Reseller Channel Account Manager – Territory

🔥 0 minutes ago

⛰️ Colorado – Remote

⛰️ Colorado – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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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 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

🎯 Requirements

• 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

🏖️ Benefits

• 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