Channel Account Manager, Strategic (Northeast)

Responsibilities

• Business Planning: Build, gain approval for, and execute a Channel Business Plan aligned to broader business strategy.
• Partner Accountability: Develop and manage business plans with key partners, holding them accountable to agreed targets and milestones.
• Opportunity Development: Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
• Executive Engagement: Build executive-level relationships with partners and alliances focused on measurable business outcomes.
• Goal Achievement: Achieve and exceed pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
• Partner Recruitment: Develop and execute a strategy to identify, onboard, and activate new partners.
• Enablement: Build and execute a partner enablement strategy across sales and technical disciplines.
• Forecasting: Monitor and report on channel activities, providing performance insights and recommendations to leadership.
• Market Awareness: Stay at the forefront of cybersecurity trends and translate insights into partner conversations and go-to-market positioning.
• Feedback Contribution: Collaborate with Sales, Marketing, and internal teams to facilitate opportunity generation and alignment.

Requirements

• Experience: Experience managing channel or alliance partnerships with full commercial accountability.
• Partner Business Plans: Proven track record of holding partners to business plans and delivering measurable revenue outcomes.
• Consultative Selling: Strong communicator able to influence and present at all levels, including C-suite.
• Knowledge: Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
• Strategic Planning: Ability to develop clear, structured plans and execute with discipline across direct, indirect, and alliance sales models.
• Technical Proficiency: Working knowledge of Mimecast's solutions and sales tools to support partners and manage performance.
• Commercial Acumen: Understanding of revenue drivers, ROI, and corporate buying processes.
• Travel Requirements: Willingness to travel for partner meetings, QBRs, and engagement activities.
• Location : Ideally based within the assigned territory to support partner coverage and engagement (Northeast).
• 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. A unique opportunity for a results-driven Channel professional to shape and execute Mimecast's national partner strategy. As a Strategic Channel Account Manager, you will manage 1-3 strategic partners at a national level, owning the performance of those relationships and driving partner-generated pipeline, revenue growth, and long-term customer retention.

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