[Hiring] Strategic Channel Account Manager @Mimecast

Role Description

As a Strategic Reseller Channel Account Manager at Mimecast, you'll help shape and execute our national partner strategy. You'll manage 1-3 strategic partners at a national level, own the performance of those relationships, and hold each partner accountable to agreed business plans.

• Focus on partner-generated pipeline, revenue growth, and long-term customer retention.
• Build executive relationships that deliver commercial outcomes.
• Develop structured plans and take accountability for partner performance.

What You'll Do

• Build, gain approval for, and execute a Channel Business Plan aligned to the broader business strategy.
• Develop business plans with key partners, agree targets and milestones, and manage performance through quarterly business reviews and executive engagement.
• Build executive-level relationships with partners and alliance organisations that lead to measurable business outcomes.
• Identify, onboard, and activate new partners through a partner recruitment strategy.
• Drive partner-generated pipeline and revenue across net-new and expansion opportunities, meeting and exceeding pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
• Work with alliance partners to develop joint go-to-market and co-sell motions.
• Collaborate with Sales, Marketing, Product, and Support to generate opportunities and align internal resources behind partner needs.
• Develop and execute partner enablement across sales and technical disciplines, helping partners go to market independently.
• Monitor and report on channel performance, providing insights and recommendations to leadership.
• Use your knowledge of cybersecurity trends, the threat landscape, and Mimecast's solutions to strengthen partner conversations, go-to-market positioning, and advocacy for our technology.

Qualifications

• Proven ability to independently manage channel, partner, or alliance relationships, taking full commercial accountability for partner performance and revenue outcomes.
• A track record of developing partner business plans, holding partners to clear KPIs and milestones, and delivering measurable revenue outcomes.
• Experience working across direct, indirect, and alliance sales models.
• Strong communication and influencing skills, with the ability to engage technical teams and executives and drive alignment without direct authority.
• Commercial understanding of revenue, margin, and ROI, and the ability to use it to create value for Mimecast and its partners.
• A structured, collaborative approach to planning and performance management, including constructive feedback and difficult conversations when results fall short.
• Practical problem-solving skills and the ability to navigate conflict while protecting partnerships and moving the business forward.
• Working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations.
• Fluency in the primary language of the region.
• SaaS or cybersecurity experience and additional language skills would be beneficial.

Requirements

• The on-target earnings (OTE) range for this position is £116,000-£174,000 (OTE) plus benefits.
• This range represents the minimum and maximum new hire compensation for this role.
• The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations.
• Final offers will reflect considerations such as qualifications, experience, and skills.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

• We’re proud to be an Equal Opportunity and Affirmative Action Employer.
• We particularly welcome applicants from traditionally underrepresented groups.
• We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
• An offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.