Reseller Channel Account Manager, Territory (West)

About Mimecast

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.

Overview

This is a unique opportunity for a results-driven mid-market channel professional to shape and execute Mimecast’s reseller strategy across an assigned territory. You’ll manage a broad portfolio of regional and smaller resellers concentrated within a specific geography or local market segment, owning the aggregate performance of that partner base and using a scaled, programmatic engagement model to drive partner-generated pipeline, revenue growth, and long-term customer retention.

You’ll bring structure and purpose to a high-volume partner portfolio, segmenting and prioritizing partners to focus effort where it delivers the greatest return. This role is ideal for someone who builds relationships in service of commercial outcomes, takes full accountability for territory performance, and wants to do something genuinely different in an award-winning technology company with ambitious growth plans.

What You'll Do:

• Build, gain approval for, and execute a channel business plan aligned with the broader business strategy
• Segment and tier the partner portfolio, developing joint business plans with top-tier partners and scaled, program-based engagement for the broader partner base
• Build executive-level relationships with priority partners and alliance organizations, holding partners accountable to agreed targets and milestones
• Develop and execute a partner recruitment strategy that identifies, onboards, and activates new partners to close regional and vertical coverage gaps
• Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs
• Engage alliance partners to develop joint go-to-market and co-sell motions, collaborating with Sales, Marketing, and other internal teams to generate opportunities and maintain alignment
• Build and execute scalable sales and technical enablement using group training, digital tools, self-service resources, and partner events
• Own the partner business planning and review process, including QBRs and executive engagement for top-tier partners and a lighter review cadence for the broader portfolio
• Monitor and report on channel activity, providing performance insights and recommendations to leadership
• Stay current on cybersecurity trends and Mimecast’s capabilities, translating that knowledge into credible partner conversations, sharper go-to-market positioning, and passionate advocacy for Mimecast’s technology and vision

What You'll Bring:

• Demonstrated experience managing multiple channel, partner, or alliance relationships across a defined territory with commercial accountability and appropriate autonomy
• A track record of translating partner business plans into measurable pipeline, revenue, renewal, and performance outcomes
• Strong portfolio segmentation and prioritization skills, with the ability to balance strategic engagement for priority partners with scaled motions for a broader partner base
• Experience developing partner business plans with clear KPIs, managing performance, and running scalable enablement programs or partner events
• Confidence working across direct, indirect, and alliance sales models and collaborating with Sales, Marketing, Product, Support, and other internal teams
• Executive-level communication and influencing skills, with the ability to adapt your approach for technical teams, commercial stakeholders, and the C-suite
• Sound business and financial acumen, including an understanding of revenue, margin, and ROI
• A pragmatic, resilient approach to conflict resolution, problem-solving, and difficult performance conversations
• A results-oriented, commercially minded, and accountable working style, paired with genuine teamwork and energy
• Working knowledge of technology solutions and the broader market; SaaS or cybersecurity experience is beneficial

The US OTE range for this position is $152,000-$228,000 + benefits. This reflects the minimum and maximum target for new hire on-target earnings for this position. This position may also be eligible for other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.

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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.