Sr. Channel Account Manager (Voice Compliance & SaaS Solutions) at Smarsh

Johannesburg, Gauteng, South Africa

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Financial Services, Healthcare, TelecommunicationsIndustries

Requirements

7+ years of experience in channel sales or partner management within the SaaS, UC, compliance, or enterprise software space
Strong track record of exceeding revenue targets through partners in regulated or B2B enterprise environments
Familiarity with voice compliance, call recording, archiving, or cloud communications ecosystems
In-depth understanding of channel dynamics in Southern Africa, including telcos, ISPs, and MSPs
Strategic mindset combined with a hands-on approach; able to lead initiatives from planning to execution
Excellent communication, partner engagement, and negotiation skills
Experience working with Salesforce, PRM platforms, and CRM/reporting tools
Willingness to travel regionally (~20–30%)
Bonus: Experience working with vendors like Microsoft Teams, Zoom, Avaya, or Cisco, or partnerships with telco resellers

Responsibilities

Develop and execute strategic growth plans with regional SI, VAR, MSP, and telco partners to achieve partner-sourced revenue targets
Identify and activate new channel partners in target verticals (e.g., financial services, healthcare, telco) aligned to CallCabinet’s compliance recording portfolio
Lead partner onboarding and enablement with a focus on training partners to position voice compliance solutions, co-selling engagements, and marketing activation
Collaborate cross-functionally with sales, marketing, technical pre-sales, and support teams to ensure partner success across the full customer lifecycle
Drive partner pipeline growth through joint business planning, campaigns, and opportunity acceleration
Track KPIs, pipeline, and forecast partner-sourced revenue; deliver insightful QBRs and growth plans
Navigate channel conflict and complex deals involving multi-country or multi-partner dynamics
Serve as a trusted advisor and channel champion within CallCabinet, providing feedback to product and marketing teams on partner needs and trends

Skills

Key technologies and capabilities for this role

SaaSVoice ComplianceUnified CommunicationsChannel PartnershipsPartner EnablementConsultative SalesCo-sellingCompliance RecordingCloud ServicesDigital TransformationSI PartnersVARMSPTelco

Questions & Answers

Common questions about this position

What experience level is required for this Senior Channel Account Manager role?

The role requires 7+ years of experience in channel sales or partner management within the SaaS, UC, compliance, or enterprise software space.

What key skills are needed for this position?

Candidates need a strong track record of exceeding revenue targets through partners, familiarity with voice compliance and call recording ecosystems, in-depth understanding of channel dynamics in Southern Africa, and excellent communication skills.

Where is this role based or does it support remote work?

This information is not specified in the job description.

What is the salary or compensation for this position?

This information is not specified in the job description.

What makes a strong candidate for this Channel Account Manager role?

A strong candidate has a proven track record in SaaS and unified communications ecosystems, understands channel-led go-to-market strategies, and thrives in complex consultative sales environments involving compliance and digital transformation.

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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