Senior Channel Account Manager – DACH

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

📋 Description

• Design and implement Mimecast's national partner strategy.

• Oversee 1–3 strategic partners at the national level and take ownership of relationship performance.

• Create, obtain approval for, and execute Channel Business Plans that align with the overarching business strategy.

• Formulate partner business plans, establish targets and milestones, and manage performance through quarterly business reviews and executive interactions.

• Cultivate executive-level relationships with partners and alliance organizations to achieve measurable business results.

• Identify, onboard, and engage new partners through a robust partner recruitment strategy.

• Generate partner-driven pipeline and revenue across both new and expansion opportunities.

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

• Work closely with Sales, Marketing, Product, and Support teams to create opportunities and align internal resources.

• Develop and implement partner enablement initiatives across both sales and technical areas.

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

• Leverage cybersecurity trends, the threat landscape, and Mimecast's solutions to enhance partner discussions, go-to-market strategies, and technology advocacy.

⛳️ Requirements

• Demonstrated ability to independently manage channel, partner, or alliance relationships, with full commercial accountability for partner performance and revenue outcomes.

• Proven track record in developing partner business plans, holding partners accountable to clear KPIs and milestones, and delivering quantifiable revenue results.

• Experience in working across direct, indirect, and alliance sales models.

• Excellent communication and influencing skills, with the ability to engage both technical teams and executives to foster alignment without direct authority.

• Strong commercial understanding of revenue, margin, and ROI, and the capability to leverage this understanding to create value for Mimecast and its partners.

• Organized and collaborative approach to planning and performance management, including providing constructive feedback and addressing difficult conversations when results are lacking.

• Effective problem-solving skills and the ability to manage conflicts while safeguarding partnerships and advancing the business.

• Familiarity with Mimecast's solutions and the broader technology landscape to assist partners in pre-sales activities and customer discussions.

• Proficiency in the primary language of the region.

• Experience in SaaS or cybersecurity, along with proficiency in an additional language.

• Successful completion of relevant background checks in accordance with local regulations.

🏝️ Benefits

• Benefits included with the role.

• Potential eligibility for incentive plans.

• Additional benefits in accordance with company policy and local regulations.

• Equal Opportunity and Affirmative Action workplace.

• Applicable background checks conducted in accordance with local law.