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 fastest-growing 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 channel-led go-to-market, 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 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.
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.
- 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.
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 AI/ML 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.
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