Director, Global Partner Operations

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Enterprise Software, Cloud ComputingIndustries

Requirements

Candidates should have a strong understanding of partner ecosystems, partner programs, partner support, deal structure, CRM & PRM systems, and ongoing operational processes. The role requires the ability to translate partner strategy into execution plans with clear milestones and success metrics. Experience in developing and maintaining partner-specific pricing and discounting models in Salesforce CPQ is necessary. The position also requires alignment of partner operations with U.S. public sector procurement and compliance requirements, including timelines, documentation, and processes for public sector buying cycles and regulations. The ability to effectively address escalations and proactively identify bottlenecks is crucial.

Responsibilities

The Director, Global Partner Operations will play a key role on the global partnerships team, working directly with the Partner leadership team to design, plan, execute, and maintain key partner operations initiatives. Responsibilities include conducting research and data analysis to support go-to-market and partnerships planning, providing insights to optimize partner strategy and resource allocation, and operationalizing scalable partner programs. The role involves building and maintaining processes for various partner motions, supporting the analysis and determination of sales goals for partner account managers and individual partners, and forecasting partner ecosystem revenue. Key duties also include owning and evolving the partner lead-to-cash process, leading partner operations planning for EOM and EOQ cycles, acting as a subject matter expert on partner deal structure, and coordinating cross-functionally on special handling for regulated partner transactions. Additionally, the role involves tracking partner compliance with program requirements, providing a comprehensive view of partner performance, defining and reporting on key operational performance indicators, maintaining dashboards and reporting cadences, and partnering with Field Systems and partner teams to ensure tools are integrated and intuitive.

Skills

Partner Operations

Global Partnerships

Go-to-Market Strategy

Data Analysis

CRM Systems

PRM Systems

Process Optimization

Partner Programs

Budgeting

Resource Allocation

Lead-to-Cash Processes

Smartsheet

Cloud-based work management and automation software

About Smartsheet

Smartsheet provides work management and automation solutions through its cloud-based platform, which helps businesses streamline operations, manage projects, and enhance collaboration. Users can create, share, and manage workflows that are customizable to fit their specific needs. The platform integrates with popular applications, making it a versatile tool for various industries, including technology, healthcare, finance, and education. Unlike many competitors, Smartsheet offers a subscription-based model with multiple pricing tiers, catering to both small businesses and large enterprises. The company aims to improve efficiency and productivity for its clients while providing extensive support and learning resources to help users maximize the platform's potential.

Bellevue, WashingtonHeadquarters

2005Year Founded

$121.2MTotal Funding

IPOCompany Stage

Enterprise Software, EducationIndustries

1,001-5,000Employees

Benefits

Health and wellness benefits - From sick days to mental health services, we support you. We provide company-sponsored comprehensive healthcare coverage and well-being benefit programs so you can take care of your whole self.

Time away - We want you to find time for what matters to you. We offer a variety of programs so you can recharge and reconnect, including paid time off for company holidays, vacation, volunteering, military leave, and parental bonding.

An investment in your future - We help you plan for the dreams you’re working toward. We offer every employee competitive pay, retirement contributions, stock awards, and an employee stock purchase program.

Perks and discounts - It's the details that make life easier. From discount programs and an allowance for work-related expenses, to medical concierge (U.S. only) and caregiver services, we help set you up for success both at work and outside of it.

An inclusive environment - We strive to foster a culture of belonging that is rooted in respect for all people. We believe that by celebrating diversity of voices and experiences, and by creating equitable opportunities for our team, customers, and communities, we enable people to do and be their best.

Continuous learning - We know that when you’re growing, so are we. That's why we provide opportunities to develop on the job through internal mobility, virtual learning, and a variety of development programs.

Risks

Competition from Atlassian could impact Smartsheet's market share.

The acquisition by Vista Equity Partners may disrupt current operations.

Challenges in AI integration with AWS could affect feature rollout and adoption.

Differentiation

Smartsheet offers a highly customizable platform for tailored workflow solutions.

The platform integrates seamlessly with popular apps, enhancing its versatility.

Smartsheet's AI capabilities, developed with AWS, position it as a market leader.

Upsides

Increased demand for remote work solutions boosts Smartsheet's growth potential.

The subscription model provides a steady revenue stream for continuous service improvement.

Recognition as a leader in the Gartner Magic Quadrant enhances Smartsheet's market credibility.

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