Channel Account Manager - Reseller

Channel Account Manager - Reseller

About Mimecast

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.

Work Protected.

Overview

As a Channel Account Manager - Reseller at Mimecast, you'll manage a portfolio of reseller partners within your territory, turning joint business plans into partner-generated pipeline, revenue growth and long-term customer retention.

You'll take ownership of your portfolio's performance: building relationships that deliver commercial outcomes, helping partners go to market independently and keeping both sides accountable to agreed goals.

What You'll Do

- Build and execute a territory Channel Business Plan aligned to the broader channel strategy, with guidance from channel leadership.

- Develop business plans with assigned partners, agree targets and milestones, and lead quarterly business reviews to track progress and address gaps in performance.

- Build relationships with partner sales, marketing and operations teams that translate into measurable commercial outcomes.

- Identify, onboard and activate new partners in your territory in support of the Partner Recruitment strategy.

- Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving and exceeding pipeline targets, Partner Generated ARR goals, renewal rates and KPIs.

- Collaborate with Sales, Marketing and other internal teams to generate opportunities and align resources behind partner needs.

- Deliver sales and technical enablement with Mimecast's Enablement and Sales Engineering teams, helping partners build the confidence and knowledge to go to market independently.

- Monitor and report on channel activity, sharing performance insights with your manager and channel leadership.

- Stay current on cybersecurity trends, the threat landscape and industry developments, using that knowledge to help partners understand Mimecast's solutions and the wider cybersecurity opportunity.

What You'll Bring

- 2-4+ years’ experience managing a portfolio of channel partners with accountability for commercial results, taking ownership of partner business plans and execution with guidance from channel leadership.

- A track record of developing and executing partner business plans with clear KPIs and measurable revenue outcomes.

- Confidence working across direct and indirect sales models.

- The ability to build trust at multiple levels of a partner organisation, present clearly to different audiences and influence without direct authority.

- A structured approach to planning and performance management, including setting expectations, following through on commitments and having direct conversations when results fall short.

- Commercial understanding of revenue, margin and return on investment, and the ability to use it in partner conversations.

- A collaborative, practical approach to solving problems and resolving conflict while protecting partner relationships.

- The ability to build a working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations.

- SaaS or cybersecurity experience is beneficial.

The on-target earnings (OTE) range for this position is £88,000-£132,000 (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. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

#LI-HO1

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.

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.