Channel Account Manager

Mimecast; Kuala Lumpur; On-site; < MYR 1,000; Full time

Benefits offered by this job

Incentive plans

Benefits

Job summary

Mimecast is seeking a channel-first sales account manager to shape and execute its partner strategy across Malaysia and Greater Asia. You will build a high-performing partner ecosystem with Distributors, Resellers, and MSPs, and drive geographic expansion into new markets.

The role requires strong execution, strategic thinking, and the ability to unlock revenue through an engaged partner community. You will collaborate with Mimecast sales, regional marketing, and partners to generate pipeline

Qualifications

• Extensive experience in IT channel and partner management, ideally SaaS or cybersecurity.
• Proven track record of driving Partner Generated revenue across Distributors, Resellers, and MSPs.
• Experience managing geo-expansion across ASEAN and Greater Asia.
• Established relationships across the regional partner ecosystem with a proven ability to generate incremental revenue.
• Experience across both direct and indirect sales models.
• Forecasting accuracy across partner transactions, ensuring visibility of revenue.

Responsibilities

• Develop and execute a Channel Business Plan for Malaysia-ASEAN and Greater Asia.
• Lead geo-expansion into new markets, identifying distributor and partner models.
• Build detailed plans with key Distributors, Resellers, and MSPs and execute against targets.
• Drive Partner Generated pipeline and revenue, with active sourcing and closing of opportunities.
• Achieve pipeline targets and KPIs on a monthly, quarterly, and annual basis.
• Own quarterly business reviews and executive-level engagement.
• Collaborate with Mimecast Sales and regional partners to enable co-selling motions.
• Work with Regional Marketing on joint campaigns to generate pipeline.

Skills

Channel management

Partner management

Geo expansion

Forecasting

Sales strategy

Collaboration

Education

Degree-level education or equivalent

Bachelor’s degree (preferred)

Job description

About Mimecast

At Mimecast, our people are our greatest asset. We are driven by a shared commitment to excellence, a deep care for our customers, and a culture that celebrates winning together. Our teams bring high levels of self-motivation, take personal accountability for their actions, and instinctively find practical solutions to complex challenges. We take pride in delivering top-class customer service — because at Mimecast, we strive to win, and we celebrate our success together.

At Mimecast, our people are our greatest asset. We are driven by a shared commitment to excellence, a deep care for our customers, and a culture that celebrates winning together. Our teams bring high levels of self-motivation, take personal accountability for their actions, and instinctively find practical solutions to complex challenges. We take pride in delivering top-class customer service — because at Mimecast, we strive to win, and we celebrate our success together.

The Opportunity

This is a unique opportunity for a channel-first sales account manger to shape and execute Mimecast's partner strategy across Malaysia, Greater Asia — including Singapore, Indonesia, Thailand, Vietnam, the Philippines, Hong Kong, Taiwan, and South Korea. You will build a high-performing partner ecosystem through Distributors, Resellers, and MSPs, while owning geographic expansion into new markets across the region.

The role suits a team player who is passionate about driving channel performance while building a local team over time. Strong execution skills are essential, alongside strategic thinking, personal accountability, and the ability to unlock revenue through a deeply engaged partner community. This role is ideal for candidates who want to do something genuinely different in an award-winning technology company with ambitious growth plans.

What You’ll Do

• Build, gain approval for, and execute a comprehensive Channel Business Plan for Malaysia - ASEAN and Greater Asia, aligned to the broader business strategy
• Lead geo-expansion into new markets including Malaysia — identifying the right Distributor and partner model for each market
• Develop detailed business plans with key Distributors, Resellers, and MSPs, and execute effectively against agreed targets and milestones
• Drive Partner Generated pipeline and revenue, ensuring partners actively source and close net-new and expansion opportunities
• Achieve and exceed pipeline targets, PG ARR goals, renewal rates, and KPIs on a monthly, quarterly, and annual basis
• Develop and execute a Partner Recruitment strategy that identifies, onboards, and activates new Resellers and MSPs
• Work with Distribution partners to build regional scale
• Own the partner business plan process, including quarterly business reviews and executive-level engagement
• Collaborate with Mimecast Sales teams and partner counterparts to facilitate new opportunity generation and co-selling motions
• Work with Regional Marketing to develop joint campaigns that generate pipeline and reinforce Mimecast's market position
• Build a partner enablement strategy across sales and technical disciplines, enabling partners to take Mimecast solutions to market independently
• Drive adoption of Mimecast solutions within key MSSP offerings
• Proactively manage Mimecast's Channel Program, ensuring partner compliance, engagement, and satisfaction
• Monitor and report on all channel activities, providing management information and insights to leadership

What You’ll Need

• Extensive experience in IT channel and partner management, ideally within a SaaS or cybersecurity environment
• Proven track record of driving Partner Generated revenue across Distributors, Resellers, and MSPs
• Demonstrated experience managing geo-expansion across ASEAN and Greater Asia
• Established relationships across the regional partner ecosystem with a proven ability to generate incremental revenue
• Experience across both direct and indirect sales models
• Natural forward planner who critically assesses their own performance and takes personal responsibility for results
• Instinctive problem solver with a practical, commercial approach to complex challenges
• Results-oriented with a strong commercial mindset and resilience to thrive in a dynamic environment
• Genuine team player who drives accountability and brings energy and commitment to everything they do
• Experience in a SaaS company is beneficial
• Responsible for providing accurate and timely forecasts across all partner transactions, with particular emphasis on Partner-Generated opportunities, ensuring visibility and predictability of revenue within the assigned territory

Qualifications

• Degree-level education or equivalent professional experience
• Fluency in English required; additional regional language skills are a strong advantage

The on-target earnings (OTE) range for this position is 400−450 MYR (OTE) 60/40 split 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.

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 Affinitive 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.

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.