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About the Role
Manage a portfolio of reseller partners, developing joint business plans to drive pipeline, revenue growth, and customer retention. Take ownership of portfolio performance by building relationships, enabling partners, and ensuring accountability to goals.
Responsibilities
- Build and execute a territory Channel Business Plan aligned with the broader channel strategy.
- Develop business plans with assigned partners, agree targets and milestones, and lead quarterly business reviews.
- Build relationships with partner sales, marketing, and operations teams to achieve commercial outcomes.
- Identify, onboard, and activate new partners in the territory.
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
- Collaborate with internal teams to generate opportunities and align resources.
- Deliver sales and technical enablement to partners.
- Monitor and report on channel activity and performance insights.
- Stay current on cybersecurity trends and industry developments to assist partners.
Requirements
- 2-4+ years of experience managing a channel partner portfolio with accountability for commercial results.
- Proven track record of developing and executing partner business plans with clear KPIs and measurable revenue outcomes.
- Experience working across direct and indirect sales models.
- Ability to build trust at multiple levels of a partner organization.
- Ability to present clearly to different audiences and influence without direct authority.
- Structured approach to planning and performance management.
- Commercial understanding of revenue, margin, and return on investment.
- Collaborative and practical approach to problem-solving and conflict resolution.
- Ability to build working knowledge of Mimecast's solutions and the broader technology landscape.
- Successful completion of applicable background checks.
Skills
- SaaS experience is beneficial.
- Cybersecurity experience is beneficial.
Location
- Massachusetts
Work Type
- Full-time
Experience Level
- Mid-level
Salary/Compensations
- £88,000-£132,000 (OTE)
Benefits
- Benefits package
- Eligible for incentive plans
About the Company
- Mimecast disrupts cybercriminal activity by protecting the work people build. They foster a community built on respect where everyone is counted. Their mission is to protect against AI agents moving at machine speed with human-level access.
Equal Opportunity
- Mimecast is committed to building an inclusive, diverse community that celebrates and welcomes everyone.
- Proud to be an Equal Opportunity and Affirmative Action Employer.
- Encourages applicants from traditionally underrepresented groups.
- Considers everyone equally regardless of race, age, religion, sexual orientation, gender identity, ability, marital status, or nationality.
- Offer of employment is subject to successful completion of applicable background checks.
- It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.