Smarsh
Channel Partner Enablement Manager
TLDR
Drive partner capability at scale through structured enablement programs that enhance productivity and revenue impact, collaborating closely with Channel Account and Partner Success Managers.
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
The Partner Enablement Manager (PEM) is responsible for building partner capability at scale — ensuring partners are equipped to sell, position, and deliver Smarsh solutions effectively and consistently.
This role owns the design and execution of structured enablement programs, replacing ad hoc training with repeatable, measurable frameworks that drive partner productivity and revenue impact.
The PEM operates as a program builder and structured operator, working closely with Channel Account Managers (CAMs) and Partner Success Managers (PSMs) to ensure partners are fully enabled across each stage of the lifecycle. The role is focused on capability building — not direct revenue ownership or renewal execution.
How will you contribute?
Design and deliver structured onboarding programs that accelerate partner readiness and early productivity.
Build standardized onboarding journeys for new partners
Ensure partners are equipped with core sales, technical, and positioning knowledge
Partner with CAMs during recruitment and early activation phases
Establish clear onboarding milestones and success criteria
Role Scope and Boundaries
Ideal Experience Profile
What will you bring?
Partner Onboarding & Activation
Enablement Programs & Certification
- Create scalable enablement frameworks that drive consistent partner performance.
- Develop global training curriculum across Channel Sales / Pre-Sales and Partner Success roles
- Build and manage certification programs aligned to partner tiers and capabilities
- Launch and manage a centralized Partner Academy (LMS-driven where applicable)
- Ensure ongoing learning paths for new Products, Features, and GTM priorities
- Own the creation and distribution of high-quality enablement assets.
- Develop playbooks, sales narratives, demos, and competitive positioning materials
- Ensure partners have access to consistent, up-to-date enablement resources
- Partner with Product and Marketing to align content with GTM strategy
- Equip partners with tools, systems, and sales kits required for execution
- Build enablement programs that directly improve partner performance and revenue contribution.
- Design structured programs that increase partner pipeline generation and win rates
- Support launch readiness for new SKUs and solutions
- Align enablement programs to partner segmentation and tiering models
- Continuously refine programs based on performance data and feedback
- Establish a data-driven approach to enablement effectiveness.
- Track KPIs such as partner activation rate, certification completion, and productivity metrics
- Measure impact of enablement on pipeline and revenue contribution
- Identify gaps and continuously optimize programs for scale and efficiency
- Operate as the central enablement link across internal teams.
- Partner with CAMs to align enablement to growth priorities
- Support PSMs with targeted enablement where adoption gaps impact renewals
- Collaborate with Product, Marketing, and Operations to ensure alignment with GTM strategy
- Ensure consistency across regions while allowing for localized execution
Content & Tools Development
Program Design for Productivity & Growth
Measurement & Continuous Improvement
Cross-Functional Alignment
Owns:
- Partner onboarding frameworks and activation programs
- Training curricula, certification paths, and Partner Academy
- Enablement content, tools, and playbooks
- Launch readiness for new products and solutions
- Technical Product Training (Will work with SmarshU for Curriculum Content/Change Mgmt)
- Revenue quota or pipeline ownership
- Renewal forecasting or execution
- Commercial negotiation or pricing strategy
- Day-to-day account growth strategy
Does Not Own:
This role is focused on capability building — not revenue ownership or retention execution.
Program Builder & Structured Operator
- Proven experience building scalable enablement programs and frameworks
- Ability to create structure in ambiguous environments
- Strong operational discipline and attention to detail
- Experience working within Channel Partner ecosystems
- Deep understanding of onboarding, certification, and partner development
- Ability to translate product complexity into clear, actionable enablement
- Experience working across Sales, Product, Marketing, and Operations
- Strong stakeholder management and alignment capabilities
- Ability to balance global consistency with regional needs
Channel & Partner Enablement Expertise
Cross-Functional Influence
- 5–8+ years in Partner Enablement, Sales Enablement, or Channel Programs
- Experience in SaaS or recurring revenue environments
- Proven success designing and delivering training or certification programs
- Familiarity with LMS, PRM (e.g. Magentrix), and CRM platforms (e.g., Salesforce)
- Strong communication, content development, and program management skills
- Analytical, structured, and execution-focused
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.
Smarsh provides solutions that enable businesses to manage risk and harness insights from their digital communications. With a focus on regulated industries, we support over 6,500 organizations in monitoring compliance and identifying potential legal risks across more than 80 channels.
Partner Enablement Manager