Channel Account Manager

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

📋 Description

• Construct, obtain approval for, and implement a channel business strategy that aligns with Mimecast's overall business objectives.

• Classify and prioritize the partner portfolio, creating collaborative business plans with clear targets and milestones.

• Recruit, onboard, and activate new partners across various territories and verticals.

• Drive revenue and pipeline generation from partners through new and expansion opportunities.

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

• Establish executive-level relationships with top-tier partners and alliance organizations.

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

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

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

• Conduct quarterly business reviews and executive engagement with top-tier partners.

• Report performance insights and suggestions to leadership.

• Keep abreast of cybersecurity trends, threats, and innovations to enhance partner discussions and positioning.

⛳️ Requirements

• Proven experience in independently managing a portfolio of channel partners within a specified territory, with accountability for commercial results.

• Demonstrated success in transforming partner business plans into measurable revenue results by utilizing clear KPIs, regular assessments, and constructive performance discussions.

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

• Confidence in working with direct, indirect, and alliance sales models.

• Understanding of revenue, margin, and return on investment metrics.

• Excellent communication and influencing abilities, including the capacity to present to technical teams and executives, build trust, and align stakeholders without direct authority.

• A collaborative and accountable approach to execution.

• Resilience and practical problem-solving skills to manage challenging discussions and maintain partner relationships.

• Familiarity with the technology landscape.

• Ability to maintain knowledge of Mimecast's solutions to aid in partner pre-sales activities and customer discussions.

• Experience in SaaS or cybersecurity is a plus.

• Successful completion of relevant background checks.

🏝️ Benefits

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

• Incentive plans may be available.

• Reasonable adjustments or accommodations can be made during the interview process.

• Equal opportunity and affirmative action employer.