Business Development Director, Smarsh
€80-100k
3 days a week in office
Cloud-based archiving and compliance solutions
Open for applications
Cloud-based archiving and compliance solutions
1001+ employees
Open for applications
€80-100k
3 days a week in office
1001+ employees
Company mission
To enable customers to take advantage of the latest communication and collaboration tools, while staying ahead of compliance risk.
Role
Who you are
- Bachelor's Degree or 10+ years' experience in Channel Sales in lieu of degree
- 5+ years' experience in Channel Sales, with experience launching new Channel Partners
- Experience working for a SaaS company
- Financial Services and/or highly regulated business understand/experience is a plus!
What the job involves
- A Senior Business Development Manager’s job is to educate and energize Smash’s Partners to help them grow and find success through our products and services
- Actively engage in partner recruiting, relationship development, opportunity development and ultimately driving revenue
- Build and evolve the partner strategy and program to reach new market segments and fuel our continued growth
- The Channel Sales team is hands-on, sales-oriented, driven and an organized executor to drive incremental revenue with Smarsh's Global Partners
- Responsibilities include recruiting, developing and managing partners and spanning technology alliances
- Channel sales maintains an excellent working relationship between the partners and the direct and channel sales teams and will be responsible for helping to maintain and evolve the partner programs and partnerships globally
- Team members must be cross-functional players who thrives in a fast-paced environment and a culture of collaboration, accountability, innovation and entrepreneurship
- Recruit new and strategic partners and work closely with sales teams within the channel partners toward mastering our products, practices, and procedures to be successful (training is an ongoing effort & requires nurturing)
- Educate partners about product portfolio and complimentary services offered (enhancements)
- Deliver customer presentations and attend sales meetings and partner conferences
- Work with partners to develop sale proposals, quotations, and pricings
- Management of deal registration, opportunity acceptance, rejection, and channel conflict
- Serve as the Subject Matter Expert (SME) for the partner (on customer meetings)
- Regularly meeting with counterparts in partner organization (includes mgmt. of sales teams)
- Monthly reporting and detailed briefing on sales KPI’s within channel partners
- Coordinate with partners to create and execute business plans to meet sales goals
- Account Mapping – Develop, execute and manage key account plans and ensure those plans reflect the priorities established in the business strategy
- Giving feedback to the marketing team on the success of sales events & promotions
- Lead in partner marketing activities such as tradeshows, campaigns and other promotional activities
- Weekly regular enablement engagements with identified key sales reps and teams
- Formal quarterly checkpoints with Partners to reset short- and long-term channel
Salary benchmarks
Our take
The emergence of new digital communication technologies provides businesses with a great opportunity for growth. But regulated businesses need to ensure they carry out communications monitoring, archiving, and compliance to stay on the right side of regulators. This can be difficult to do with new tech - to the extent that some businesses are hesitant to adopt it at all.
Of course, there’s a substantial appetite for ways to get around this obstacle and therefore reap the business benefits of modern comms. Smarsh provides just that, with its suite of archive, storage, and monitoring tools. In the two decades since its founding, the platform has netted over 6,500 clients including top worldwide banks, brokerage firms, insurers, registered investment advisors, and state and local government agencies in the US.
This puts Smarsh in a formidable position going forward. The issue the company addresses is only getting more acute as the volume of communications increases, more tech is brought to market, and the hybrid work model pushes more communications online. Smarsh’s extensive, top-tier global reach will help it field this growing market opportunity.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
May 2015
$28m
LATE VC
Sep 2007
$15.6m
LATE VC
Total funding: $43.6m
Company benefits
- 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
- Recognition: We're big on kudos for a job well done. Our employee recognition program enables co-workers to nominate their peers who best embody our core values for recognition
- Life and disability insurance: Fully paid life and disability insurance coverage is provided from the day you start your job
- Wellness program: You're happier when you're healthier. So we reimburse a portion of employees' monthly health club expenses
- Retirement savings: We match a percentage of your retirement savings contributions. Smarsh employer match invests immediately, so it's yours from day one
- Sabbatical: The Smarsh sabbatical program provides a time to recharge, study or simply a time to do something you are passionate about away from the workplace. Employees are eligible after six years of service
- Giving back: Through our community partnership program, Full Circle, employees make a positive difference and receive paid time off for Full Circle activities so they can support the organizations that matter most to them
- Employee assistance program: We offer free and confidential assessments, short-term counseling, referrals and follow-up services to employees for personal or work-related issues to support their mental and emotional well-being
- Cellphones: To support our mobile and geographically dispersed workforce, we offer corporate cellular plan discounts with both AT&T and T-Mobile
- Getting here and home: Biking and taking public transit to work is not only cool but a smart and green thing to do. Smarsh proudly reimburses for monthly transit costs and biking expenses
- Parental leave: We want to support our colleagues who are starting a family. Smarsh offers paid leave to help you welcome your new bundle(s) of joy into the world
Company values
- We lead with excellence
- We own the outcome
- We act as one Smarsh
Company HQ
Portland Downtown, Portland, OR
Articles
Leadership
Stephen Marsh
(Founder)Previously worked on capital market systems at Fidelity Investments, and then moved to a Senior Product Manager role at CCBN. They are also a board member at The Wild, Asset Compliance Inc., and ComplySci.
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