Channel Account Manager, Partner Sales - VAR Channel

10 hours, 19 minutes ago
Full-time
Senior
Sales and Business Development
Smarsh

Smarsh

Smarsh provides cloud-based archiving and compliance solutions that help organizations in regulated and litigious industries manage the risks associated with their electronic communications across more than 80 channels.

IT Services
501-1000
Founded 2001
$44M raised

Description

  • Own and exceed sales quota through VAR partners, driving new customer acquisition and expansion within existing accounts.
  • Develop and execute partner growth strategies to expand distribution and market penetration.
  • Build and manage a predictable sales pipeline with accurate forecasting.
  • Train, enable, and support partner sales teams in joint go-to-market activities.
  • Manage deal registration, conflict resolution, and opportunity progression throughout the deal lifecycle.
  • Lead partner account planning and account-mapping initiatives for high-value opportunities.
  • Build executive relationships within partner organizations and support customer solution positioning.
  • Negotiate and manage partner agreements and scalable commercial structures.
  • Collaborate with Sales, Product, Operations, and Finance to support post-sale execution and customer success.
  • Maintain Salesforce data, reconcile partner invoices, and deliver product demonstrations and presentations.

Requirements

  • Proven experience 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.
  • Experience managing complex sales cycles, negotiations, and partner agreements.
  • Strong executive presence and communication skills, including the ability to engage C-suite leaders.
  • Proficiency with Salesforce and pipeline management best practices.
  • Ability to balance strategic leadership with hands-on execution in a fast-paced environment.
  • Comfort presenting and demonstrating solutions in customer and partner settings.

Benefits

  • Medical, dental, and vision insurance, plus a flexible spending account.
  • Take-what-you-need paid time off and flexible work arrangements.
  • 4% 401(k) match with full vesting from day one.
  • Sabbatical program available after six years of service.
  • Peer-recognition program.

Interested in this position?

Apply directly on the company website

Apply Now

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