Strategic Channel Account Manager, Mimecast
Reseller
£116-174k
OTE
HR management & advanced email security
Be an early applicant
HR management & advanced email security
1001+ employees
Be an early applicant
£116-174k
OTE
1001+ employees
Company mission
To stop bad things from happening to good organisations.
Role
Who you are
- Proven ability to independently manage channel, partner, or alliance relationships, taking full commercial accountability for partner performance and revenue outcomes
- A track record of developing partner business plans, holding partners to clear KPIs and milestones, and delivering measurable revenue outcomes
- Experience working across direct, indirect, and alliance sales models
- Strong communication and influencing skills, with the ability to engage technical teams and executives and drive alignment without direct authority
- Commercial understanding of revenue, margin, and ROI, and the ability to use it to create value for Mimecast and its partners
- A structured, collaborative approach to planning and performance management, including constructive feedback and difficult conversations when results fall short
- Practical problem-solving skills and the ability to navigate conflict while protecting partnerships and moving the business forward
- Working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations
- Fluency in the primary language of the region
- SaaS or cybersecurity experience and additional language skills would be beneficial
What the job involves
- As a Strategic Reseller Channel Account Manager at Mimecast, you'll help shape and execute our national partner strategy. You'll manage 1-3 strategic partners at a national level, own the performance of those relationships, and hold each partner accountable to agreed business plans
- Your focus will be partner-generated pipeline, revenue growth, and long-term customer retention. You'll build executive relationships that deliver commercial outcomes, develop structured plans, and take accountability for partner performance
- Build, gain approval for, and execute a Channel Business Plan aligned to the broader business strategy
- Develop business plans with key partners, agree targets and milestones, and manage performance through quarterly business reviews and executive engagement
- Build executive-level relationships with partners and alliance organisations that lead to measurable business outcomes
- Identify, onboard, and activate new partners through a partner recruitment strategy
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities, meeting and exceeding pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs
- Work with alliance partners to develop joint go-to-market and co-sell motions
- Collaborate with Sales, Marketing, Product, and Support to generate opportunities and align internal resources behind partner needs
- Develop and execute partner enablement across sales and technical disciplines, helping partners go to market independently
- Monitor and report on channel performance, providing insights and recommendations to leadership
- Use your knowledge of cybersecurity trends, the threat landscape, and Mimecast's solutions to strengthen partner conversations, go-to-market positioning, and advocacy for our technology
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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