What will you do?

Renewal Ownership & Revenue Protection
Own the end-to-end renewal process for partner-managed recurring revenue (base ARR), ensuring high retention and predictable outcomes.

• Lead renewal orchestration and execution, including 120-day pre-renewal planning cycles
• Build and maintain accurate renewal forecasts and risk visibility
• Ensure on-time renewal completion and revenue protection
• Manage self-provisioning partner book of business
• Drive structured renewal governance and accountability across stakeholders

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Partner Health & Risk Management
Establish proactive partner health management to identify and mitigate churn risk.

• Define and operationalize partner health scoring frameworks
• Monitor adoption, usage, and value realization signals
• Identify early indicators of risk and execute mitigation strategies
• Lead QBR cadence and governance processes to maintain partner alignment

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Partner Engagement & Value Realization
Act as a trusted advisor to partners, ensuring they achieve measurable value from Smarsh solutions.

• Drive adoption strategies and success plans aligned to partner outcomes
• Support legacy agreement transitions and contract normalization
• Lead escalation management and coordinate internal resources to resolve issues
• Ensure consistent engagement across the partner lifecycle, particularly approaching renewal

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Cross-Functional Alignment
Operate as a central coordination point across Channel functions.

• Partner with Channel Account Managers on expansion signals, pricing alignment, and commercial strategy
• Collaborate with Partner Enablement Manager to ensure enablement readiness and product adoption
• Engage Channel Account Manager when expansion opportunities, pricing changes, or competitive risks arise
• Maintain clear role boundaries to support the broader channel operating model

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Role Scope & Boundaries

Owns:

• Renewal orchestration and forecasting (base ARR)
• Partner health, risk identification, and retention strategy
• Governance processes and QBR coordination
• Adoption and value realization

 

Does Not Own:

• Net new partner acquisition
• Expansion quota or pipeline generation
• Heavy commercial negotiation
• Partner onboarding or training delivery

This role is focused on revenue protection, not revenue creation.

What will you bring?

Retention & Operational Excellence

• Proven experience managing renewals, retention, and recurring revenue models
• Strong forecasting discipline with the ability to manage risk and ambiguity
• Structured operator with a process-driven mindset

Partner & Customer Success Leadership

• Experience working within partner channel ecosystems
• Ability to build trust and influence partner stakeholders at multiple levels
• Strong focus on value realization and adoption strategy

Cross-Functional Collaboration

• Experience working in matrixed environments across Sales, Operations, and Enablement
• Ability to navigate role boundaries and drive aligned execution
• Strong communication and stakeholder management skills

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Qualifications

• Experience in SaaS or recurring revenue environments
• Strong understanding of renewal processes, forecasting, and retention strategies
• Experience with CRM platforms (e.g., Salesforce) and data-driven decision making
• Analytical, structured, and execution-focused