Partner Director - EMEA Region

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…