Channel Account Manager (Partner Sales, VAR Channel)

Join Smarsh, a leading provider of compliance and capture solutions. As a Channel Account Manager, you will drive growth across our Value-Added Reseller (VAR) ecosystem in the United States. You will be responsible for developing new distribution channels, accelerating partner-led revenue, and building a predictable, scalable pipeline. This role requires strong channel leadership, executive engagement, and the ability to align cross-functional teams to deliver exceptional partner and customer outcomes.

• 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.

• 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
• Comfortable presenting and demonstrating solutions in customer and partner settings
• Experience managing complex sales cycles, negotiations, and partner agreements
• Proven success in channel sales, partner management, or indirect sales models, preferably in SaaS, telecom, or compliance solutions
• Strong executive presence and communication skills, with the ability to influence at all levels and engage with C-Suite leaders
• Demonstrated ability to build and scale VAR partnerships and drive partner led revenue growth
• Ability to operate as both a strategic leader and hands-on contributor in a fast-paced environment
• Proficiency in Salesforce and pipeline management best practices