The Senior Account Manager, Partner Sales drives growth through VAR partners, focusing on new customer acquisition, partner engagement, and managing sales pipelines.
Who are we?
Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.
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.
How will you contribute?
- 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.
What will you bring?
- 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.
About our culture
Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.
Similar Jobs
Cloud • Fintech • Food • Information Technology • Software • Hospitality
The Director of Corporate Accounting oversees the corporate accounting function, ensuring accuracy and compliance with GAAP while managing a team and implementing automation and efficiency improvements.
Top Skills:
Ai Tools (ClaudeAlteryxChatgptFloqastGaapGemini)NetSuite
Artificial Intelligence • Big Data • Healthtech • Machine Learning • Analytics • Biotech • Generative AI
The Customer Service Representative will manage communication with partner labs, ensuring customer satisfaction through problem-solving, relationship building, and effective coordination across teams.
Top Skills:
General Office EquipmentSoftware
Fintech • Machine Learning • Payments • Software • Financial Services
Lead diverse technology projects, mentor developers, collaborate with product managers, and deliver cloud-based solutions to enhance financial empowerment.
Top Skills:
AWSDockerGoJavaKubernetesNode.jsNoSQLOpen Source RdbmsPythonScalaSQL
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
