Reseller Channel Account Manager – Territory

🕒 il y a 2 jours

⛰️ Colorado – Distant

⛰️ Colorado – Remote

⏰ Temps Plein

🟡 Intermédiaire

🟠 Senior

💰 Responsable de comptes

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Mimecast

Site WebLinkedInTous les Emplois

1001 - 5000 employés

🔒 Cybersecurity

🔐 Sécurité

Cybersecurity • Security

Mimecast est une entreprise de cybersécurité dédiée à transformer la sécurité pour se protéger contre des menaces incessantes. Avec plus de 2 500 employés, elle s'efforce non seulement de défendre contre les menaces actuelles, mais aussi d'anticiper et de se prémunir contre les menaces futures. Mimecast accorde la priorité à la confidentialité et à une expérience utilisateur optimale, opérant à l'échelle mondiale à partir de divers emplacements, y compris les États-Unis, le Royaume-Uni, l'Australie et bien plus. L'entreprise offre un environnement de travail dynamique avec un engagement envers l'excellence et l'amélioration continue des services de sécurité.

Description

• Build, gain approval for, and execute a channel business plan aligned with the broader business strategy • Segment and tier the partner portfolio • Develop joint business plans with top-tier partners and scaled program-based engagement for the broader partner base • Build executive-level relationships with priority partners and alliance organizations • Hold partners accountable to agreed targets and milestones • Develop and execute a partner recruitment strategy • Identify, onboard, and activate new partners to close regional and vertical coverage gaps • Drive partner-generated pipeline and revenue across net-new and expansion opportunities • Achieve pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs • Engage alliance partners to develop joint go-to-market and co-sell motions • Collaborate with Sales, Marketing, and other internal teams to generate opportunities and maintain alignment • Build and execute scalable sales and technical enablement • Own partner business planning and review processes, including QBRs and executive engagement • Monitor and report on channel activity, providing performance insights and recommendations to leadership • Stay current on cybersecurity trends and Mimecast’s capabilities • Translate cybersecurity knowledge into credible partner conversations, sharper go-to-market positioning, and advocacy for Mimecast’s technology and vision

🎯 Exigences

• Demonstrated experience managing multiple channel, partner, or alliance relationships across a defined territory with commercial accountability and appropriate autonomy • Track record of translating partner business plans into measurable pipeline, revenue, renewal, and performance outcomes • Strong portfolio segmentation and prioritization skills • Ability to balance strategic engagement for priority partners with scaled motions for a broader partner base • Experience developing partner business plans with clear KPIs • Experience managing performance and running scalable enablement programs or partner events • Confidence working across direct, indirect, and alliance sales models • Ability to collaborate with Sales, Marketing, Product, Support, and other internal teams • Executive-level communication and influencing skills • Ability to adapt communication for technical teams, commercial stakeholders, and the C-suite • Sound business and financial acumen, including understanding of revenue, margin, and ROI • Pragmatic, resilient approach to conflict resolution, problem-solving, and difficult performance conversations • Results-oriented, commercially minded, and accountable working style • Genuine teamwork and energy • Working knowledge of technology solutions and the broader market • SaaS or cybersecurity experience is beneficial • Successful completion of applicable background checks required as a condition of employment

🏖️ Avantages

• Benefits are offered, but specific benefit details are not listed • Other related benefits may apply • Equal Opportunity and Affirmative Action Employer • Interview adjustments or accommodations available for disabilities or other reasons