Reseller Channel Growth Manager

Mimecast North America; United Kingdom; On-site; GBP 88,000 - 132,000; Full time

Job summary

Mimecast is seeking a Channel Account Manager - Reseller to manage a portfolio of reseller partners in your territory and turn joint plans into partner-generated pipeline and revenue growth. You will own performance, build relationships across partner sales, marketing and operations, and guide partners to go to market independently.

You'll lead business planning, onboarding new partners, and drive revenue while monitoring activity and staying current on cybersecurity trends to help partners

Qualifications

• 2-4+ years' experience managing a portfolio of channel partners with accountability for commercial results.
• A track record of developing and executing partner business plans with clear KPIs and measurable revenue outcomes.
• Confidence working across direct and indirect sales models.
• The ability to build trust at multiple levels of a partner organisation, present clearly to different audiences and influence without direct authority.
• A structured approach to planning and performance management, including setting expectations, following through on commitments and having direct conversations when results fall short.
• Commercial understanding of revenue, margin and return on investment, and the ability to use it in partner conversations.
• A collaborative, practical approach to solving problems and resolving conflict while protecting partner relationships.
• The ability to build a working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations.
• SaaS or cybersecurity experience is beneficial.

Responsibilities

• Build and execute a territory Channel Business Plan aligned to the broader channel strategy, with guidance from channel leadership.
• Develop business plans with assigned partners, agree targets and milestones, and lead quarterly business reviews to track progress and address gaps in performance.
• Build relationships with partner sales, marketing and operations teams that translate into measurable commercial outcomes.
• Identify, onboard and activate new partners in your territory in support of the Partner Recruitment strategy.
• Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving and exceeding pipeline targets, Partner Generated ARR goals, renewal rates and KPIs.
• Collaborate with Sales, Marketing and other internal teams to generate opportunities and align resources behind partner needs.
• Deliver sales and technical enablement with Mimecast's Enablement and Sales Engineering teams, helping partners build the confidence and knowledge to go to market independently.
• Monitor and report on channel activity, sharing performance insights with your manager and channel leadership.
• Stay current on cybersecurity trends, the threat landscape and industry developments, using that knowledge to help partners understand Mimecast's solutions and the wider cybersecurity opportunity.

Skills

Channel partner management

Partner business plans

KPIs and revenue outcomes

Direct and indirect sales

Relationship building

Planning and performance management

Cybersecurity awareness

Job description

Mimecast is seeking a Channel Account Manager - Reseller to manage a portfolio of reseller partners in your territory and turn joint plans into partner-generated pipeline and revenue growth. You will own performance, build relationships across partner sales, marketing and operations, and guide partners to go to market independently.

You'll lead business planning, onboarding new partners, and drive revenue while monitoring activity and staying current on cybersecurity trends to help partners