Channel Account Manager

This is a fully remote position, open to applicants in Florida.

📋 Description

• Develop, seek approval for, and implement a channel business strategy that is in line with Mimecast's overall business objectives.

• Classify and rank the partner portfolio, creating collaborative business plans with top-tier partners and simpler plans for the wider portfolio.

• Identify, onboard, and engage new partners to fill territory coverage gaps.

• Drive revenue and pipeline generated by partners across new and expansion opportunities.

• Achieve and surpass pipeline targets, annual recurring revenue goals generated by partners, renewal rates, and other key performance indicators (KPIs) established.

• Cultivate executive-level relationships with premier partners and alliance organizations.

• Design joint go-to-market and co-selling initiatives that yield measurable commercial results.

• Work collaboratively with Sales, Marketing, Product, Support, and other internal teams.

• Provide extensive sales and technical training through group sessions, partner events, digital resources, and self-service tools.

• Conduct quarterly business reviews and engage executives with key partners.

• Present performance insights and recommendations to leadership.

• Stay informed about trends, threats, and innovations in cybersecurity to enhance partner discussions and positioning.

⛳️ Requirements

• Proven experience managing a portfolio of channel partners independently within a defined territory, with responsibility for commercial results.

• History of converting partner business strategies into quantifiable revenue outcomes using specific KPIs, regular assessments, and constructive performance discussions.

• Capability to categorize partners based on potential and performance, prioritize time and resources effectively, and deliver scaled enablement programs and partner events across a diverse portfolio.

• Confidence in navigating direct, indirect, and alliance sales models, with a solid understanding of revenue, margins, and return on investment.

• Excellent communication and influencing abilities, including presenting to technical teams and executives, fostering trust, and aligning stakeholders without direct authority.

• Collaborative and accountable mindset with resilience and practical problem-solving capabilities.

• Familiarity with the technology landscape and the ability to maintain knowledge of Mimecast's solutions for partner pre-sales activities and customer discussions.

• Experience in SaaS or cybersecurity is advantageous.

• Successful completion of relevant background checks.

🏝️ Benefits

• Benefits provided in accordance with company policy and local regulations.

• Incentive plans may be available.

• Reasonable accommodations for disabilities and during the interview process.

• Equal opportunity and affirmative action employer.