Strategic Channel Account Manager, Mimecast
Distribution
£112-168k
OTE
HR management & advanced email security
Job no longer available
HR management & advanced email security
1001+ employees
Job no longer available
£112-168k
OTE
1001+ employees
Company mission
To stop bad things from happening to good organisations.
Role
Who you are
- A track record of managing successful distribution partnerships in the UKI technology or cybersecurity channel, with full commercial accountability for downstream outcomes
- Demonstrable experience delivering measurable results in partner recruitment, pipeline growth, and revenue generation
- Strong understanding of 2-Tier go-to-market models, including downstream partner enablement and recruitment
- Ability to develop and execute business plans with clear KPIs, including MDF ROI and Deal Registration volume
- Proven ability to build trust and influence at all levels, including executive leadership, and convert relationships into meaningful commercial outcomes
- Effective communicator who can adapt to various audiences, from technical teams to the C-suite, and influence alignment across multiple teams
- Experience collaborating across Sales, Marketing, and Product teams to deliver seamless execution
- Familiarity with SaaS or cybersecurity solutions, with a strong understanding of MSP business models and managed service provider go-to-market strategies
- Working knowledge of Mimecast’s solutions or the broader technology landscape is a distinct advantage
- Results-driven, commercially minded, and resilient in a fast-paced environment
- A genuine team player who brings energy, accountability, and a solutions-focused attitude to everything they do
What the job involves
- As a Channel Account Manager – Distribution, you’ll play a pivotal role in driving programmatic channel growth across the UKI region by owning and scaling Mimecast’s distribution strategy
- This is an exciting opportunity to manage the strategic relationship with our distribution partner, working to recruit, enable, and activate downstream partners and MSPs in a 2-Tier go-to-market model
- You’ll be responsible for creating and executing distribution-focused business plans, building strong partnerships, and driving measurable revenue outcomes
- If you’re a results-driven professional with a strong understanding of the UK cybersecurity channel, this is your chance to make a significant impact at an award-winning technology company
- Build, gain approval for, and execute a Distribution Business Plan aligned with Mimecast's UKI channel strategy, with clear quarterly milestones and accountability measures
- Design and implement downstream partner recruitment and activation programs through the distribution partner, targeting new transacting partners and MSP onboarding each quarter
- Own the end-to-end commercial relationship with the distribution partner and serve as the primary day-to-day contact
- Build and maintain executive-level relationships with distribution leadership to drive measurable downstream partner recruitment, activation, and revenue outcomes
- Achieve and exceed distribution-managed pipeline targets, Partner Generated ARR goals, partner activation rates, and renewal KPIs
- Drive Deal Registration education, enablement, and submission targets for distributor-sourced partners
- Design, plan, and deliver ongoing downstream partner enablement programs at both sales and pre-sales levels, equipping partners to independently position, demo, and close Mimecast solutions
- Work closely with Sales, Marketing, and Product teams to align the distribution go-to-market strategy and ensure downstream opportunities are accurately forecasted
- Build and execute joint go-to-market campaigns with the distributor’s vendor partners to expand Mimecast’s reach into the downstream partner community
- Manage MDF budgets allocated to brand awareness, partner recruitment, and pipeline production activities, ensuring measurable ROI on marketing investments
- Lead Quarterly and Annual Business Reviews with the distribution partner, delivering data-driven insights and actionable recommendations
- Monitor competitive distribution strategies within the UKI cybersecurity market and adapt Mimecast's approach accordingly
Salary benchmarks
Our take
Mimecast’s next-gen cloud-based security, archiving, and continuity services provide comprehensive risk management in a fully integrated solution, protecting over 40,000 customers worldwide and blocking 162+ million threats. With its adaptable platform, Mimecast focuses on developing capabilities to meet increasing risks and forming strategic partnerships.
Following its acquisition by Permira, Mimecast has expanded globally, reaching more countries.. Recently, Mimecast acquired Elevate Security, enhancing its offerings with insights into human behaviours and risks. Elevate Security's platform flags high-risk individuals with a precision risk scoring algorithm, complementing Mimecast’s Awareness Training for targeted intervention and training.
Since 2003, Mimecast has empowered customers to mitigate risks and manage complexities in a threat landscape driven by cyberattacks and human error. Mimecast’s advanced solutions in threat detection, brand protection, and data retention enable organisations to work protected.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Sep 2012
$62m
SERIES C
Jan 2010
$21m
SERIES B
Total funding: $88.7m
Company HQ
City of London, London, UK
Leadership
Marc van Zadelhoff
(CEO)Prior to joining Mimecast in 2024, Marc was the CEO of Devo. They also spent nearly 12 years at IBM in various roles, including General Manager of IBM Security (Business Unit CEO).
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