Channel Account Manager – Strategic

This is a fully remote position, open to applicants in Connecticut, +4 more states.

📋 Description

• Create, obtain approval for, and implement a Channel Business Plan that aligns with the overall business strategy.

• Formulate and oversee business plans with key partners, ensuring they meet established targets and milestones.

• Foster partner-generated pipeline and revenue through both new and expansion opportunities.

• Cultivate executive-level relationships with partners and alliances that focus on measurable business results.

• Meet and surpass pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.

• Develop and execute a strategy for identifying, onboarding, and activating new partners.

• Construct and implement a partner enablement strategy that encompasses both sales and technical disciplines.

• Monitor and evaluate channel activities, delivering performance insights and recommendations to leadership.

⛳️ Requirements

• Experience in managing channel or alliance partnerships with complete commercial responsibility.

• Demonstrated success in holding partners accountable to business plans and achieving measurable revenue results.

• Excellent communicator capable of influencing and presenting at all organizational levels, including C-suite executives.

• Strong understanding of cybersecurity, SaaS, and the wider technology landscape.

• Ability to formulate clear, structured plans and execute them with discipline across direct, indirect, and alliance sales models.

• Familiarity with Mimecast’s solutions and sales tools to assist partners and manage performance.

• Knowledge of revenue drivers, ROI, and corporate purchasing processes.

• Willingness to travel for partner meetings, QBRs, and engagement activities.

🏝️ Benefits

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