Partner Value Manager

Are you passionate about stopping bad things from happening to good organizations? At Mimecast, we do just that — and in Customer Value Management, we go further, making sure every partner realizes real, measurable value from what they’ve invested in.

We are looking for a driven, partner-centric Partner Value Manager to drive engagement, adoption, and value across a named book of Managed Service Provider (MSP) partners. Where a Customer Value Manager drives value with a single end customer, this role works one layer up — enabling MSP partners to adopt, deploy, and champion Mimecast across many of their own clients, at scale.

You will be the trusted technical advisor for your partner base: driving product adoption and utilization, owning technical and value health, and turning what our platform can do into outcomes for partners and the clients they protect. You will work alongside Channel / Partner Account Managers and Renewals, with a clear focus on engagement, adoption, and value while commercial ownership sits with your partner-sales counterparts. The through-line of the role: adoption drives outcomes, and outcomes create value.

This role has a hybrid schedule of 2 days in office based in Lexington, MA.

What You'll Do:

• Own engagement, adoption, utilization, onboarding, and time-to-value across your assigned MSP base, guiding newly signed partners from agreement to their first live end customer and helping them realize ROI quickly.
• Optimize MSP workflows across the multi-tenant console, automation, ticketing integrations, and related tools so partners can provision, manage, and support end customers efficiently at scale.
• Advance each partner’s adoption across Mimecast’s product suite — including Email Threat Protection, Human Risk Management (HRM), Insider Risk (Code42), and DMARC Analyzer — and build repeatable playbooks they can scale across clients.
• Own the technical and value health score for each partner, tracking adoption depth, feature utilization, deployment completeness, and satisfaction signals to identify risks and opportunities early.
• Quantify and communicate proof of value across each partner’s client base, using adoption metrics, threat-block summaries, and deployment health to connect product usage with security and business outcomes.
• Prepare and lead partner reviews and Quarterly Business Reviews (QBRs) for operational and executive stakeholders, aligning on outcomes, wins, next actions, and follow-up accountability.
• Build multi-threaded relationships from technical and operational contacts through to partner executives, translating complex security architecture into credible, business-level value conversations.
• Act as the voice of partners and their clients internally by sharing feedback with Product, supporting clean handoffs with New Business CAMs, and coordinating escalations across Support, Sales Engineering, and Product.
• Enable MSP growth by helping partners develop repeatable delivery motions, package Mimecast into their service offerings, train and certify frontline technicians, and build advocacy through references, case studies, peer influence, and event participation such as Elevate.
• Partner with Channel, Sales, and Renewals to support on-time renewals, gross and net revenue retention, churn mitigation, and expansion; use portfolio data, health signals, and AI-guided insights to prioritize actions and provide clear, data-driven value justification.

What You'll Bring:

• Demonstrated success independently managing a named portfolio of partner, channel, or customer relationships, with the judgment and autonomy to drive engagement, adoption, and measurable value; experience supporting MSPs, MSSPs, or other IT service providers in a security-focused SaaS organization is preferred.
• Working knowledge of email security architectures, including Secure Email Gateways, Microsoft 365 Defender, DMARC/DKIM/SPF, email routing, and hybrid mail flow.
• Familiarity with identity and access management concepts such as Okta, Azure AD, and SSO/SAML, as well as how email security integrates into SOC and SIEM/SOAR workflows.
• Comfort working with multi-tenant administration consoles and API integrations, including interpreting API logs, reviewing connector health, and troubleshooting configuration and integration issues directly with technical MSP staff without overstepping into engineering.
• Experience building relationships across technical and operational contacts, commercial leads, and partner executives such as owners, MDs/CEOs, and practice leads.
• The ability to translate complex security architecture into business-level, value-focused conversations for executive audiences without losing technical credibility.
• Experience working alongside Channel / Partner Account Managers and Renewals in a named-book model, with a clear delineation between technical/value ownership and commercial ownership.
• Familiarity with MSP business models, including recurring revenue, multi-tenant billing, service-desk operations, and MSP / PSA and ITSM tooling such as ConnectWise and Kaseya.
• The ability to collaborate and plan strategically with Channel and Renewals to support gross retention, net revenue retention, and expansion outcomes.
• Demonstrable, practical AI expertise, with a track record of using AI tools to analyze portfolio data, surface risk and expansion signals, and automate repetitive work.
• Excellent verbal and written communication skills across technical and executive audiences, with the ability to influence without authority through clear communication, strategic planning, and data-driven analysis.
• A demonstrated practice of incorporating partner feedback, seeking out technical learning opportunities, and proactively focusing on measurable outcomes.
• Ability to travel up to 25%.
• Direct experience with Mimecast, Proofpoint, Microsoft Defender for Office 365, or comparable email security or Human Risk Management platforms is preferred.
• CompTIA Security+, CISSP (Associate or full), CEH, or vendor-specific certifications aligned with email or cloud security are preferred.
• Familiarity with compliance frameworks relevant to Mimecast’s key verticals, including FINRA, HIPAA, FCA, GDPR, ISO 27001, and SOC 2.

The base salary range for this position is $84,000−$126,000 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.