Enterprise Sales Director, Utilities & Telco

Smartsheet

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. Smartsheet is investing in the next phase of its partner organisation. Our go-to-market partner model prioritises strategic partnerships that drive net-new pipeline, customer acquisition, and market expansion. The partner organisation plays a central role in bringing Smartsheet's AI platform capabilities to market, developing relationships across the AI ecosystem, and driving enterprise adoption through strategic co-sell and solution development. We are looking for a seasoned partnership leader to own the EMEA partner strategy and commercial outcomes. The right candidate brings deep experience building productive relationships with systems integrators, GSIs, and technology alliance partners; has led partner organisations through strategic shifts; and carries a track record of delivering against sourced revenue targets. Critically, this leader must be ready to hit the ground running, inheriting an existing partner portfolio and team, and be comfortable driving transformation within an organisation. This role is based at Smartsheet in London, UK (hybrid working cadence) and reports to our VP, Corporate Business & Development. You Will * Own the EMEA partner strategy end-to-end: portfolio design, partner selection, commercial execution, and revenue accountability * Carry and deliver against partner-sourced revenue targets for the region * Build and deepen executive relationships with strategic systems integrators, GSIs, and technology alliance partners (hyperscalers, Databricks, Anthropic, Google), as well as Big 4 consulting firms with active practice areas relevant to Smartsheet * Develop co-sell and co-market motions that generate genuine net-new pipeline and customer introductions, with particular focus on vertical landing-and-expand plays in sectors such as manufacturing, utilities, and life sciences * Drive adoption and penetration of Smartsheet's AI capabilities into the enterprise through strategic partner motions * Build and develop relationships with key partners across the AI ecosystem to extend Smartsheet's platform reach and market relevance * Lead, develop, and grow a team of Partner Account Managers aligned to a strategic, sourced-revenue-oriented model * Evolve partner coverage to prioritise partners that drive strategic value, market access, and measurable business outcomes * Drive deal registration discipline and pipeline rigor across the EMEA partner portfolio * Collaborate cross-functionally with Sales, Deal Desk, Partner Operations, and Partner Marketing to execute joint go-to-market plans * Represent Smartsheet externally as a thought leader and advocate for ecosystem-driven growth * Identify and convert supplier or vendor relationships into referral and resell partnerships, expanding the addressable partner ecosystem beyond traditional SI channels * Support Smartsheet geographic expansion within EMEA by identifying local market opportunities and partner ecosystems (e.g. DACH, France) where localised partner coverage can unlock new growth * Perform other duties as assigned You Have * 10+ years in partner/channel leadership roles within SaaS or enterprise technology; candidates with 15 years of highly relevant GSI/SI experience will be considered where track record is strong * Demonstrated success building and scaling GSI and SI partnerships that produce sourced revenue, with evidence of specific named-account wins or ARR growth milestones * Quota-carrying experience with a track record of meeting or exceeding partner-sourced revenue targets * Experience leading partner organisations through strategic transformation; you have shaped a partner portfolio, shifted a team orientation, or evolved a channel model around strategic outcomes, including taking a team from a volume/coverage model to a strategic/sourced-revenue model * Strong understanding of AI impact on enterprise software and partner ecosystems; you know how to position an AI platform through strategic partners and drive enterprise adoption * Strong executive presence and the ability to engage C-level and practice-level contacts at major consulting and technology firms * Deep understanding of hybrid direct + channel go-to-market models, including the economics and mechanics of partner-influenced vs. partner-sourced business * Experience with cloud marketplace transactions is strongly preferred * Track record of building and developing high-performing teams through periods of strategic change * Willingness to travel ~20% for partner and internal meetings * Proven ability to drive partner pipeline growth quickly upon joining; ability to show early-quarter impact and momentum within a new organisation * Experience operating across EMEA sub-regions (e.g. UK&I, DACH, Southern Europe, South Africa) with sensitivity to local partner dynamics and market conditions * Legally eligible to work in the UK on an ongoing basis Preferred * Experience in collaborative work management, project portfolio management (PPM), or adjacent enterprise SaaS platform categories (e.g.BPM, low-code workflow) * Existing relationships within Big 4 consulting firms, top-tier SIs, or major technology alliance ecosystems; named relationships at Accenture, IBM, TechM, Wipro, Capgemini, NTT Data, DXC or Cognizant are a plus * MBA or equivalent strategic leadership experience * Familiarity with infrastructure, capital project, or industry-specific verticals (e.g. financial services, utilities, nuclear/energy, life sciences) where Smartsheet has established or emerging partner traction Perks & Benefits: * Employer-paid Private Medical and Dental, additional cost for family members * Monthly contributions toward your pension * Monthly stipend to support your work and productivity * 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program * 20 weeks fully paid Maternity Leave * 12 weeks fully paid Paternity/Adoption 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 counselling membership, salary sacrifice options, and your own personal Smartsheet account. * Teleworking options from any registered location in the UK (role specific)   Get to Know Us: At 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. Equal Opportunity Employer: Smartsheet 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.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

