Senior Channel Account Manager

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

📋 Description

• Develop joint business plans with each key partner in the Nordic region that align with our shared Annual Recurring Revenue (ARR) goals, including quarterly pipeline commitments, co-selling strategies, and demand generation efforts.

• Foster pipeline sourced from partners and influenced by partners, jointly qualifying opportunities while accelerating deal velocity through co-selling support across Mimecast’s entire product range.

• Take ownership of the revenue targets for Nordic partners, managing a personal quota for new business and expansion ARR, while being responsible for opportunities generated through partners.

• Detect and pursue cross-sell and upsell opportunities within the existing Mimecast customer base via partner-led initiatives, utilizing the broader HRM platform portfolio (Incydr, Aware capabilities).

• Recruit and onboard promising new partners where analysis reveals unexploited coverage in the Nordic market, vertical specialization (e.g., public sector, financial services, healthcare), or growth potential for Managed Service Providers (MSPs).

• Create and implement enablement programs that align with Mimecast’s certification tracks, ensuring that partner sales engineers and account executives can autonomously position, demonstrate, and finalize deals across the HRM platform without needing vendor assistance.

• Manage the complete partner journey from initial recruitment through ramp-up, first deal, and continued scaling within the Partner Program tiering framework, treating each milestone as a measurable gate with set timelines.

• Communicate the vision of Human Risk Management to partner leadership, converting Mimecast’s platform capabilities into compelling business value narratives that resonate with Nordic enterprises.

• Highlight Mimecast’s unique position: one of only three vendors globally to attain Leader status in both the Gartner Email Security and DCGAS Magic Quadrants, as well as Strong Performer recognition in the Forrester Human Risk Management Solutions Wave.

⛳️ Requirements

• Proven experience in Channel Sales, Partner Management, or Alliance roles within the Nordics or Northern European technology or cybersecurity sectors.

• A strong track record of surpassing partner-sourced ARR quotas, with demonstrable evidence of building a pipeline from early-stage partner relationships in the Nordic or Northern European markets.

• Extensive experience managing Tier-1 national service providers, Managed Security Service Providers (MSSPs), or national Value-Added Resellers (VARs), including multi-threaded executive engagement at the SVP/VP levels.

• Sufficient technical fluency to engage in discovery-level discussions on email security architecture, data loss prevention, insider threat detection, human risk scoring, and AI-driven threat landscapes.

• Proven capability to build and deliver QBR-quality partner business reviews, incorporating data-driven insights, gap analysis, and forward-looking action plans.

• Full professional proficiency in English and at least one of the following languages: Danish, Norwegian, or Swedish.

🏝️ Benefits

• Our people are our greatest asset

• Paid time off

• Professional development opportunities