Channel Account Manager, Smarsh
$109-140k
Plus performance-based incentives
More information about location
Cloud-based archiving and compliance solutions
Be an early applicant
Cloud-based archiving and compliance solutions
1001+ employees
Be an early applicant
$109-140k
Plus performance-based incentives
More information about location
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
- The ideal candidate will have a strong background in sales, channel management, and experience working with key UC, CX and mobile platform providers and Value-Added Resellers (VARs)
- Bachelor’s degree in Business, Marketing, or related field
- Demonstrated success in selling to and through channel partners, with a track record of achieving sales targets in a partner sell-through model
- Proven experience in sales, with a focus on collaboration and/or mobile solutions including UC and CX platforms (MS Teams, Cisco/Webex, Zoom, Five9, 8x8, Genesys, RingCentral)
- Strong understanding of the collaboration technology industry and market dynamics
- Excellent communication, negotiation, and presentation skills
- Ability to work independently and as part of a team in a fast-paced, dynamic environment
What the job involves
- Smarsh is seeking an experienced Channel Account Manager to join our team
- In this role, you will be responsible for developing and executing channel partner strategies to drive revenue growth and expand our market presence
- Responsible for developing and executing sales strategies to achieve assigned revenue targets and grow market share for Smarsh solutions within the channel partner ecosystem
- Sales and relationship lead for specific partners, responsible for building and maintaining strong relationships and establishing regular meeting cadence, check-ins with key partner stakeholders
- Identify and recruit new partners to expand market reach, create new business opportunities and grow pipeline & revenue opportunities for Smarsh
- Work with partner teams to create and execute sales go-to-market plans designed to generate customer leads and increase awareness of Smarsh customer value within partner sales teams
- Provide regular Smarsh product updates and training for partner sales and engineering teams, enabling them to stay up to date regarding latest innovations and solutions they can market
- Collaborate with cross-functional teams, including pre-sales, partner success, engineering and support to ensure successful partner on-boarding implementation of Smarsh solutions
- Represent Smarsh at industry events, tradeshows, and partner meetings to promote our solutions, build relationships and generate revenue opportunities
- Stay informed about industry trends, competitive landscape, and emerging technologies to effectively position our solutions
- Provide regular updates and reports on sales activities, pipeline, and forecasts
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
-9% employee growth in 12 months
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 HQ
Portland Downtown, Portland, OR
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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