Senior Manager of Channel Sales, Mimecast
$224-336k
OTE
More information about location
HR management & advanced email security
Be an early applicant
HR management & advanced email security
1001+ employees
Be an early applicant
$224-336k
OTE
More information about location
1001+ employees
Company mission
To stop bad things from happening to good organisations.
Role
Who you are
- 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
- SaaS or cybersecurity experience is highly desirable
What the job involves
- As 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
- 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
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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