Senior Manager, Channel Sales - Hybrid based in Lexington, MA or Remote based in the Northeast USAOverviewA
s Senior Manager, Channel Sales, you'll build and lead a high-performing team of 4-6 Channel Account Managers across assigned regions. You'll own the team's performance and portfolio of strategic partner relationships, translating national partner strategy into territory-level execution. Your focus will be developing your team while driving partner-generated pipeline, revenue growth, and long-term retention.
What You'll Do- Hire, lead, coach, and develop your Channel Account Managers through structured onboarding, ongoing enablement, regular 1:1s, performance reviews, and career development planning.
- Set clear individual and team goals, build accountability and collaboration, and celebrate wins while addressing performance gaps.
- Own team-wide quota attainment across assigned partners and territories, driving partner-generated pipeline, net-new and expansion revenue, and Partner Generated annual recurring revenue (ARR).
- Develop and execute Territory Segment Plans and Channel Business Plans aligned with broader business strategy, publishing and reviewing progress in quarterly business reviews.
- Oversee partner recruitment, onboarding, and activation across your regions, ensuring your team builds joint business plans with key partners and holds them accountable to agreed targets and milestones.
- Build executive-level relationships with top-tier partners and alliance organizations to deliver measurable business outcomes and support long-term retention.
- Design and administer partner incentive plans that align partner behavior with team and company revenue goals.
- Work with Sales, Marketing, and Alliances on joint go-to-market and co-sell motions, events, and collateral, and align Product and Support with team and partner needs.
- Develop and report team- and partner-level metrics monthly and quarterly, highlighting performance, risk, and opportunity for leadership and using revenue, margin, and ROI to inform planning.
- Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities, maintaining working knowledge of Mimecast's solutions and the cybersecurity landscape.
What You'll Bring- Demonstrated depth in channel, partner, or alliance management, with full commercial accountability and the ability to translate strategy into multi-region execution.
- A track record of directly managing and developing high-performing teams, including hiring, coaching, performance management, and career development.
- Experience recruiting, developing, and managing both one- and two-tier channels across multiple regions, with the ability to work across direct, indirect, and alliance sales models.
- The ability to build lasting partner relationships, engage executives, and hold teams and partners accountable to clear goals and agreed commitments.
- Strong written and verbal communication, including persuasive executive presentations and the ability to adapt your message across audiences and influence without direct authority.
- Strong business and financial analytical skills, with the ability to prioritize, develop structured strategic plans, and drive disciplined follow-through.
- The ability to align cross-functional teams, manage multiple priorities, and work effectively under pressure in a fast-paced environment.
- Availability to travel 40%+ of the time to support multi-region team and partner engagement.
- SaaS or cybersecurity experience is highly desirable.
The on-target earnings (OTE) range for this position is $224,000 - $336,000 USD (OTE) 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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