Senior Account Manager (Value-Added Reseller - VAR) - Americas
Job Description
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Core Responsibilities
Smarsh is seeking a high-performing Senior Account Manager to drive growth across our Value-Added Reseller (VAR) ecosystem in the United States. This role sits within our Capture organization and plays a critical part in expanding the reach of Smarshâs compliance and capture solutions through strategic partner engagement.
Reporting to the Director of Partner Sales â Americas, this individual will be responsible for:
- Developing new distribution channels and accelerating partner-led revenue.
- Building a predictable, scalable pipeline through strategic partner engagement.
- Own and exceed sales quota through VAR partners, driving both new customer acquisition and expansion within existing accounts.
- Engaging and influencing partner sales teams, delivering training, enablement, and joint go-to-market execution.
- Driving deal lifecycle management, including deal registration, conflict resolution, and opportunity progression.
- Serving as a trusted advisor and subject matter expert, supporting partners on customer engagements and solution positioning.
- Leading account planning and mapping initiatives, aligning partner efforts to strategic priorities and high-value opportunities.
- Collaborating cross-functionally (Sales, Product, Operations, Finance) to ensure seamless post-sale execution and customer success.
- Negotiating and managing partner agreements, ensuring profitable and scalable commercial structures.
- Maintaining CRM excellence (Salesforce) with accurate forecasting, pipeline hygiene, and communication tracking.
- Supporting financial accuracy, including partner invoice reconciliation and revenue alignment.
- Delivering product demonstrations and presentations, operating effectively in both sales and technical discussions.
- Building executive-level relationships within partner organizations to drive long-term strategic value.
Key Success Metrics
- Consistent achievement (and overachievement) of sales quota through partner-led sales.
- Expansion of high-performing VAR relationships and onboarding of new strategic partners.
- Increased partner engagement, enablement, and joint selling effectiveness.
- Seamless collaboration across internal teams to deliver exceptional customer outcomes.
Qualifications and Requirements
- Proven success in channel sales, partner management, or indirect sales models, preferably in SaaS, telecom, or compliance solutions.
- Demonstrated ability to build and scale VAR partnerships and drive partner-led revenue growth.
- Strong executive presence and communication skills, with the ability to influence at all levels and engage with C-Suite leaders.
- Experience managing complex sales cycles, negotiations, and partner agreements.
- Proficiency in Salesforce and pipeline management best practices.
- Ability to operate as both a strategic leader and hands-on contributor in a fast-paced environment.
- Comfortable presenting and demonstrating solutions in customer and partner settings.
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Fors Marsh
View Company ProfileFors Marsh (formerly Fors Marsh Group) is a premier, certified B Corporation and mission-driven research, behavioral science, and strategy consulting powerhouse engineered to serve as a definitive public-interest infrastructure layer for federal agencies, public health institutions, and enterprise leaders. Moving far beyond traditional corporate marketing or speculative data consultancies, the company eliminates systemic inefficiencies in public communication, audience compliance, and workforce behavior metrics by deploying custom-built, scientifically grounded social science frameworks and data-collection systems. The organization unifies quantitative research pipelines, public education health campaigns, organizational performance metrics, and advanced instructional training simulations into a single high-impact operational flow. As a trusted prime contractor handling over a billion dollars in federal projects, Fors Marsh empowers critical institutions like the Department of Health and Human Services (HHS), the Internal Revenue Service (IRS), and the Department of Defense (DoD) to cross-reference large-scale behavioral telemetry, assess national policy impacts, and deploy targeted interactive microlearning systems with elite, audit-ready precision. Under the hood, its sophisticated technical coreâanchored by top-tier organizational psychologists, clinical data scientists, and policy researchersânatively orchestrates longitudinal national panel surveys, secure predictive health analytics, and specialized combat-medic instructional builds. What sets Fors Marsh apart is its uncompromising dedication to blending strict, peer-reviewed scientific methodology with actionable public impact; by bridging the gap between performance-intensive statistical modeling and clear, human-centric behavior transformation strategies, the company enables modern institutions to maximize public trust, eliminate communication bottlenecks, and drive measurable global societal improvement.
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