Director, Partner Marketing

Smartsheet is seeking a Director, Partner Marketing to lead and scale our global partner co-marketing programs. This is a high-impact role sitting at the intersection of Field Marketing, Channel, and Demand Generation — responsible for driving pipeline creation, progression, and acceleration through our ecosystem of technology and channel partners.

Reporting to the VP of Global Field Marketing, you will build the strategy and execution framework for partner-led marketing across the Americas, EMEA, and APJ, working closely with the Partner Sales, Demand Generation, and Product Marketing teams to ensure integrated, data-driven programs that measurably contribute to Smartsheet's revenue goals.

You Will:

Partner Marketing Strategy & Program Leadership

• Define and own the global partner marketing strategy, aligned to Smartsheet's FY27 Field Marketing transformation priorities and the VCP (pipeline Creation, Progression, Acceleration) demand generation framework.
• Develop and execute integrated co-marketing programs with priority technology and channel partners — including Google/Gemini, Microsoft/OpenAI, and Databricks ecosystems.
• Build scalable, repeatable partner marketing playbooks and execution checklists for third-party and co-branded events, demand programs, and digital campaigns.
• Establish and govern the partner events strategy within the broader FY27 global events calendar, ensuring investment decisions are tied directly to pipeline impact.

Pipeline & Demand Generation

• Drive partner-sourced and partner-influenced pipeline across all regions, with clear KPIs aligned to the VCP framework.
• Partner closely with the Demand Generation team (including Kristen Hogan's VCP framework) and PMM to ensure campaign alignment and consistent messaging through the partner channel.
• Leverage data and analytics to continuously measure, optimize, and report on program effectiveness, present performance to senior leadership.

Cross-Functional Collaboration & Stakeholder Influence

• Serve as the primary marketing liaison to the Partner Sales organization; build strong working relationships with partner account teams to co-develop joint business plans.
• Collaborate with regional Field Marketing leaders (Americas, EMEA, APJ) to localize and adapt partner programs for market needs.
• Work with Product Marketing to ensure partner-facing content and messaging reflect Smartsheet's platform narrative and key differentiators.
• Engage with and influence senior management, cross-functional peers, and key external partner stakeholders; negotiate joint go-to-market commitments.

Team Leadership & Budget Ownership

• Lead, develop, and grow a team of partner marketing professionals; provide coaching and direction within established company policies.
• Own the Partner Marketing budget (cost center 495), driving investment decisions that balance near-term pipeline impact with long-term brand equity.
• Participate with senior leadership to establish strategic plans and objectives; make final decisions on program implementation and ensure operational effectiveness.
• Contribute to development of organizational policies, processes, and best practices for partner marketing across Smartsheet's field marketing function.

You Have: 

• 15+ years of B2B marketing experience, with at least 5 years in a partner, channel, or alliance marketing leadership role.
• Proven track record of building and scaling partner co-marketing programs that deliver measurable pipeline impact at a global scale.
• Deep familiarity with technology ecosystems — experience marketing with or through hyperscalers (Google, Microsoft, AWS) and/or data/AI platform partners is strongly preferred.
• Demonstrated ability to translate business strategy into functional plans and lead cross-functional teams to execute; comfortable operating in ambiguity.
• Strong executive presence and influencing skills — you can negotiate complex priorities, align stakeholders with competing interests, and present confidently to senior leadership.
• Experience owning and managing multi-million dollar marketing budgets with accountability for ROI.
• Proficiency in marketing analytics and pipeline reporting; ability to connect marketing activity to revenue outcomes using CRM and marketing automation data.
• Experience working in or alongside demand generation and field marketing functions; familiarity with ABM, events, and digital demand programs.
• Track record of building and developing high-performing teams; strong people manager with experience across performance management and talent development.