Senior Manager, Channel Sales

Mimecast • Lexington, MA

3d • Hybrid

About The Position

A s Senior Manager, Channel Sales , you'll build and lead a high-performing team of 4–6 Channel Account Managers across assigned regions. You'll own the team's performance and portfolio of strategic partner relationships, translating national partner strategy into territory-level execution. Your focus will be developing your team while driving partner-generated pipeline, revenue growth, and long-term retention.

Requirements

• Demonstrated depth in channel, partner, or alliance management, with full commercial accountability and the ability to translate strategy into multi-region execution.
• A track record of directly managing and developing high-performing teams, including hiring, coaching, performance management, and career development.
• Experience recruiting, developing, and managing both one- and two-tier channels across multiple regions, with the ability to work across direct, indirect, and alliance sales models.
• The ability to build lasting partner relationships, engage executives, and hold teams and partners accountable to clear goals and agreed commitments.
• Strong written and verbal communication, including persuasive executive presentations and the ability to adapt your message across audiences and influence without direct authority.
• Strong business and financial analytical skills, with the ability to prioritize, develop structured strategic plans, and drive disciplined follow-through.
• The ability to align cross-functional teams, manage multiple priorities, and work effectively under pressure in a fast-paced environment.
• Availability to travel 40%+ of the time to support multi-region team and partner engagement.

Nice To Haves

• SaaS or cybersecurity experience is highly desirable.

Responsibilities

• Hire, lead, coach, and develop your Channel Account Managers through structured onboarding, ongoing enablement, regular 1:1s, performance reviews, and career development planning.
• Set clear individual and team goals, build accountability and collaboration, and celebrate wins while addressing performance gaps.
• Own team-wide quota attainment across assigned partners and territories, driving partner-generated pipeline, net-new and expansion revenue, and Partner Generated annual recurring revenue (ARR).
• Develop and execute Territory Segment Plans and Channel Business Plans aligned with broader business strategy, publishing and reviewing progress in quarterly business reviews.
• Oversee partner recruitment, onboarding, and activation across your regions, ensuring your team builds joint business plans with key partners and holds them accountable to agreed targets and milestones.
• Build executive-level relationships with top-tier partners and alliance organizations to deliver measurable business outcomes and support long-term retention.
• Design and administer partner incentive plans that align partner behavior with team and company revenue goals.
• Work with Sales, Marketing, and Alliances on joint go-to-market and co-sell motions, events, and collateral, and align Product and Support with team and partner needs.
• Develop and report team- and partner-level metrics monthly and quarterly, highlighting performance, risk, and opportunity for leadership and using revenue, margin, and ROI to inform planning.
• Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities, maintaining working knowledge of Mimecast's solutions and the cybersecurity landscape.

Benefits

• OTE range for this position is $224,000 - $336,000 USD (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.

What This Job Offers

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