West Territory Channel Partner Manager

Mimecast; Colorado; Hybrid; USD 152,000 - 228,000; Full time

Job summary

Mimecast is seeking a results-driven Reseller Channel Account Manager for the West territory in the United States. You will manage a broad portfolio of resellers, drive partner-generated pipeline, and own territory performance with accountability for growth and renewal.

You will build scalable enablement programs, engage with executive partners, and align with Sales, Marketing, and Product teams to advance Mimecast’s cybersecurity solutions across the region.

Qualifications

• Demonstrated experience managing multiple channel, partner, or alliance relationships across a defined territory with commercial accountability and appropriate autonomy.
• Strong ability to translate partner plans into measurable pipeline and revenue outcomes.
• Experience developing partner business plans with KPIs and managing enablement programs.

Responsibilities

• Build, gain approval for, and execute a channel business plan aligned with the broader business strategy.
• Segment and tier the partner portfolio, developing joint business plans with top-tier partners and scaled engagement for the broader base.
• Build executive-level relationships with priority partners and alliance organizations, holding partners to targets and milestones.
• Develop and execute a partner recruitment strategy to identify, onboard, and activate new partners to close regional and vertical gaps.
• Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving pipeline targets and KPIs.
• Engage alliance partners to develop joint go-to-market and co-sell motions with Sales, Marketing, and internal teams.
• Build scalable sales and technical enablement using training, tools, and partner events.
• Own the partner business planning and review process, including QBRs and executive engagement.
• Monitor and report on channel activity with insights for leadership.
• Stay current on cybersecurity trends and Mimecast’s capabilities to strengthen partner conversations.

Skills

Channel management

Partner relationships

Pipeline management

Executive communication

KPIs & data

Cybersecurity knowledge

Job description

Mimecast is seeking a results-driven Reseller Channel Account Manager for the West territory in the United States. You will manage a broad portfolio of resellers, drive partner-generated pipeline, and own territory performance with accountability for growth and renewal.

You will build scalable enablement programs, engage with executive partners, and align with Sales, Marketing, and Product teams to advance Mimecast’s cybersecurity solutions across the region.