Channel Account Manager, Partner Sales - VAR Channel

Summary

Smarsh is seeking a high-performing Senior Account Manager to drive growth across our Value-Added Reseller (VAR) ecosystem in the United States. This role sits within our Capture organization and plays a critical part in expanding the reach of Smarsh’s compliance and capture solutions through strategic partner engagement.

Reporting to the Director of Partner Sales – Americas, this individual will be responsible for developing new distribution channels, accelerating partner led revenue, and building a predictable, scalable pipeline. Success in this role requires strong channel leadership, executive engagement, and the ability to align cross-functional teams to deliver exceptional partner and customer outcomes.

How will you contribute?

• Own and exceed sales quota through VAR partners, driving both new customer acquisition and expansion within existing accounts.
• Develop and execute partner growth strategies to expand distribution and increase market penetration.
• Build and manage a predictable sales pipeline, ensuring accurate forecasting and consistent execution.
• Engage and influence partner sales teams, delivering training, enablement, and joint go-to-market execution.
• Drive deal lifecycle management, including deal registration, conflict resolution, and opportunity progression.
• Serve as a trusted advisor and subject matter expert, supporting partners on customer engagements and solution positioning.
• Lead account planning and mapping initiatives, aligning partner efforts to strategic priorities and high-value opportunities.
• Collaborate cross-functionally (Sales, Product, Operations, Finance) to ensure seamless post-sale execution and customer success.
• Negotiate and manage partner agreements, ensuring profitable and scalable commercial structures.
• Maintain CRM excellence (Salesforce) with accurate forecasting, pipeline hygiene, and communication tracking.
• Support financial accuracy, including partner invoice reconciliation and revenue alignment.
• Deliver product demonstrations and presentations, operating effectively in both sales and technical discussions.
• Build executive-level relationships within partner organizations to drive long-term strategic value.

What Success looks like...

• Consistent achievement (and overachievement) of quota through partner-led sales.
• Expansion of high-performing VAR relationships and onboarding of new strategic partners.
• Increased partner engagement, enablement, and joint selling effectiveness.
• Seamless collaboration across internal teams to deliver exceptional customer outcomes.

What will you bring?

• Proven success in channel sales, partner management, or indirect sales models, preferably in SaaS, telecom, or compliance solutions.
• Demonstrated ability to build and scale VAR partnerships and drive partner led revenue growth.
• Strong executive presence and communication skills, with the ability to influence at all levels and engage with C-Suite leaders.
• Experience managing complex sales cycles, negotiations, and partner agreements.
• Proficiency in Salesforce and pipeline management best practices.
• Ability to operate as both a strategic leader and hands-on contributor in a fast-paced environment.
• Comfortable presenting and demonstrating solutions in customer and partner settings.

What do we offer?

• Healthcare insurance: We provide medical, dental, and vision insurance, and a flexible spending account that allows you to set aside pre-tax dollars to pay for eligible out-of-pocket expenses.
• Stock options.
• Personal time off: A healthy work-life balance is critical to your success at the office. Smarsh offers a “take-what-you-need” time off policy as well as flexible work arrangements.
• 401K Match: Smarsh provides a 4% 401K match for which employees are fully vested on day one.
• Sabbatical: The Smarsh sabbatical programme provides a time to recharge, study or simply do something you are passionate about away from the workplace. Employees are eligible after six years of service.
• Recognition: We’re big on kudos for a job well done. Our employee-recognition programme enables co-workers to nominate their peers who best embody our core values for recognition.