Senior Manager, Channel NA Mid-Market

Mimecast North America, Inc.; Illinois; Hybrid; USD 140,000 - 190,000; Full time

Job summary

Mimecast North America, Inc. in Illinois seeks a Senior Manager, Channel NA Mid-Market to lead a high-performing CAM team across regions and translate national partner strategy into territory execution. You will drive partner-generated pipeline, revenue growth, and retention while developing CAMs who deliver results.

You will hire and coach a 4–6 person team, set and review goals, and manage territory and partner plans with quarterly reviews. Travel 40%+ is required.

Qualifications

• 8–12 years of sales/channel/partner experience with leadership history.
• Proven success managing channel partnerships with full commercial accountability.
• Experience building high-performing teams including hiring and coaching.

Responsibilities

• Hire, lead, and develop a CAM team of 4–6 across regions.
• Set goals, conduct 1:1s, and drive performance reviews.
• Execute territory and channel plans aligned to business strategy.
• Drive partner pipeline, revenue, and ARR across the portfolio.
• Develop executive-level partner relationships and joint go-to-market motions.
• Report team and partner metrics monthly/quarterly to leadership.

Skills

Team leadership

Channel sales

Partner management

Executive communication

Forecasting & analytics

Performance management

Job description

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

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 Aff… 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. If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [e-mail]. 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. We save companies the embarrassment of awkward data slip ups by disrupting cybercriminal activity. We think fast, go big and always demand more. We work hard, deliver – and repeat. We grow with meaningful determination. And put success well within our reach. We empower each other, live by our values, and always deliver on our purpose. We push each other to be better and expect to be pushed back. This is a community of respect. Where everyone is counted.