Senior Manager of Channel Sales

Mimecast Limited; Lexington (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

Mimecast Limited in Lexington, VA seeks a Senior Manager, Channel Sales to build and guide a 4–6 person Channel Account Manager team. You will own regional partner relationships, drive pipeline, ARR and retention, and translate strategy into execution across regions.

Ideal candidates recruit and coach teams, set clear goals, manage quotas, and align incentives with business outcomes. Strong executive communication and cross-functional collaboration are essential for success.

Qualifications

• Experience recruiting, developing, and managing channel teams across regions.
• Strong ability to drive partner-generated pipeline and ARR.
• Proven track record with executive-level partner relations.

Responsibilities

• Build and lead a high-performing team of 4-6 Channel Account Managers.
• Own team-wide quota attainment and partner ARR.
• Develop Territory Segment Plans and Channel Business Plans.
• Oversee partner recruitment, onboarding, activation across regions.
• Design and administer partner incentive plans.
• Collaborate on go-to-market motions and co-sell efforts.
• Report team- and partner-level metrics monthly/quarterly.

Skills

Channel sales leadership

Team development

Quota attainment

Partner relationship mgmt

Strategic planning

Executive communication

Forecasting & analytics

Cross-functional collaboration

Travel readiness

Sales coaching

Tools

Salesforce

MS Excel

Job description

• 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
• 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

SaaS or cybersecurity experience is highly desirableExperience recruiting, developing, and managing both one- and two-tier channels across multiple regions, with the ability to work across direct, indirect, and alliance sales modelsThe ability to align cross-functional teams, manage multiple priorities, and work effectively under pressure in a fast-paced environmentStrong business and financial analytical skills, with the ability to prioritize, develop structured strategic plans, and drive disciplined follow-throughThe ability to build lasting partner relationships, engage executives, and hold teams and partners accountable to clear goals and agreed commitmentsAvailability to travel 40%+ of the time to support multi-region team and partner engagementA track record of directly managing and developing high-performing teams, including hiring, coaching, performance management, and career developmentStrong written and verbal communication, including persuasive executive presentations and the ability to adapt your message across audiences and influence without direct authorityDemonstrated depth in channel, partner, or alliance management, with full commercial accountability and the ability to translate strategy into multi-region execution