Senior Manager, MSP Analytics – Business Operations

🔥 0 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

⚙️ Business Operations

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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 the data and operating foundation for Mimecast's Managed Service Provider business • Build the core MSP reporting suite covering ARR, net new bookings, partner and end-customer growth, seat and product attach, retention, churn drivers, partner health scoring, and rep/team performance • Design and establish an MSP forecasting process and cadence, including Commit, Best Case, Upside, definitions, submission cadence, and roll-up mechanics • Establish weekly forecast calls, monthly business reviews, and quarterly planning with agendas, pre-reads, and follow-up mechanisms • Design partner segmentation, territories, quotas, targets, tiering criteria, coverage models, and handoff/escalation paths • Measure and optimize MSP programs, including partner tiers, rebates, incentives, deal registration, and MDF, and model financial impact on margin and growth • Translate data into leadership insights and recommendations, including cohort analysis, whitespace, cross-sell opportunities, pricing and packaging effects, and market sizing • Analyze Mimecast platform adoption, seat and module attach, multi-tenant usage, partner-level platform health, and competitive intelligence • Benchmark MSP offerings, pricing, packaging, and partner programs against competitors to identify win/loss trends, share shifts, and differentiation opportunities • Build the operational blueprint for expanding the MSP model across EMEA and APAC, including process, systems, staffing, localization, contracting, billing, and distributor considerations • Identify and help implement Salesforce, Snowflake, PRM, dashboards, and automation to support reporting, forecasting, and partner management at scale • Collaborate with Sales, Channel, RevOps, Finance, Customer Success, Product, and Legal • Drive adoption of new processes and tools through training, documentation, and communication • Report to the VP, Revenue Operations and Planning

🎯 Requirements

• 5+ years of experience in sales/revenue operations, channel or partner operations, business analytics, or a similar role • Direct experience owning forecasting and reporting processes • Working knowledge of the MSP and channel ecosystem, including partner tiering, multi-tenant and usage-based billing, distributors, and recurring-revenue partner program economics • Direct experience with MSP or MSSP businesses strongly preferred • Familiarity with the Mimecast platform and competitive email and human-risk security landscape is a plus • Demonstrated track record of standing up new processes, teams, or systems from scratch • Comfort operating with ambiguity and limited precedent • Strong hands-on experience with Salesforce and reporting/BI tools such as Snowflake, Tableau, or similar • Ability to build reporting and dashboards • SQL proficiency preferred • Deep familiarity with recurring-revenue forecasting methodologies and terminology, including Commit, Best Case, Upside, and gross/net retention • Exposure to scaling a function across NA, EMEA, and APAC • Awareness of regional differences in partner models, contracting, and ways of working • Excellent verbal and written communication skills • Ability to build consensus across Sales, Channel, Finance, and Operations stakeholders • Ability to present clearly to senior leadership • Strong organizational and project management skills • Ability to manage multiple concurrent build-out workstreams against deadlines • Bachelor's degree in business, finance, analytics, or a related field preferred; equivalent experience will also be considered • Successful completion of applicable background checks

🏖️ Benefits

• Equal Opportunity and Affirmative Action Employer • Interview adjustments or accommodations for disabilities or other needs • Employment subject to applicable background checks conducted in accordance with local law

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