Principal Partner Marketing Manager

Role Overview

• Own the co-marketing strategy and execution roadmap for a portfolio of strategic technology and channel partners, ensuring alignment to Smartsheet's FY27 Field Marketing transformation priorities and demand generation framework.
• Design and govern integrated partner marketing programs across multiple channels including events, digital, content syndication, demand generation with clear pipeline and ROI objectives.
• Establish scalable operating models, playbooks, and execution frameworks for partner marketing that can be adopted across the function.
• Develop and manage the partner marketing events strategy, including third-party event sponsorships, partner-led field events, and co-branded virtual programs.
• Own partner-sourced and partner-influenced pipeline targets across assigned partner portfolio; build reporting cadences and dashboards to track performance.
• Apply independent judgment to evaluate and optimize program mix; make data-driven investment decisions and present recommendations to senior leadership.
• Develop and execute company policies and operational objectives for partner marketing that may have function-wide effect.
• Drive alignment between partner marketing activity and broader demand generation programs, ensuring integrated coverage through the buyer journey.
• Operate as the primary partner marketing manager for AMS to marketing leaders; navigate complex negotiations and preserve strategic partnerships while driving Smartsheet's agenda.
• Interact regularly with marketing management on matters spanning multiple functional areas; apply persuasion and subject matter expertise to align stakeholders on departmental outcomes.
• Collaborate closely with regional Field Marketing leaders, Demand Generation, PMM, and Partner Sales to develop joint go-to-market plans and integrated campaign strategies.
• Serve as an internal subject matter expert on partner marketing; recognized across the function for depth of knowledge and strategic counsel.
• Own and manage the AMS partner marketing budget for assigned programs; develop and modify cost plans with accountability for financial outcomes.

Requirements

• 10+ years of B2B marketing experience, with substantial tenure in partner, channel, alliance, or ecosystem marketing at a senior level.
• Demonstrated ability to design and lead complex, multi-channel co-marketing programs that deliver measurable pipeline impact at scale.
• Deep knowledge of the technology partner ecosystem — hands-on experience marketing with or through hyperscalers (Google, Microsoft, AWS) and/or AI/data platform partners strongly preferred.
• Strong strategic thinking and conceptual problem-solving skills; comfortable navigating ambiguous situations and developing solutions where there is no established playbook.
• Proven ability to persuade, influence, and build alignment across diverse stakeholders — including senior partner executives and internal leadership.
• Budget ownership experience with accountability for ROI; strong analytical skills and ability to connect program activity to revenue outcomes.
• Deep familiarity with demand generation, ABM, and field marketing principles; experience operating in close partnership with sales.
• Exceptional communication skills — able to distill complex programs into clear narratives for senior leadership audiences.
• Legally eligible to work in the U.S. on an ongoing basis.

Tech Stack

• AWS

Benefits

• Employer subsidized medical/vision and dental coverage for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental 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 counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)