Databricks

SLSQ427R12 Want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks. As an Enterprise Account Executive, you will come with an informed and compelling point of view on the Big Data, Advanced Analytics, and AI space which will guide your successful strategy and together with both our teams and partners, allow you to provide exceptional value to our customers within the Professional Services sector. Reporting to the Sales Director, you will be focused on the growth of professional service accounts.  The impact you will have: * You will provide the industry insight and business creativity required to design and develop unique use cases and solutions that differentiate Databricks within the PBS segment. * You will co-develop a business plan, with your team and ecosystem partners, that accelerates existing customer success, identifies and acquires new opportunity  and enables you to exceed quarterly/annual usage and booking goals * You will motivate a diverse team of big data and AI professionals to implement your business plan * You will lead your team, customers, and partners to identify impactful big data and AI use cases whilst proving their value on the Databricks Data Intelligence Platform * You will support the broader big data and AI transformation goals of your customers through a combination of strategic partnerships, well-scoped professional services, training, and targeted Executive engagement * You will build exceptional value with all engagements to guide successful negotiations to close What we look for: * Experience in direct sales of enterprise software platforms to large enterprises * Ownership of executive level relationships in your clients * Proven track record of developing new business * Extensive experience of working with large complex regulated organisations * Knowledge of the Data & AI space with technology sales experience * Longevity with previous employers * Quota over-achievement and significant growth when selling complex software and services to Enterprise accounts * Experience driving successful adoption of usage-based subscription services (SaaS) and co-selling with AWS, Azure and Google Cloud teams * Methods for co-developing business cases and gaining support from C-level Executives * Familiarity with sales methodologies and process (e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message) * Experience developing partnerships with "champions" and client teams to support execution of your territory plan * Experience developing a clear partner strategy and implement it to achieve success * Understanding of consumption-based, land and expand sales models advantageous * Understanding of how to identify important uses cases and buying centres to increase the impact of Databricks for clients About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ327R435 Want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks. As an Enterprise Account Executive, you will come with an informed and compelling point of view on the Big Data, Advanced Analytics, and AI space which will guide your successful strategy and together with both our teams and partners, allow you to provide exceptional value to our customers within the Insurance sector. Reporting to the Sales Director, you will be focused on the growth of one major  The impact you will have: * You will provide the industry insight and business creativity required to design and develop unique use cases and solutions that differentiate Databricks within the Financial services/Insurance segment. * You will co-develop a business plan, with your team and ecosystem partners, that accelerates existing customer success, identifies and acquires new opportunity  and enables you to exceed quarterly/annual usage and booking goals * You will motivate a diverse team of big data and AI professionals to implement your business plan * You will lead your team, customers, and partners to identify impactful big data and AI use cases whilst proving their value on the Databricks Data Intelligence Platform * You will support the broader big data and AI transformation goals of your customers through a combination of strategic partnerships, well-scoped professional services, training, and targeted Executive engagement * You will build exceptional value with all engagements to guide successful negotiations to close What we look for: * Experience in direct sales of enterprise software platforms to large financial/Insurance enterprises * Ownership of executive level relationships in your clients * Proven track record of developing new business * Extensive experience of working with large complex regulated organisations * Knowledge of the Data & AI space with technology sales experience * Longevity with previous employers * Quota over-achievement selling complex software and services to large enterprise accounts * Experience driving successful adoption of usage-based subscription services and co-selling with AWS, Azure and Google Cloud teams * Methods for co-developing business cases and gaining support from C-level Executives * Familiarity with sales methodologies and process (e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message) About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.