Channel Account Manager

🕒 Yesterday

🐊 Florida – Remote

🐊 Florida – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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Mimecast

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

🔐 Security

Cybersecurity • Security

Mimecast is a cybersecurity company focused on transforming security to protect against relentless threats. With over 2,500 employees, they are dedicated to not only defending against today's threats but also anticipating and safeguarding against future ones. Mimecast prioritizes privacy and optimal user experience, operating globally across various locations including the United States, United Kingdom, Australia, and more. The company offers a dynamic work environment with a commitment to excellence and continuous improvement in security services.

📋 Description

• Build, gain approval for, and execute a channel business plan aligned with Mimecast's broader business strategy • Segment and tier the partner portfolio, developing joint business plans with top-tier partners and lighter-touch plans for the broader portfolio • Recruit, onboard, and activate new partners to close territory coverage gaps • Drive partner-generated pipeline and revenue across new and expansion opportunities • Meet and exceed pipeline targets, partner-generated annual recurring revenue goals, renewal rates, and other agreed KPIs • Build executive-level relationships with top-tier partners and alliance organizations • Develop joint go-to-market and co-sell initiatives with measurable commercial outcomes • Collaborate with Sales, Marketing, Product, Support, and other internal teams • Deliver scaled sales and technical enablement through group training, partner events, digital tools, and self-service resources • Run quarterly business reviews and executive engagement with top-tier partners • Report performance insights and recommendations to leadership • Stay current on cybersecurity trends, threats, and industry innovation to strengthen partner conversations and positioning

🎯 Requirements

• Experience independently managing a portfolio of channel partners across a defined territory, with accountability for commercial performance • Track record of translating partner business plans into measurable revenue outcomes using clear KPIs, regular reviews, and constructive performance conversations • Ability to segment partners by potential and performance, prioritize time and resources, and deliver scaled enablement programs and partner events across a broad portfolio • Confidence working across direct, indirect, and alliance sales models, with understanding of revenue, margin, and return on investment • Strong communication and influencing skills, including presenting to technical teams and executives, building trust, and aligning stakeholders without direct authority • Collaborative, accountable approach with resilience and practical problem-solving skills • Working knowledge of the technology landscape and ability to maintain knowledge of Mimecast's solutions for partner pre-sales activity and customer conversations • SaaS or cybersecurity experience would be beneficial • Successful completion of applicable background checks

🏖️ Benefits

• Benefits provided in accordance with company policy and local regulations • Incentive plans may be available • Reasonable disability and interview-process accommodations • Equal opportunity and affirmative action employer

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