Channel Sales Leader — Build High-Impact Partnerships

Mimecast Limited; Massachusetts; Hybrid; USD 224,000 - 336,000; Full time

Job summary

Mimecast Limited in the Northeast USA is seeking a Senior Manager, Channel Sales to build and lead a high-performing team of Channel Account Managers across regions. Hybrid/remote role with travel and a focus on partner-generated pipeline and ARR.

You will recruit and develop partners, drive territory plans, and report metrics to leadership while aligning with Sales, Marketing, and Alliances. This role emphasizes leadership, accountability, and revenue growth.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Channel, partner, or alliance account-

Job description

Mimecast Limited in the Northeast USA is seeking a Senior Manager, Channel Sales to build and lead a high-performing team of Channel Account Managers across regions. Hybrid/remote role with travel and a focus on partner-generated pipeline and ARR.

You will recruit and develop partners, drive territory plans, and report metrics to leadership while aligning with Sales, Marketing, and Alliances. This role emphasizes leadership, accountability, and revenue growth.