Strategic Channel Account Manager – Reseller
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Job Description
Strategic Reseller Channel Account Manager shaping Mimecast’s national partner strategy. Driving reseller pipeline, revenue growth, enablement, and customer retention across Great Britain.
Responsibilities:
- Shape and execute Mimecast's national partner strategy
- Manage 1–3 strategic partners at a national level
- Own partner relationship performance and hold partners accountable to agreed business plans
- Build, gain approval for, and execute Channel Business Plans
- Develop partner business plans, agree targets and milestones, and manage performance through quarterly business reviews and executive engagement
- Build executive-level relationships with partners and alliance organisations
- Identify, onboard, and activate new partners through partner recruitment
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities
- Work with alliance partners on joint go-to-market and co-sell motions
- Collaborate with Sales, Marketing, Product, and Support to generate opportunities and align resources
- Develop and execute partner enablement across sales and technical disciplines
- Monitor and report on channel performance, providing insights and recommendations to leadership
- Use cybersecurity trends, the threat landscape, and Mimecast's solutions to strengthen partner conversations and go-to-market positioning
Requirements:
- Proven ability to independently manage channel, partner, or alliance relationships, taking full commercial accountability for partner performance and revenue outcomes
- Track record of developing partner business plans, holding partners to clear KPIs and milestones, and delivering measurable revenue outcomes
- Experience working across direct, indirect, and alliance sales models
- Strong communication and influencing skills, including engagement with technical teams and executives and driving alignment without direct authority
- Commercial understanding of revenue, margin, and ROI
- Structured, collaborative approach to planning and performance management
- Practical problem-solving skills and ability to navigate conflict while protecting partnerships and moving the business forward
- Working knowledge of Mimecast's solutions and the broader technology landscape
- Fluency in the primary language of the region
- SaaS or cybersecurity experience and additional language skills would be beneficial
Benefits:
- Benefits offered in accordance with company policy and local regulations
- Eligibility for incentive plans
- Additional benefits in accordance with company policy and local regulations
- Equal Opportunity and Affirmative Action Employer
- Applicable background checks conducted in accordance with local law
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