Channel Account Manager, Strategic (Northeast)

At Mimecast, our people are our greatest asset. We are driven by a shared commitment to excellence, a deep care for our customers, and a culture that celebrates winning together. Our teams bring high levels of self-motivation, take personal accountability for their actions, and instinctively find practical solutions to complex challenges. We take pride in delivering top-class customer service — because at Mimecast, we strive to win, and we celebrate our success together.

A unique opportunity for a results-driven Channel professional to shape and execute Mimecast’s national partner strategy. As a Strategic Channel Account Manager, you will manage 1–3 strategic partners at a national level, owning the performance of those relationships and driving partner-generated pipeline, revenue growth, and long-term customer retention.

What You’ll Do:

• Business Planning: Build, gain approval for, and execute a Channel Business Plan aligned to broader business strategy.
• Partner Accountability: Develop and manage business plans with key partners, holding them accountable to agreed targets and milestones.
• Opportunity Development: Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
• Executive Engagement: Build executive-level relationships with partners and alliances focused on measurable business outcomes.
• Goal Achievement: Achieve and exceed pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
• Partner Recruitment: Develop and execute a strategy to identify, onboard, and activate new partners.
• Enablement: Build and execute a partner enablement strategy across sales and technical disciplines.
• Forecasting: Monitor and report on channel activities, providing performance insights and recommendations to leadership.
• Market Awareness: Stay at the forefront of cybersecurity trends and translate insights into partner conversations and go-to-market positioning.
• Feedback Contribution: Collaborate with Sales, Marketing, and internal teams to facilitate opportunity generation and alignment.

What You’ll Bring:

• Experience: Experience managing channel or alliance partnerships with full commercial accountability.
• Partner Business Plans: Proven track record of holding partners to business plans and delivering measurable revenue outcomes.
• Consultative Selling: Strong communicator able to influence and present at all levels, including C-suite.
• Knowledge: Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
• Strategic Planning: Ability to develop clear, structured plans and execute with discipline across direct, indirect, and alliance sales models.
• Technical Proficiency: Working knowledge of Mimecast’s solutions and sales tools to support partners and manage performance.
• Commercial Acumen: Understanding of revenue drivers, ROI, and corporate buying processes.
• Travel Requirements: Willingness to travel for partner meetings, QBRs, and engagement activities.
• Location: Ideally based within the assigned territory to support partner coverage and engagement (Northeast).

The on-target earnings (OTE) range for this position is $200,000 – $300,000 plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.