Distribution Account Manager - hybrid role based in Lexington, MA

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 role suits a highly ambitious, self-starting professional who sees distribution as a strategic lever rather than a back-office function. You’ll build joint business plans with assigned distributor partners, drive enablement at scale, and take ownership of distributor relationships and performance. As a 100% channel-focused organization, Mimecast relies on this role to help recruit, train, and grow partners at scale. This is an opportunity to do something genuinely different in an award-winning cybersecurity company with ambitious growth plans.

What You'll Do

• Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy for assigned distributor partners.
• Build and own joint business plans that support, train, recruit, and grow Mimecast partners across distributor networks.
• Align the sales organization through targeted demand-generation and partner-alignment activities.
• Drive sales and technical enablement through distributor partners, ensuring the right resources are in place to support partner growth and contribution.
• Build trusted relationships with distributor stakeholders, from the C-suite and commercial leaders to marketing and technical teams.
• Generate demand and accurately forecast partner-sourced, targeted-technology, and retention-based opportunities in partnership with channel and sales teams.
• Build and manage distributor marketing plans and budgets, including co-marketing, MDF, and demand-generation investments that deliver a clear return.
• Collaborate across Sales, Sales Engineering, Product Marketing, Marketing, Operations, and Legal to deliver a world-class experience for distributors and their partners.
• Monitor and report weekly on distribution-channel performance, translating POS, pipeline, renewal, and consumption data into insights and recommended actions.
• Navigate ambiguity and resolve challenges with practical solutions that protect distributor relationships and move the business forward.

What You'll Bring

• Deep technology sales and channel-management expertise, with substantial experience owning distribution accounts and supporting major IT distributors with annual revenues exceeding $2B.
• Experience across partner distribution and Public Sector markets, with a demonstrated history of exceeding annual revenue and partner-growth objectives.
• Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software, plus working knowledge of the cybersecurity and email-security competitive landscape.
• Strong understanding of the partner ecosystem and how distributors recruit, support, train, enable, and grow a channel partner base.
• Strong command of sell-in, sell-through, and sell-out motions; distribution financing; vendor rebate programs; MDF; business planning; partner recruitment; enablement; and distribution-led demand generation.
• Sound knowledge of opportunity qualification, deal-cycle management, pipeline development, and disciplined forecasting.
• The business acumen to understand distribution economics and structure programs that create value for Mimecast, distributors, and partners.
• Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans, supported by advanced Excel and AI skills and CRM proficiency; Tableau experience is desirable.
• Understanding of traditional resale businesses as well as Managed Service Provider and marketplace models.
• Executive-level communication and influencing skills, with the ability to build alignment across highly matrixed organizations without direct authority.
• The ability to operate effectively in a fast-paced, ambiguous environment while remaining composed, accountable, practical, and attentive to detail.
• A collaborative, energetic approach and the ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams.

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.

#LI-ND1

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.