Senior Manager, Channel NA Mid-Market

Mimecast • McCullom Lake, IL

13d • Onsite

About The Position

The Senior Manager, Channel NA Mid-Market is a people-leadership role responsible for building and running a high-performing team of Channel Account Managers across multiple regions. This role owns the performance of their team and their team's portfolio of strategic partner relationships, translating national partner strategy into territory-level execution — driving partner-generated pipeline, revenue growth, and long-term retention while developing the CAMs who deliver it.

Requirements

• 8–12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
• Proven experience managing channel or alliance partnerships with full commercial accountability
• Track record of building and leading high-performing teams, including hiring, coaching, and performance management
• Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
• Comfortable working across direct, indirect, and alliance sales models
• Exceptional written and verbal communication skills; persuasive and effective presenting to executive audiences
• Strong business analytical skills; proven ability to prioritize and develop strategic plans
• Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
• Travel required (40%+ of time) to support multi-region team and partner engagement
• SaaS or cybersecurity experience highly desirable
• Minimum 3 years of direct people-management experience
• Minimum 8 years' experience in a channel, partner, or alliance management role

Nice To Haves

• SaaS or cybersecurity experience highly desirable

Responsibilities

• Hire, lead, coach, and develop a team of 4–6 Channel Account Managers across assigned regions/GEOs
• Set individual and team goals; conduct regular 1:1s, performance reviews, and career development planning
• Build team capability through structured onboarding, coaching, and ongoing sales/partner-management enablement
• Foster a culture of accountability, collaboration, and celebrating wins across the team
• Accountable for team-wide quota attainment across all assigned partners and territories
• Develop and execute Territory Segment Plans and Channel Business Plans aligned to broader business strategy; publish and review progress in quarterly QBRs
• Oversee partner recruitment, onboarding, and activation across the team's regions
• Ensure the team builds and manages business plans with key partners, holding partners accountable to agreed targets and milestones
• Drive partner-generated pipeline, net-new and expansion revenue, and Partner Generated ARR across the portfolio
• Build executive-level relationships with top-tier partners and alliance organizations to drive measurable business outcomes
• Design and administer partner incentive plans that align partner behavior to team and company revenue goals
• Partner with Sales, Marketing, and Alliances to develop joint go-to-market and co-sell motions, events, and collateral
• Develop and report team- and partner-level metrics monthly/quarterly, highlighting performance, risk, and opportunity to leadership
• Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities

Benefits

• We particularly welcome applicants from traditionally underrepresented groups.
• If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed