Channel Account Manager, Strategic (Northeast)

Mimecast•New York, MA

2d•$200,000 - $300,000•Remote

About The Position

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.

Requirements

Experience managing channel or alliance partnerships with full commercial accountability.
Proven track record of holding partners to business plans and delivering measurable revenue outcomes.
Strong communicator able to influence and present at all levels, including C-suite.
Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
Ability to develop clear, structured plans and execute with discipline across direct, indirect, and alliance sales models.
Working knowledge of Mimecast’s solutions and sales tools to support partners and manage performance.
Understanding of revenue drivers, ROI, and corporate buying processes.
Willingness to travel for partner meetings, QBRs, and engagement activities.

Responsibilities

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