We are looking for a results-driven Channel Account Manager to shape and execute Mimecast's reseller strategy across an assigned territory. In this role, you will manage a broad portfolio of regional and smaller resellers, owning the collective performance of your partner base through a structured, scalable approach that drives pipeline, revenue growth, and long-term customer retention.
What You'll Do:- Opportunity Development: Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
- Client Relations: Build and manage relationships with partners, including executive engagement with top-tier accounts.
- Pipeline Management: Own and grow the partner ecosystem pipeline across a segmented portfolio.
- Goal Achievement: Deliver against ARR targets, renewal rates, KPIs, and partner performance goals.
- Forecasting: Monitor channel activity and provide performance insights and reporting to leadership.
- Channel Engagement: Recruit, onboard, and activate new partners while scaling engagement across the broader portfolio.
- Market Awareness: Stay ahead of cybersecurity trends and translate insights into partner strategies and positioning.
- Feedback Contribution: Collaborate cross-functionally to align sales, marketing, and partner initiatives.
What You'll Bring:- Experience: Expertise managing a portfolio of channel partners with full commercial accountability.
- Consultative Selling: Ability to influence and communicate effectively across all levels, including C-suite.
- Knowledge: Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
- Channel Sales Experience: Proven success executing partner business plans and driving measurable revenue outcomes.
- Technical Proficiency: Comfortable using sales and reporting tools to manage pipeline and partner performance.
- IT Procurement Insight: Understanding of revenue drivers, ROI, and corporate buying processes.
- Travel Requirements: Willingness to travel for partner meetings, events, and engagement.
- Location: Ideally based within the assigned territory to support partner coverage and engagement (Northeast).
The on-target earnings (OTE) range for this position is $112,000 - $168,000 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.
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