Channel Account Manager
About The Position
As Channel Account Manager for the Georgia/Florida territory, you will shape and execute Mimecast’s reseller strategy across a portfolio of regional and smaller resellers. You will own the portfolio’s commercial performance, driving partner-generated pipeline, revenue growth, and long-term customer retention. The role involves segmenting and prioritizing partners by potential and performance, building joint business plans with top-tier partners, and using scaled programs to engage the broader portfolio. It combines territory planning, partner recruitment, executive relationship management, and enablement, with accountability for measurable results.
Requirements
- Experience independently managing a portfolio of channel partners across a defined territory, with accountability for commercial performance.
- A track record of translating partner business plans into measurable revenue outcomes using clear KPIs, regular reviews, and constructive performance conversations.
- Ability to segment partners by potential and performance, prioritize time and resources, and deliver scaled enablement programs and partner events across a broad portfolio.
- Confidence working across direct, indirect, and alliance sales models, supported by an understanding of revenue, margin, and return on investment.
- Strong communication and influencing skills, including the ability to present to technical teams and executives, build trust, and align stakeholders without direct authority.
- A collaborative, accountable approach to execution, with resilience and practical problem-solving skills to navigate difficult conversations and protect partner relationships.
- Working knowledge of the technology landscape and ability to maintain knowledge of Mimecast’s solutions to support partner pre-sales activity and customer conversations.
Nice To Haves
- SaaS or cybersecurity experience.
Responsibilities
- Build, gain approval for, and execute a channel business plan aligned with Mimecast’s broader business strategy.
- Segment and tier the partner portfolio, developing joint business plans with top-tier partners and lighter-touch plans for the broader portfolio, with clear targets and milestones.
- Recruit, onboard, and activate new partners to close coverage gaps across the territory’s regions and verticals.
- Drive partner-generated pipeline and revenue across new and expansion opportunities, meeting and exceeding pipeline targets, partner-generated annual recurring revenue goals, renewal rates, and other agreed KPIs.
- Build executive-level relationships with top-tier partners and alliance organizations, and develop joint go-to-market and co-sell initiatives that deliver measurable commercial outcomes.
- Collaborate with Sales, Marketing, Product, Support, and other internal teams to align resources behind partner needs and generate opportunities.
- Deliver scaled sales and technical enablement through group training, partner events, digital tools, and self-service resources so partners can go to market independently.
- Run quarterly business reviews and executive engagement with top-tier partners, use a lighter review cadence for the broader portfolio, and report performance insights and recommendations to leadership.
- Stay current on cybersecurity trends, threats, and industry innovation, using that knowledge to strengthen partner conversations and positioning and build enthusiasm for Mimecast’s solutions and vision.
Benefits
- Benefits are offered, in accordance with company policy and local regulations.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
