Reseller Channel Account Manager - Territory (Northeast)

Responsibilities

• Opportunity Development : Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
• Client Relations : Build and manage relationships with partners, including executive engagement with top-tier accounts.
• Pipeline Management : Own and grow the partner ecosystem pipeline across a segmented portfolio.
• Goal Achievement : Deliver against ARR targets, renewal rates, KPIs, and partner performance goals.
• Forecasting : Monitor channel activity and provide performance insights and reporting to leadership.
• Channel Engagement : Recruit, onboard, and activate new partners while scaling engagement across the broader portfolio.
• Market Awareness : Stay ahead of cybersecurity trends and translate insights into partner strategies and positioning.
• Feedback Contribution : Collaborate cross-functionally to align sales, marketing, and partner initiatives.

Requirements

• Experience : Expertise managing a portfolio of channel partners with full commercial accountability.
• Consultative Selling : Ability to influence and communicate effectively across all levels, including C-suite.
• Knowledge : Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
• Channel Sales Experience : Proven success executing partner business plans and driving measurable revenue outcomes.
• Technical Proficiency : Comfortable using sales and reporting tools to manage pipeline and partner performance.
• IT Procurement Insight: Understanding of revenue drivers, ROI, and corporate buying processes.
• Travel Requirements: Willingness to travel for partner meetings, events, and engagement.
• Location : Ideally based within the assigned territory to support partner coverage and engagement (Northeast).
• #LI-DW1
• 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, and we'd encourage you to join us whatever your background. 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.
• If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
• Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
• It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

Additional Information

At Mimecast, our people are our greatest asset. We are driven by a shared commitment to excellence, a deep care for our customers, and a culture that celebrates winning together. Our teams bring high levels of self-motivation, take personal accountability for their actions, and instinctively find practical solutions to complex challenges. We take pride in delivering top-class customer service - because at Mimecast, we strive to win, and we celebrate our success together. We are looking for a results-driven Channel Account Manager to shape and execute Mimecast's reseller strategy across an assigned territory. In this role, you will manage a broad portfolio of regional and smaller resellers, owning the collective performance of your partner base through a structured, scalable approach that drives pipeline, revenue growth, and long-term customer retention.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at mimecast? Share your experience