Business Development Director

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

A Business Development Director'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.

How will you contribute?

• 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

What will you bring?

• 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!

£125,000 - £160,000 a year The above salary range represents Smarsh's good faith and reasonable estimate of the range of possible base compensation at the time of posting. Any applicable bonus programs will be discussed during the recruiting process. The salary for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, location, specialty and training. Local cost of living assessments are done for each new hire at the time of offer.

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 Best Places to Work Awards. Come join us and find out what the best work of your career looks like.