This full-time position reports to the Sr. Director, Customer Value and can be located in our Bellevue, WA office, or you may work remotely from anywhere in the US where Smartsheet is a registered employer.
What You Will Own:
Value Strategy Execution --- Vertical Industries
Lead the team's execution of the Smartsheet Value Strategy process for priority verticals.
Define positioning scope, including target segments, industry-specific buyer roles, KPIs, and competitor sets.
Validate buyer value levers and map them to Smartsheet's capabilities to demonstrate differentiated, quantified benefits.
Build vertical Value Impact Models and define the problem Smartsheet owns within each industry.
Develop cross-functional Adoption Plans and validate position hypotheses through direct buyer sessions.
ICP & CAPDB for Vertical Segments:
Own ICP definition and target account prioritization for each priority vertical.
Ensure each vertical ICP specifies target industry, company profile, buyer role, KPIs, use case triggers, and compliance context.
Maintain a current CAPDB to provide Sales, SDRs, and ABM teams with precise industry-specific targeting inputs.
Update targeting strategies based on win/loss data, market sizing, and field feedback.
Vertical Market Intelligence:
Ensure the pod maintains a living, industry-grounded intelligence base for each vertical, including win/loss analysis tied to target segments, buyers, competitors, and solutions.
Develop and maintain industry-specific buyer journey maps and TAM/SAM sizing by vertical.
Analyze the competitive landscape against category-specific alternatives.
Execute ecosystem mapping of vertical events, associations, analyst communities, specialist partners, and adjacent vendors.
Vertical Value Impact Models:
Ensure each priority vertical is supported by a quantified Value Impact Model.
Capture productivity, risk reduction, cost savings, and compliance efficiency drivers meaningful to industry economic buyers.
Anchor C-suite conversations in recognizable industry terms such as clinical trial timeline compression or capital project governance.
Validate models with Customer Success and Professional Services by capturing before-and-after customer data.
Messaging & Position Testing --- Vertical Context:
Drive marketing adoption for each vertical value strategy.
Test position hypotheses through 1:1 sessions with industry buyers in target segments.
Conduct or commission competitive benchmarking studies specific to each vertical.
Produce messaging guides with copy blocks connecting industry-specific value statements to capabilities and customer proof points.
Integrate messaging into vertical campaign and launch planning.
Vertical Sales Play Development --- Full Suite:
Manage IC output to ensure each priority vertical has a complete, Highspot-ready sales play package, including industry pitch decks and Customer Outcome Journey (COJ) POVs.
Develop use case messaging guides and battle cards with discovery questions and talking points.
Create discovery slides, value-based proposal templates, and ROI calculators built from vertical Value Impact Models.
Oversee productized PS overlays and ensure all deliverables meet the Sales Ready quality bar.
Customer & Product Adoption:
Partner with Customer Success to validate vertical Value Impact Models through before-and-after customer stories.
Incorporate industry-specific benefits as KPIs within success plans and develop case studies using vertical messaging guides.
