Senior Manager, Channel Sales

Mimecast North America, Inc.; Lexington (MA); Hybrid; USD 224,000 - 336,000; Full time

Job summary

Mimecast North America, Inc. is seeking a Senior Manager, Channel Sales to lead a 4–6 person Channel Account Manager team across assigned regions.

You will own performance and a portfolio of strategic partner relationships while translating national strategy into territory execution. You will drive partner-generated pipeline, revenue growth, and long-term retention, developing your team and coordinating with Sales, Marketing, and Alliances on joint go-to-market motions.

Qualifications

• Depth in channel/partner management with commercial accountability.
• Proven track record building high-performing teams with coaching.
• Experience recruiting and managing multi-region channels across direct/indirect models.
• Ability to build executive-level partner relationships and drive business outcomes.
• Strong written/verbal communication and strategic influence.

Responsibilities

• Hire, lead, coach, and develop Channel Account Managers with onboarding and reviews.
• Set team goals, accountability, and collaboration to close gaps.
• Own team quota attainment and drive partner pipeline and ARR.
• Develop Territory/Channel Plans aligned to business strategy and review quarterly.
• Oversee partner recruitment, onboarding, and joint business planning with partners.
• Build executive relationships with top partners to drive retention and outcomes.
• Design partner incentive plans aligned with revenue goals.
• Collaborate with Sales/Marketing/Alliances on go-to-market motions and collateral.
• Report monthly/quarterly team and partner metrics to leadership.

Skills

Channel management

Team leadership

Partner/alliance management

Executive relationship building

Communication & presentation

Business analytics

Cross-functional alignment

Strategic planning

Travel 40%+

SaaS/cybersecurity domain

Job description

Senior Manager, Channel Sales - Hybrid based in Lexington, MA or Remote based in the Northeast USA

About Mimecast

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.

Overview

As 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.

#LI-ND1

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 Affliative 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. 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.