---
title: 'Channel Account Manager, Partner Sales - VAR Channel at Smarsh'
canonical: 'https://feeny.ai/job/channel-account-manager-partner-sales-var-channel-smarsh-united-states-t26cnryv8t1j'
type: 'job'
last_seen: '2026-10-14'
---

# Channel Account Manager, Partner Sales - VAR Channel at Smarsh

- **Company:** Smarsh
- **Location:** United States
- **Compensation:** $85k–$114k
- **Employment:** full-time
- **Work type:** remote
- **Posted:** 2026-09-30
- **Last confirmed live:** 2026-10-14
- **Apply:** https://jobs.lever.co/smarsh/fc41d165-bb1e-44f0-8a4d-228555447efe

## Job description

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.

Summary Smarsh is seeking a high-performing Channel 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.

What do we offer?

- Healthcare insurance: We provide medical, dental, and vision insurance, and a flexible spending account that allows you to set aside pre-tax dollars to pay for eligible out-of-pocket expenses.
- Personal time off: A healthy work-life balance is critical to your success at the office. Smarsh offers a “take-what-you-need” time off policy as well as flexible work arrangements.
- 401K Match: Smarsh provides a 4% 401K match for which employees are fully vested on day one.
- Sabbatical: The Smarsh sabbatical programme provides a time to recharge, study or simply do something you are passionate about away from the workplace. Employees are eligible after six years of service.
- Recognition: We’re big on kudos for a job well done. Our employee-recognition programme enables co-workers to nominate their peers who best embody our core values for recognition.

## 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.

## About Smarsh

## Company Overview
- **One-liner**: Smarsh is a global leader in communications data and intelligence, providing cloud-native, AI-powered archiving, capture, and supervision solutions to help regulated organizations manage compliance risk.
- **Entity Type**: Private (backed by K1 Investment Management)
- **Headquarters**: Portland, Oregon, United States
- **Founded**: 2002
- **Founders**: Stephen Marsh

## Core Business
- **Primary industry/industries**: RegTech (Regulatory Technology), Enterprise Compliance, Communications Archiving & Surveillance
- **Target customers**: B2B; primarily large financial institutions (top global banks, insurers, investment firms), government agencies, and other highly regulated enterprises.
- **Mission or purpose statement**: To help customers use the latest communication, AI, and collaboration tools while minimizing compliance risk, transforming required communications data into business intelligence.

## Products & Services
- **Communications Capture**: Captures data from over 80 communication channels including email, mobile, voice, video, chat, and AI tools.
- **Regulatory Archiving**: Provides secure, scalable archiving on-premise or in the cloud to meet SEC, FINRA, and global regulatory requirements.
- **Communications Surveillance**: AI-powered risk detection and review processes to uncover risks and act before they escalate.
- **eDiscovery**: Tools for searching and reviewing archived communications data for legal and regulatory discovery.
- **Call Recording and Analytics**: Captures and analyzes voice communications for compliance and insight.

## Market Standing
- **Valuation/Market Cap**: Not publicly available (private company).
- **Key Metric**: Total Funding of $258.6M across 5 rounds; Annual Revenue of $201.2M.
- **Notable Investors/Partners**: Parent company is K1 Investment Management. Serves over 6,500 customers, including top global banks.
- **Growth Signals**: Named a 2025 Gartner® Magic Quadrant™ Leader for Digital Communications Governance and Archiving Solutions. Employee headcount of 943 people, growing 6.0% year-over-year. Expanding AI and API capabilities.

## Competitive Advantages
- **First-mover in cloud and AI**: Has shaped the future of communications data intelligence for regulated industries since 2002.
- **Breadth of coverage**: Captures more than 80 communication channels, providing a comprehensive compliance solution.
- **AI-powered intelligence**: Transforms compliance data from a checkbox into a strategic advantage with risk detection and business insights.
- **Deep expertise**: Over 1,000 employees dedicated to customers, with leadership possessing deep experience in financial services, regulatory technology, and enterprise-scale AI.

## Strategic Focus
- **AI and Platform Expansion**: Evolving AI and expanding APIs to deliver smarter compliance and greater control over regulated communications data.
- **Agentic & Platform Development**: Actively hiring for roles in "Agentic & Platform" and "Python + AI Platform," indicating a focus on next-generation AI agents and platform capabilities.
- **Customer Growth**: Targeting enterprise accounts, including federal (DoW) and financial services sectors, with roles like "Enterprise Account Executive, Federal."

## Why Work Here
- **Culture**: Emphasizes collaboration, innovation, and a "One Smarsh" community. Inclusion is embedded in guiding principles with a commitment to equity and empowering every voice.
- **Remote/Hybrid/Office**: Offers flexible work arrangements to manage what matters most, both in and out of work. Has 11 locations globally with a workforce distributed across 14 countries.
- **Notable Perks**:
    - **Flexible PTO**: "Take-what-you-need" time off policy.
    - **Sabbatical**: A four-week sabbatical after six years of employment.
    - **Wellness Program**: Monthly reimbursement for fitness, mindfulness, and wellness expenses.
    - **Parental Leave**: Paid leave to welcome new family members.
    - **Retirement Savings**: Employer match that vests immediately from day one.
    - **Commuter Benefits**: Monthly reimbursement for transit, biking, or parking.
    - **Community Impact**: Paid time off to volunteer through the "Full Circle" program.
    - **Employee Assistance Program (EAP)**: Free and confidential support for personal or work-related challenges.
- **Career Growth**: "Scaled for career growth, stability you can count on." Opportunities to develop alongside global experts in AI, data science, and engineering.

## Sources
1. [smarsh.com - Careers](https://www.smarsh.com/careers/)
2. [smarsh.com - About Us](https://www.smarsh.com/about-us/)
3. [linkedin.com - Smarsh Company Page](https://linkedin.com/company/smarsh)
4. [jobs.lever.co - Smarsh Careers](https://jobs.lever.co/smarsh)
5. [smarsh.com - Leadership](https://www.smarsh.com/leadership/)

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