Channel Account Manager, Partner Sales - VAR Channel

Smarsh is seeking a Channel Account Manager to grow its Value-Added Reseller ecosystem in the United States. The role expands distribution and partner-led revenue for Smarsh’s compliance and capture solutions through strategic partner engagement, pipeline development, and cross-functional collaboration.

Responsibilities:

• 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

Requirements:

• 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