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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Number of Employees
501-1,000 employees
