Channel Account Manager

United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Biotechnology, Software, Financial Services, ComplianceIndustries

Requirements

Candidates must possess a Bachelor's degree in Business, Marketing, or a related field. A proven track record of achieving sales targets in a partner sell-through model is essential, along with experience in sales and collaboration/mobile solutions including UC and CX platforms such as MS Teams, Cisco/Webex, Zoom, Five9, 8x8, Genesys, and RingCentral. A strong understanding of the collaboration technology industry and market dynamics, excellent communication, negotiation, and presentation skills, and the ability to work independently and as part of a team in a fast-paced environment are also required. Willingness to travel as needed is expected.

Responsibilities

The Channel Account Manager will develop and execute sales strategies to meet revenue targets and expand market share within the channel partner ecosystem. This role involves being the sales and relationship lead for specific partners, building strong relationships, and establishing regular communication with key stakeholders. Responsibilities include identifying and recruiting new partners, creating and executing sales go-to-market plans with partners to generate leads, and providing product updates and training to partner sales and engineering teams. The position also requires collaboration with cross-functional teams for partner onboarding and implementation, representing Smarsh at industry events, staying informed about industry trends, and providing regular sales activity reports.

Skills

Channel Management

Sales Strategy

Partner Relationship Management

Go-to-Market Planning

UC Platforms

CX Platforms

Mobile Platforms

Value-Added Resellers (VARs)

Pipeline Management

Revenue Growth

Smarsh

Archiving and compliance solutions provider

About Smarsh

Smarsh provides archiving and compliance solutions specifically designed for financial services, government agencies, and other regulated industries. Their main product is a cloud-based archive that allows organizations to securely store, search, and manage their communications data, including emails, text messages, and social media interactions. This system helps businesses meet complex security, data privacy, and regulatory requirements. Smarsh differentiates itself from competitors by offering a scalable Software-as-a-Service (SaaS) model that caters to both large enterprises and smaller organizations, ensuring that clients can adapt to evolving regulations. Their goal is to help organizations efficiently manage their communication data, identify risks, and maintain compliance, particularly through tools like Connected Capture for Microsoft Teams, which supports remote workforces.

Portland, OregonHeadquarters

2001Year Founded

$42.4MTotal Funding

BUYOUTCompany Stage

Enterprise Software, Cybersecurity, Financial ServicesIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Life Insurance

Disability Insurance

Unlimited Paid Time Off

Paid Vacation

Paid Sick Leave

Paid Holidays

Hybrid Work Options

Stock Options

401(k) Company Match

Employee Assistance Programme

Wellness Program

Adoption Assistance

Group Income Protection

Group Life Assurance

Maternity Leave

Paternity Leave

Workplace Pension Scheme

Monthly Wellness Allowance

Company Bonus

Risks

Integration with OpenAI's API may pose compliance and security challenges.

EU's AI Act requires significant adjustments to Smarsh's AI systems.

Expansion into Latin America may expose Smarsh to regional instability.

Differentiation

Smarsh offers cloud-native, context-aware archiving solutions for regulated industries.

The company integrates with popular tools like Microsoft Teams for seamless compliance.

Smarsh serves 9 of the top 10 banks, showcasing its industry trust.

Upsides

Smarsh's global expansion includes a new office in Costa Rica for enhanced support.

Integration with OpenAI's ChatGPT API enhances Smarsh's AI compliance capabilities.

Partnership with Verizon simplifies mobile compliance procurement for Verizon's clients.

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