Offer summary

Qualifications:

7+ years of experience in channel sales or partner management within SaaS, UC, compliance, or enterprise software., Proven 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., Strong communication, negotiation, and partner engagement skills..

Key responsibilities:

Develop and execute strategic growth plans with regional partners to achieve revenue targets.

Identify and activate new channel partners in target verticals aligned with the company's solutions.

Lead partner onboarding, enablement, and co-selling activities to ensure partner success.

Collaborate with internal teams to support partner pipeline growth and manage partner relationships.

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 fastestgrowing American companies since 2008.

Summary

We are seeking an experienced and motivated Senior Channel Account Manager to drive regional growth through strategic channel partnerships across South Africa and the broader SADC region. This role will focus on CallCabinet’s voice compliance and SaaS recording solutions, enabling partners to grow recurring revenue, expand their portfolios, and deliver measurable value to regulated and enterprise customers.

The ideal candidate has a proven track record in SaaS and unified communications (UC) ecosystems, understands the nuances of channelled gotomarket, and thrives in complex, consultative sales environments involving compliance, cloud services, and digital transformation.

How will you contribute?Develop and execute strategic growth plans with regional SI, VAR, MSP, and telco partners to achieve partnersourced 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, coselling engagements, and marketing activation.
Collaborate crossfunctionally with sales, marketing, technical presales, 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 partnersourced revenue; deliver insightful QBRs and growth plans.
Navigate channel conflict and complex deals involving multicountry or multipartner dynamics.
Serve as a trusted advisor and channel champion within CallCabinet, providing feedback to product and marketing teams on partner needs and trends.

What will you bring?
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.
Indepth understanding of channel dynamics in Southern Africa, including telcos, ISPs, and MSPs.
Strategic mindset combined with a handson approach; able to lead initiatives from planning to execution.
Excellent communication, partner engagement, and negotiation skills.
Experience working with Salesforce, PRM platforms, and CRMreporting tools.
Willingness to travel regionally (~20–30%).
Bonus: Experience working with vendors like Microsoft Teams, Zoom, Avaya, or Cisco, or partnerships with telco resellers.

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 AIML 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.