Cloud Partner Manager, Americas

Mimecast•Lexington, MA

About The Position

We're seeking a Cloud Partner Manager to lead the growth and management of our regional business through Hyperscaler Marketplaces. This role is pivotal in scaling our marketplace revenue and expanding our reach through cloud ecosystems. The ideal candidate will drive new business opportunities, manage renewal and expansion opportunities, and foster strong relationships with cloud providers, reseller partners, and the broader partner ecosystem. This role requires a strategic, hands-on leader with a proven track record in managing cloud marketplaces, delivering revenue growth, and maximizing ROI from programs and investment initiatives. Reporting directly to the Senior Director of Cloud Partnerships, this role will also involve cross-functional collaboration with Sales, Marketing, Product, and Customer Success teams to ensure alignment and seamless execution.

Requirements

Proven track record of delivering significant revenue growth through Hyperscaler Marketplaces — AWS Marketplace, Microsoft Azure Marketplace, and/or Google Cloud Marketplace
Experience managing strategic partners or alliances, including building and executing business plans with clear KPIs and performance management
Familiarity with managing renewals and driving recurring revenue streams
Strong understanding of Hyperscaler ecosystems, particularly AWS, Microsoft Azure, and Google Cloud, including marketplace dynamics, private offers (including CPPO/MPPO), and hands-on experience with co-sell platforms such as AWS ACE, Microsoft Partner Center, and Google Partner Advantage
Exceptional relationship-building and stakeholder management skills, with a history of building high-impact partnerships
Analytical mindset with the ability to interpret and act on data-driven insights
Excellent communication and presentation skills, with the ability to influence at all levels of an organization
Results-oriented, with a focus on delivering measurable outcomes and achieving ambitious growth targets
Strategic thinker with the ability to execute tactically in a fast-paced, high-growth environment
Collaborative team player who can work cross-functionally with sales, marketing, product, and customer success teams

Responsibilities

Own the regional ARR target through Hyperscaler Marketplaces — AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace — driving new business, renewals, and expansion
Build, gain approval for, and execute the regional Cloud Partner Business Plan, aligned with broader ARR goals
Optimize Mimecast's marketplace listings to ensure seamless onboarding, transaction, and customer adoption
Build and maintain relationships with sales, partner, and customer success stakeholders at AWS, Microsoft, and Google Cloud to drive co-sell pipeline and measurable business outcomes
Drive new logo acquisition across target verticals, partnering with hyperscaler vertical teams to improve conversion
Close high-value opportunities through hyperscaler co-sell programs (AWS ACE, Microsoft Partner Center, Google Partner Advantage), including private offers and CPPO/MPPO motions
Engage reseller partners and distributors to align with hyperscaler strategies and drive joint go-to-market initiatives, including their independent marketplace pipeline
Act as the first-line expert for sellers on when and how to engage hyperscalers — running office hours, deal clinics, and enablement that embed co-sell motions into standard deal processes
Represent Mimecast at hyperscaler trade shows and events to build pipeline, brand awareness, and stakeholder relationships
Report on marketplace and partner performance, surface headwinds, and recommend actions to leadership through QBRs and ongoing reviews