smarsh - Partner Success Manager

• Our tech stack includes Redis, Oracle, PostgreSQL, Kafka, Spring, Microservices, Docker, Kubernetes, AWS, Jenkins, Grafana, ELK, Maven, and GitHub • ## How will you contribute? • Renewal Ownership & Revenue ProtectionOwn 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 ManagementEstablish 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 RealizationAct 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 AlignmentOperate 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 • Renewal orchestration and forecasting (base ARR) • Partner health, risk identification, and retention strategy • Governance processes and QBR coordination • Adoption and value realization • 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. • 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 • 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