[Hiring] Partner Success Manager @Smarsh

Role Description

The Partner Success Manager (PSM) is responsible for protecting and retaining recurring revenue across the partner channel ecosystem, ensuring high partner health, successful renewals, and long-term value realization. This role is primarily focused on renewals (90% partner renewals / 10% customer renewals in 2026) and acts as the quarterback of the renewal process, leading structured execution across the renewal lifecycle.

The PSM operates as a retention and adoption-focused partner to the business, working closely with Channel Account Managers (CAMs) and Partner Enablement Managers (PEMs) to ensure clarity of ownership and disciplined execution. The role is operationally rigorous and data-driven, with a strong emphasis on forecasting, governance, and risk mitigation.

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.
• 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.
• 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.
• 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.

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.

Qualifications

• 5-10 years in Customer Success, Partner Success, Account Management, or similar roles.
• 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.

Benefits

• R450 000 - R550 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.

Company Description

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.