Smarsh5d ago

USD 135000–145000/yr

Sr. Account Manager, Partner Sales (VAR Channel)

United StatesRemoteFull-Timesenior

SalesAccount Manager

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Quick Summary

Overview

Who are we? Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications.

Technical Tools

SalesAccount Manager

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.

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.

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.

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.

Location & Eligibility

Where is the job

United States

Remote within one country

Who can apply

Listing Details

Posted: April 29, 2026
First seen: April 29, 2026
Last seen: May 5, 2026

Posting Health

Days active: 5
Repost count: 0
Trust Level: 65%
Scored at: May 5, 2026

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Smarsh

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Smarsh is a leader in digital communications governance and archiving, offering solutions that help organizations manage compliance with regulations while harnessing insights from their communications data.

Employees

3k+

Founded

2001

Domain

smarsh.com

Jobs

View 38 jobs

View company profile

Salary

USD 135000–145000

per year