Reseller Channel Account Manager – Territory

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

📋 Description

• Create, receive approval for, and implement a channel business plan that aligns with the overall business strategy.

• Classify and prioritize the partner portfolio.

• Formulate joint business plans with top-tier partners and establish program-based engagement for the wider partner network.

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

• Ensure partners meet agreed-upon targets and milestones.

• Design and implement a partner recruitment strategy.

• Identify, onboard, and activate new partners to address regional and vertical coverage gaps.

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

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

• Collaborate with alliance partners to create joint go-to-market and co-sell strategies.

• Work with Sales, Marketing, and other internal teams to generate opportunities and maintain alignment.

• Develop and execute scalable sales and technical enablement initiatives.

• Oversee partner business planning and review processes, including QBRs and executive engagement.

• Track and report on channel activity, offering performance insights and recommendations to leadership.

• Stay informed about cybersecurity trends and Mimecast’s capabilities.

• Convert cybersecurity knowledge into credible partner discussions, improved go-to-market positioning, and advocacy for Mimecast’s technology and vision.

⛳️ Requirements

• Proven experience managing multiple channel, partner, or alliance relationships within a defined territory with commercial accountability and the necessary autonomy.

• A history of translating partner business plans into quantifiable pipeline, revenue, renewal, and performance results.

• Strong skills in portfolio segmentation and prioritization.

• Capability to balance strategic engagement with priority partners alongside scaled initiatives for a broader partner network.

• Experience in developing partner business plans that include clear KPIs.

• Background in managing performance and executing scalable enablement programs or partner events.

• Confidence in navigating direct, indirect, and alliance sales models.

• Ability to collaborate effectively with Sales, Marketing, Product, Support, and other internal teams.

• Executive-level communication and influencing abilities.

• Adaptability in communication for technical teams, commercial stakeholders, and the C-suite.

• Strong business and financial acumen, including an understanding of revenue, margin, and ROI.

• A pragmatic and resilient approach to conflict resolution, problem-solving, and handling challenging performance discussions.

• Results-driven, commercially minded, and accountable work ethic.

• A genuine team player with positive energy.

• Familiarity with technology solutions and the broader market landscape.

• Experience in SaaS or cybersecurity is advantageous.

• Successful completion of relevant background checks is required as a condition of employment.

🏝️ Benefits

• Benefits are provided, but specific details are not enumerated.

• Additional related benefits may be applicable.

• Equal Opportunity and Affirmative Action Employer.

• Interview adjustments or accommodations are available for disabilities or other reasons.