Partner Director - EMEA Region

London, UK

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it's what we show up for every day. Smartsheet is investing in the next phase of its partner organisation. Our go-to-market partner model prioritises strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organisation plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development.

We are looking for a seasoned partnership leader to own the EMEA partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organisations through strategic shifts; and carries a track record of delivering against sourced revenue targets. Critically, this leader must be ready to hit the ground running, inheriting an existing partner portfolio and team, and be comfortable driving transformation within an organisation.

This role is based at Smartsheet in London, UK (hybrid working cadence) and reports to our VP, Corporate Business & Development.

You Will

Own the EMEA partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability

Carry and deliver against partner-sourced revenue targets for the region

Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (hyperscalers, Databricks, Anthropic, Google), as well as Big 4 consulting firms with active practice areas relevant to Smartsheet

Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions, with particular focus on vertical landing-and-expand plays in sectors such as manufacturing, utilities, and life sciences

Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions

Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance

Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model

Evolve partner coverage to prioritise partners that drive strategic value, market access, and measurable business outcomes

Drive deal registration discipline and pipeline rigor across the EMEA partner portfolio

Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans

Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth

Identify and convert supplier or vendor relationships into referral and resell partnerships, expanding the addressable partner ecosystem beyond traditional SI channels

Support Smartsheet geographic expansion within EMEA by identifying local market opportunities and partner ecosystems (e.g. DACH, France) where localised partner coverage can unlock new growth

Perform other duties as assigned

You Have

10+ years in partner/channel leadership roles within SaaS or enterprise technology; candidates with 15 years of highly relevant GSI/SI experience will be considered where track record is strong

Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue, with evidence of specific named-account wins or ARR growth milestones

Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets

Experience leading partner organisations through strategic transformation; you have shaped a partner portfolio, shifted a team orientation, or evolved a channel model around strategic outcomes, including taking a team from a volume/coverage model to a strategic/sourced-revenue model

Strong understanding of AI impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption

Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms

Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business

Experience with cloud marketplace transactions is strongly preferred

Track record of building and developing high-performing teams through periods of strategic change

Willingness to travel ~20% for partner and internal meetings

Proven ability to drive partner pipeline growth quickly upon joining; ability to show early-quarter impact and momentum within a new organisation

Experience operating across EMEA sub-regions (e.g. UK&I, DACH, Southern Europe, South Africa) with sensitivity to local partner dynamics and market conditions

Legally eligible to work in the UK on an ongoing basis

Preferred

Experience in collaborative work management, project portfolio management (PPM), or adjacent enterprise SaaS platform categories (e.g.BPM, low-code workflow)

Existing relationships within Big 4 consulting firms, top-tier SIs, or major technology alliance ecosystems; named relationships at Accenture, IBM, TechM, Wipro, Capgemini, NTT Data, DXC or Cognizant are a plus

MBA or equivalent strategic leadership experience

Familiarity with infrastructure, capital project, or industry-specific verticals (e.g. financial services, utilities, nuclear/energy, life sciences) where Smartsheet has established or emerging partner traction

Perks & Benefits:

Employer-paid Private Medical and Dental, additional cost for family members

Monthly contributions toward your pension

Monthly stipend to support your work and productivity

25 days paid for Holiday + Bank Holidays + Flexible Time Away Program

20 weeks fully paid Maternity Leave

12 weeks fully paid Paternity/Adoption Leave

Personal paid Volunteer Day to support our community

Opportunities for professional growth and development including access to Udemy online courses

Company Funded Perks including a counselling membership, salary sacrifice options, and your own personal Smartsheet account.

Teleworking options from any registered location in the UK (role specific)

Get to Know Us:

At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You'll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you're doing work that stretches you, excites you, and connects you to something bigger, that's magic at work. Let's build what's next, together.

Equal Opportunity Employer:

Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

#LI-Remote