Channel Account Manager (Partner Sales, VAR Channel)

• 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
• 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

Benefits

• 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
• Life and disability insurance: Fully paid life and disability insurance coverage is provided from the day you start your job
• Wellness program: You’re happier when you’re healthier. So we reimburse a portion of employees’ monthly health club expenses
• Retirement savings: We match a percentage of your retirement savings contributions. Smarsh employer match invests immediately, so it’s yours from day one
• Giving back: Through our community partnership program, Full Circle, employees make a positive difference and receive paid time off for Full Circle activities so they can support the organizations that matter most to them
• Employee assistance program: We offer free and confidential assessments, short-term counseling, referrals and follow-up services to employees for personal or work-related issues to support their mental and emotional well-being
• Parental leave: We want to support our colleagues who are starting a family. Smarsh offers paid leave to help you welcome your new bundle(s) of joy into the world
• Sabbatical: The Smarsh sabbatical program provides a time to recharge, study or simply a time to do something you are passionate about away from the workplace. Employees are eligible after six years of service
• Getting here and home: Biking and taking public transit to work is not only cool but a smart and green thing to do. Smarsh proudly reimburses for monthly transit costs and biking expenses
• Recognition: We’re big on kudos for a job well done. Our employee recognition program enables co-workers to nominate their peers who best embody our core values for recognition
• 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
• Cellphones: To support our mobile and geographically dispersed workforce, we offer corporate cellular plan discounts with both AT&T and T-Mobile

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