Channel Account Manager, Partner Sales - VAR Channel

Smarsh

1d•$85,000 - $114,000•Remote

About The Position

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.

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.

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.