our Japanese channel by managing and recruiting new solution partners.

The partner development manager is a quota-carrying, revenue-producing role that is responsible for recruiting, onboarding and managing relationships with a defined portfolio of partners. Your role will be responsible for selective new partner recruitment against our ideal partner profile, engaging partners with the Smartsheet Aligned partner program, driving joint partner business planning, and collaborating with Smartsheet direct sales teams locally. 

You will be reporting to the Director, APJ Channel Sales (located in Sydney) and based in Tokyo, Japan.

You Will: 

• Develop & execute strategic recommendations for partner segments [Ideal mix of: Solution Providers, Systems Integrators, Resellers] and structure [Single Tier, or Two Tier / Distributors]  to optimize Smartsheet potential in the region.  Ability to map a multi-year end user target segment goals to a partner segment recruitment strategy. 
• Current network of partners mapping to the above segments. 
• Recommend programs and entitlements required for success with the target partners.  Able to deliver a gap analysis on where we are at and where we need to be. 
• Management of a regional Market Development Funds budget
  Strategically advise and collaborate with key stakeholders on the ideal Japan channel strategy. Focus countries, 1 or 2 Tier models, partner quantities and types, unique program needs, and partner enablement requirements.   
• Recruit new partners aligned with our ideal partner profile. Current partner types include: VARs, Referral Partners, Distributors, System Integrators, and ISVs. 
• Manage the procurement process through and with partners. 
• Manage all current Japan partnerships. 
• Exceed revenue targets by developing and maintaining relationships with potential and existing channel partners.
• Engage and manage Smartsheet partner programs and relationships in support of partnership objectives and sales opportunities  (e.g. direct sales, sales engineers, channel marketing).
• Manage a multi-quarter and annual planning process with key partners: Enablement, Co-Marketing, Sales pipeline.  Channel pipeline, forecast reporting and track progress through the sales cycle. Host QBRs.  
• Drive monthly partner alignment sessions to review partners’ pipelines, conduct win/loss analysis, and develop account penetration strategies to identify and build new sales opportunities
• Provide ongoing sales coaching and sales enablement activities to front line partner sales reps and SEs on Smartsheet value selling.
• Work with the partner organizations to ensure they complete any required partner training and certifications
• Work with partners and other resources on developing and executing a partner marketing plan to drive demand in support of revenue targets
• Hold periodic meetings with the partners to review open opportunities, challenges and support needed to close partner opportunities.
• Review and advise partners on sales responses for RFIs/RFPs
• Secure ongoing partner preference and investment in supplier relationships and offerings
• Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship
• Provide field and partner input and feedback to internal teams (e.g. sales, product, marketing) on tools and programs 

You Have: 

• Minimum of 8+ years of channel and sales experience in Enterprise SaaS Application software. Understanding of a services led partner model, - where the core value proposition for partners is delivering their own professional services.  
• Communication skills: Native-level Japanese and intermediate to business-level English (verbal and written)
• Ability and proven experience thinking strategically about a Japan channel strategy - Partner Types, Programs, Coverage, Focus, and skill at planning for Scale.
• Understanding of a services led partner model, where the core value proposition for partners is delivering their own professional services. Not license transactions.
• Currently resides in Japan. Must be willing to travel.

Get to Know Us:

At Smartsheet, we’ve created a place where everyone is welcome — people from all over the world, all backgrounds, all ages, all colors, and all beliefs working side by side. Here, everyone can make a difference and empower others to do the same. You’re encouraged to apply even if your experience doesn’t precisely match our job description—if your career path has been nontraditional, that will set you apart. At Smartsheet, we empower everyone, everywhere to change the way the world works—join us

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity Employer committed to fostering an inclusive environment with the best employees. We provide employment opportunities without regard to any legally protected status in accordance with applicable laws in the US, UK, Australia, Japan, Costa Rica, and Germany. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.