{"id":1708152,"url":"https://alion.io/job/smartsheet-technology-alliances-leader","title":"Technology Alliances Leader","company":{"id":1678,"name":"Smartsheet","domain":"smartsheet.com","url":"https://alion.io/company/smartsheet","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":80,"open_postings":22,"ghost_share":0,"stale_share":0.818,"repost_share":0,"time_to_fill_p50_days":57,"computed_at":"2026-10-24T06:02:35Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":135000,"max":172500,"currency":"USD","period":"year","gross":null,"usd_annual":172500},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Smartsheet","optional":false}],"status":"closed","first_seen_at":"2026-10-02T04:01:16Z","employer_posted_date":"2026-10-05","last_verified_at":"2026-10-21T17:11:51Z","board_verified":false,"closed_at":"2026-10-21T17:11:51Z","days_open":19,"trust":{"level":"not_scored","repost_count":null,"flags":[],"days_open":19},"description":"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.\nSmartsheet is looking for a business owner to lead our most valuable technology alliances. This is not a program-management seat. You'll run each alliance like a business, owning the strategy, the operating plan, and the number. You'll scale our flagship hyperscaler partnership, convert momentum with cloud and data partners, and stand up the next wave of alliances across the AI, productivity, and CRM ecosystem.\nThis role is based remotely and will report to the Director, GTM Partners. \nYou Will\nRun each alliance as a business. Own the strategy, operating plan, and joint revenue and sourced-pipeline targets, along with the KPIs beneath them. Report results plainly and drive to them.\n Manage the full 360 relationship as one coordinated motion: sell-with (co-sell, joint pursuits, deal registration, account mapping), sell-to (the partner as a Smartsheet customer), sell-through (Marketplace and private offers), and build-with (integrations, product collaboration, roadmap alignment).\nBuild the \"better together\" thesis and joint GTM plan. Define target segments, priority accounts, use cases, and repeatable plays, then lead Sales, Product, Marketing, and Professional Services to execute them in the field.\nCreate net-new value. Find and build new co-sell programs, industry verticals, market segments, and platform-to-platform propositions, always biased toward sourced, originated revenue.\nBuild executive sponsorship on both sides. Run joint business planning, QBRs, and the executive sponsor program, and orchestrate \"party of three\" plays that pair a technology partner with a GSI or consulting firm.\nSet the operating rhythm. Establish clear, data-driven KPIs and a predictable cadence. Hold partners accountable for results, not just intent, and hold Smartsheet's internal stakeholders to their commitments in return.\nMove a portfolio at three stages of maturity:Elevate: scale our most established hyperscaler relationship into sourced revenue across new verticals and geographies.\nAccelerate: turn momentum with cloud and data platform partners into a live, resourced joint GTM plan.\nIncubate: establish the thesis, secure sponsorship, and land first plays with emerging AI, productivity, and CRM partners.\n\nYou Have\n10-12+ years owning strategic technology alliances (hyperscaler, ISV, or platform), with direct accountability for joint revenue and pipeline, not solely program or operations metrics.\nFluency in co-sell and Marketplace mechanics (deal registration, private offers, transactions) and in technical or product integration partnerships.\nA track record of turning \"better together\" value propositions into joint GTM plans that produced sourced revenue.\nProven executive sponsorship, joint business planning, and QBR cadences that drive accountability.\nCross-functional leadership without authority, aligning Sales, Product, Marketing, and Services around a shared plan.\nA business-owner mindset: data-driven, direct, and rigorous about the difference between revenue you source and revenue you merely influence.\nCredibility with both partner executives (a CRO's office) and product leaders, plus a plain-speak style that leads with the bottom line.\nExperience orchestrating \"party of three\" motions with a GSI or consulting firm. (preferred)\nBackground across the cloud, data, and AI ecosystem, credible with commercial and technical audiences.(preferred)\nExperience in a profitability-minded or PE-backed environment with disciplined economics.(preferred)\nCurrent US Perks & Benefits:\nEmployer subsidized medical/vision and dental coverage for full-time employees\n401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)\nMonthly stipend to support your work and productivity\nFlexible Time Away Program, plus Sick Time Off\nUS employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans\nUS employees receive 12 paid holidays per year\nUp to 24 weeks of Parental Leave\nPersonal paid Volunteer Day to support our community\nOpportunities for professional growth and development including access to Udemy online courses\nCompany Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account\nTeleworking options from any registered location in the U.S. (role specific)\nSmartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity.\nUS Base Salary Pay Range\n$135,000—$172,500 USD\nGet to Know Us:\nAt 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.\nEqual Opportunity Employer:\nSmartsheet 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, India, and Singapore. 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. \nIf there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.","description_format":"text","description_chars":6493,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Life insurance","Parental leave"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Project & Work Management Software"],"lifecycle":[{"event":"open","at":"2026-10-02T15:52:52Z"},{"event":"close","at":"2026-10-21T17:11:51Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 33 · green card filings: 18","filings_12m":33,"filings_prev_12m":44,"green_card_filings_12m":18,"median_offered_wage_usd":163088,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":null,"pay":{"stated_usd_annual":172500,"is_top_pay":true},"html_url":"https://alion.io/job/smartsheet-technology-alliances-leader","json_url":"https://alion.io/job/smartsheet-technology-alliances-leader.json","meta":{"generated_at":"2026-10-24T16:30:51Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":23885,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-25T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1678},"rest":"https://alion.io/mcp/rest/get_company?id=1678"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fsmartsheet-technology-alliances-leader"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fsmartsheet-technology-alliances-leader"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fsmartsheet-technology-alliances-leader"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/smartsheet-technology-alliances-leader\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fsmartsheet-technology-alliances-leader"}]}