Senior Manager, Channel NA Mid-Market
About the position:
The Senior Manager, Channel NA Mid-Market is a people-leadership role responsible for building and running a high-performing team of Channel Account Managers across multiple regions. This role owns the performance of their team and their team's portfolio of strategic partner relationships, translating national partner strategy into territory-level execution - driving partner-generated pipeline, revenue growth, and long-term retention while developing the CAMs who deliver it.
Key Responsibilities:
• Hire, lead, coach, and develop a team of 4-6 Channel Account Managers across assigned regions/GEOs
• Set individual and team goals; conduct regular 1:1s, performance reviews, and career development planning
• Build team capability through structured onboarding, coaching, and ongoing sales/partner-management enablement
• Foster a culture of accountability, collaboration, and celebrating wins across the team
• Accountable for team-wide quota attainment across all assigned partners and territories
• Develop and execute Territory Segment Plans and Channel Business Plans aligned to broader business strategy; publish and review progress in quarterly QBRs
• Oversee partner recruitment, onboarding, and activation across the team's regions
• Ensure the team builds and manages business plans with key partners, holding partners accountable to agreed targets and milestones
• Drive partner-generated pipeline, net-new and expansion revenue, and Partner Generated ARR across the portfolio
• Build executive-level relationships with top-tier partners and alliance organizations to drive measurable business outcomes
• Design and administer partner incentive plans that align partner behavior to team and company revenue goals
• Partner with Sales, Marketing, and Alliances to develop joint go-to-market and co-sell motions, events, and collateral
• Develop and report team- and partner-level metrics monthly/quarterly, highlighting performance, risk, and opportunity to leadership
• Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities
Essential Skills and Experience:
• 8-12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
• Proven experience managing channel or alliance partnerships with full commercial accountability
• Track record of building and leading high-performing teams, including hiring, coaching, and performance management
• Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
• Comfortable working across direct, indirect, and alliance sales models
• Exceptional written and verbal communication skills; persuasive and effective presenting to executive audiences
• Strong business analytical skills; proven ability to prioritize and develop strategic plans
• Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
• Travel required (40%+ of time) to support multi-region team and partner engagement
• SaaS or cybersecurity experience highly desirable
Core Competencies:
• Team Leadership & Development - Builds, coaches, and retains a high-performing CAM team; sets clear expectations and invests in each team member's growth
• Partner Relationship Management - Builds genuine, lasting trust with partners at all levels, with particular strength in executive engagement
• Strategic Planning & Execution - Develops clear, structured territory and partner plans and drives disciplined follow-through across the team
• Cross-Functional Collaboration - Aligns Sales, Marketing, Product, and Support behind team and partner needs
• Executive Communication & Influence - Adapts communication across audiences, from CAMs to partner C-suite, and drives alignment without direct authority
• Business & Financial Acumen - Understands the commercial levers - revenue, margin, ROI - and applies them to team and partner planning
• Performance Management & Accountability - Sets clear goals for the team and partners, tracks performance honestly, and has difficult conversations when results fall short
• Technical & Product Expertise - Maintains working knowledge of Mimecast's solutions and the cybersecurity landscape to credibly support the team and partners
Qualifications:
• Minimum 3 years of direct people-management experience
• Minimum 8 years' experience in a channel, partner, or alliance management role
