Channel Account Manager, Partner Sales - VAR Channel

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

Smarsh is seeking a high-performing Channel 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.
• 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.