Full-Time
Business Development Director
Posted on 11/18/2024
Smarsh
1,001-5,000 employees
Provides archiving and compliance solutions
Compensation Overview
£125k - £160kAnnually
Senior, Expert
London, UK
Hybrid position in London.
- 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!
- 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
Smarsh provides archiving and compliance solutions specifically designed for financial services, government agencies, and other regulated industries. Their main product is a cloud-native archive that allows organizations to securely store, search, and manage their communications data, including emails, text messages, and social media interactions. This system helps businesses meet complex security, data privacy, and regulatory requirements. Smarsh differentiates itself from competitors by offering a scalable Software-as-a-Service (SaaS) model that caters to both large enterprises and smaller organizations, ensuring that clients can adapt to evolving regulations. Their goal is to help organizations efficiently manage their communication data, identify risks, and maintain compliance, particularly through tools like Connected Capture for Microsoft Teams, which supports remote workforces.
Company Stage
M&A
Total Funding
$42.4M
Headquarters
Portland, Oregon
Founded
2001
6 month growth
↑ 10%1 year growth
↑ 11%2 year growth
↑ 1%
Simplify's Take
What believers are saying
- Smarsh's strategic partnerships, such as with SOCi and Verizon, enhance its market reach and product capabilities.
- The appointment of experienced leaders to the board and executive team positions Smarsh for robust governance and strategic growth.
- Integration with popular tools like Microsoft Teams and OpenAI's ChatGPT ensures Smarsh remains relevant and valuable in the evolving digital communication landscape.
What critics are saying
- The highly regulated nature of Smarsh's target industries means any compliance failures could have severe repercussions.
- Dependence on strategic partnerships, such as with Verizon and SOCi, could pose risks if these relationships falter.
What makes Smarsh unique
- Smarsh's focus on regulated industries like financial services and government sets it apart from competitors who target broader markets.
- Their integration with OpenAI's ChatGPT Enterprise Compliance API showcases a commitment to leveraging cutting-edge AI for compliance solutions.
- The partnership with Verizon's Bill-on-Behalf-of program simplifies procurement and deployment, making Smarsh's mobile capture solutions more accessible to Verizon's extensive customer base.
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