Note: The job is a remote job and is open to candidates in USA. Mimecast is a cybersecurity company that values its employees and strives for excellence in customer service. They are seeking a Strategic Channel Account Manager to manage strategic partner relationships, drive revenue growth, and execute national partner strategies.
Responsibilities
- Build, gain approval for, and execute a Channel Business Plan aligned to broader business strategy
- Develop and manage business plans with key partners, holding them accountable to agreed targets and milestones
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities
- Build executive-level relationships with partners and alliances focused on measurable business outcomes
- Achieve and exceed pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs
- Develop and execute a strategy to identify, onboard, and activate new partners
- Build and execute a partner enablement strategy across sales and technical disciplines
- Monitor and report on channel activities, providing performance insights and recommendations to leadership
- Stay at the forefront of cybersecurity trends and translate insights into partner conversations and go-to-market positioning
- Collaborate with Sales, Marketing, and internal teams to facilitate opportunity generation and alignment
Skills
- Experience managing channel or alliance partnerships with full commercial accountability
- Proven track record of holding partners to business plans and delivering measurable revenue outcomes
- Strong communicator able to influence and present at all levels, including C-suite
- Solid understanding of cybersecurity, SaaS, and the broader technology landscape
- Ability to develop clear, structured plans and execute with discipline across direct, indirect, and alliance sales models
- Working knowledge of Mimecast's solutions and sales tools to support partners and manage performance
- Understanding of revenue drivers, ROI, and corporate buying processes
- Willingness to travel for partner meetings, QBRs, and engagement activities
- Ideally based within the assigned territory to support partner coverage and engagement (Northeast)
Benefits
- Plus benefits
- The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations.
Company Overview