Principal Partner Marketing Manager

Smartsheet empowers teams to manage work seamlessly and scale solutions smarter through connected human teams and AI agents. The Principal Partner Marketing Manager will lead and scale co-marketing programs with strategic technology and channel partners, owning partner marketing strategy, program design, budgets, and pipeline performance. The role will collaborate with Field Marketing, Partner Sales, Demand Generation, and Product Marketing to execute integrated programs across the buyer journey.

Responsibilities:

• 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
• Other duties as assigned

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