Channel Account Manager

Responsibilities

• Work with Mimecast partners to deliver new business acquisition for the Mimecast Human Risk Management platform.
• Prospecting and opportunity generation with partners working with customers with complex, multi-project, multi-year requirements, and folding in extended sales, solution engineering, marketing teams where required to create deep customer value through partners.
• Recruit and onboard new strategic partnerships - could be competitive, and/or consulting / service partners.
• Achieve and exceed new business and existing accounts KPI's, Pipeline, & Revenue targets on a monthly, quarterly & annual basis.
• Drive Upsell campaigns with partners to increase Mimecast and the partners wallet share within existing end-users. Sharp business acumen to identify gaps Articulate customer value proposition
• Drive positive customer experiences through partners, whilst achieving sales targets.
• Develop and proactively execute against a strategic Partner Plan in order to achieve targets.
• Drive cross functional team engagement to ensure both existing clients and prospective client account plans are executed to perfection.
• Lead executive level relationships with partner executives, and manage quarterly business reviews to measure partnership progress.
• Drive positive cross functional team engagement working with Sales, Marketing, and inside sales to maximise the territory's potential.
• Have a proactive hunter mentality focused on driving great engagements for customers, prospects, and partners in order drive pipeline and revenue for Mimecast.

Requirements

• Deep understanding of channel, and specifically what motivates partner execs, sales reps, and technical staff within them
• Experience working with large partners, or cyber-specialised partners.
• Experience working with Global Systems Integrators, such as DXC, Accenture, Deloitte Cyber, Wipro, etc. is ideal
• Track record of driving results from "one to many" pipeline generation campaigns with partners
• In-depth experience across IT or SaaS sales. Understand cyber pain points and customer buying processes and partner methodologies
• Proven achievement against sales KPIs, pipeline, and revenue targets, with experience in sales forecasting.
• Be a proactive, data driven, results-oriented person with a positive outlook that has the ability and desire to run the territory as their own business.
• Degree Level education (preferred but not required)
• The on-target earnings (OTE) range for this position is $200k−$300k (O

Additional Information

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow. We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals. Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact. Ready to push boundaries and accelerate your career? Let's make it happen. The role will suit a self-motivated, strong team player with a proven track record of success in generating new business. A good understanding of the cybersecurity technology stack as well as cloud computing will be beneficial. Successful candidates will thrive in a fast paced, agile sales environment that has proven to be effective in other regions. Whilst strong organisational and sales execution skills are important, this role is most suitable for candidates who have a strong desire to identify, engage and close opportunities with partners to drive new business growth. ANZ Channel Team Mission ... to foster a trusted, collaborative cybersecurity partnership network across Australia & NZ. By emphasizing open dialogue and shared objectives, we create value for our Customers, Partnerships and Mimecast.

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