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Director, Apj Channel Sales, Sydney

Last update 2023-09-20
Expires 2023-07-22
ID #1844085472
Director, Apj Channel Sales, Sydney
Australia, New South Wales, Sydney,
Modified September 14, 2023


Smartsheet is looking for a Director of Asia Pacific Channel Sales for the Smartsheet Aligned Channel based in Sydney. This role will own the overall Channel go to market strategy for the Smartsheet Asia-Pacific and Japan region. The Regional Channel Director role is a quota-carrying, revenue-producing role that is responsible for a growing team of individuals that includes Channel Account Managers [CAMs] , and a strong dotted line guidance over: APJ Channel Marketing Manager, and APJ Partner Enablement Manager. This role will also entail recruiting, onboarding and managing relationships with a growing portfolio of partners that span partner types from: Referral partners, SI partners, Solution Providers, Distributors, and ISVs. With a commitment to investing in the APAC region to better serve new and existing customers in Australia, New Zealand, Japan and the greater Asia Pacific geography, Smartsheet opened up its third international office in Sydney in January 2020. This is an opportunity to be a part of Smartsheet at this exciting time, working with an outstanding team to build and expand the Smartsheet brand across an established market. This role is Sydney based and reports to the VP, Channel Sales & Partnerships. You Will: Lead and grow a team of CAMS to accomplish Regional Channel Metrics that include: Partner Collab booking goals, Partner Sourced Goals, and % of overall regional business through the channel. Asia Pacific regional territory management and skill at triaging the opportunity into Tiers 1,2, and 3 countries. Manage team to focus on the largest opportunities for optimal success. Develop and drive regional channel strategy for scaling an emerging software category and company. Proven ability to think 1-3 years out. Recruit new partners aligned with our ideal partner profile. Coach and guide team to develop and execute on partner business plans with focus partners in high priority countries. Manage and oversee 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. Ability to infect prospect partners with enthusiasm for an emerging software category - Collaborative Work Management with prospect 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) Collaborate with Channel Account Managers, Marketing teams and other resources (Channel Marketing Manager) on developing and executing a partner marketing plan to drive partner led demand in support of partner sourced targets Secure ongoing partner preference and investment in the Smartsheet relationship and offerings; grow our share of mind and share of wallet within the partner organization Manage partners’ compliance with channel program requirements and governance on channel policies to maintain the partner relationship Must be willing to travel throughout the Asia Pacific region and to the US. Travel up to 30% of the time. You Have: Demonstrated track record of thinking strategically about a pan Asia Pacific channel strategy - Partner Types, Programs, Coverage, Focus, and skill at planning for Scale. 7-10 years of sales experience in Enterprise Application software. SaaS experience preferred. Working knowledge of a services led partner model where the core value proposition for partners is delivering their own professional services. Not license transactions. 3 years of channel sales management experience - managing a team of CAM’s and others. An existing network of software focused partners in the AsiaPac region who may be Smartsheet partner candidates is ideal. Experience scaling growth across the complexities of the Asia Pacific region. Including understanding of the Japanese software market. Understanding of a hybrid [Channel Direct] go to market model. Experience with partner recruitment and joint business planning. Demonstrated ability to drive cross-functional teaming About Smartsheet: In 2005, Smartsheet was founded on the idea that teams and millions of people worldwide deserve a better way to deliver their very best work. Today, the company delivers a leading cloud-based platform for work execution, empowering organizations to plan, capture, track, automate, and report on work at scale, resulting in more efficient processes and better business outcomes. Smartsheet went public on the New York Stock Exchange in April 2018 and currently enables collaboration, better decision making, and accelerated innovation for over 76,000 domain-based customers in 190 countries, including 96 of the Fortune 100. Why Smartsheet? Getting From Idea to Impact At a time when organizational speed and execution are critical to gaining a competitive edge, modern work — especially at scale — is increasingly bogged down by legacy tools and legacy thinking.Smartsheet is designed to unleash the benefits of greater work agility and collaboration by providing a powerful platform for organizations to plan, capture, manage, automate, and report on work. Smartsheet empowers teams to execute with speed and accountability — and make better decisions, faster. Smartsheet is an Equal Opportunity Employer. Individuals seeking employment at Smartsheet are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category. Our Candidate Privacy Notice describes how Smartsheet may process your personal data, including the use of a third party provider for application submissions.

Job details:

Job type: Full time
Contract type: Permanent
Salary type: Per annum
Occupation: Director, apj channel sales
Min. Salary: 5.000

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