MSP Account Manager

Mimecast; Johannesburg; On-site; ZAR 12,977,000 - 19,466,000; Full time

Job summary

Mimecast is seeking an enthusiastic MSP Account Manager to grow our partner ecosystem. You will manage a portfolio of MSP accounts, identify expansion opportunities, and drive recurring revenue by helping MSPs maximize Mimecast solutions.

You will build strong relationships with MSP owners and technical decision-makers, develop tailored account plans, monitor adoption and license usage, and collaborate with cross-functional teams to ensure a smooth onboarding and expansion.

Qualifications

• 2+ years of B2B sales or account management in technology, SaaS, or the channel.
• Proven track record of meeting or exceeding sales targets.
• Ability to thrive in a fast-paced, metrics-driven environment.
• Motivated, coachable, and competitive with resilience and drive to succeed.
• Excellent organizational, interpersonal, and communication skills.
• Proficiency with CRM tools (Salesforce) for managing accounts, opportunities, and pipeline.
• Strong analytical skills with the ability to build accurate forecasts.

Responsibilities

• Expand MSP accounts by upselling and cross-selling across Mimecast portfolio.
• Build and maintain strong relationships with MSP owners, operations leads, and decision-makers.
• Develop tailored account plans with regular check-ins and business reviews.
• Monitor partner usage, deployment, and license consumption; address adoption gaps.
• Own your quota; meet or exceed targets and drive revenue growth.
• Help partners package, price, and sell Mimecast solutions to end customers.
• Collaborate with Partner Success, Sales Engineering, Support and Channel teams for smooth onboarding and expansion.
• Use Salesforce to manage accounts, opportunities, and forecasts.

Skills

B2B sales

Account management

Sales targets

CRM (Salesforce)

Relationship building

Analytical skills

Communication skills

SaaS/tech experience

Channel/MSP experience

Tools

Salesforce

Job description

MSP Account Manager

About the position

Mimecast is looking for an enthusiastic, results-driven MSP Account Manager to grow our existing Managed Service Provider (MSP) partners. You will manage a portfolio of MSP accounts, identify expansion opportunities, strengthen partner relationships, and drive recurring revenue growth by helping MSPs get more value from our solutions.

Key Responsibilities:

• Account Expansion: Proactively engage with existing MSP partners to identify upsell and cross-sell opportunities across Mimecast's product portfolio, increasing seats, services, and recurring revenue.
• Partner Relationship Management: Build and maintain strong relationships with MSP owners, operations leads, and technical decision-makers, ensuring partner satisfaction while aligning their needs with Mimecast solutions.
• Sales Execution: Develop a tailored plan for each account, including regular check-ins and periodic business reviews, to uncover new opportunities and address potential challenges.
• Adoption and Health Metrics: Monitor partner usage, deployment, and license consumption. Proactively address adoption gaps and follow established sales processes to drive cross-sell, upsell, and expansion.
• Revenue Growth: Own your quota, consistently meet or exceed targets, and contribute to both short-term and long-term revenue plans.
• MSP Business Enablement: Help partners understand how to package, price, and sell Mimecast solutions to their own end customers, using available partner programs, promotions, and marketing resources.
• Collaboration: Work closely with Partner Success, Sales Engineering, Support, and Channel teams to deliver a smooth onboarding and expansion experience.
• CRM Management: Use Salesforce to manage accounts, opportunities, and forecasts, ensuring all interactions are logged and tracked.

Qualifications:

• 2+ years of B2B sales or account management experience, ideally in technology, SaaS, or the channel
• Proven track record of meeting or exceeding sales targets
• Ability to thrive in a fast-paced, metrics-driven environment
• Motivated, coachable, and competitive, with resilience and a drive to succeed
• Excellent organizational, interpersonal, and communication skills
• Proficiency with CRM tools (Salesforce) for managing accounts, opportunities, and pipeline
• Strong analytical skills, with the ability to build accurate forecasts

Preferred Qualifications:

• Familiarity with the MSP or IT channel ecosystem (RMM, PSA, distributors, marketplaces)
• Understanding of recurring revenue models (MRR/ARR)
• Exposure to cybersecurity, email security, or IT management solutions

The on-target earnings (OTE) range for this position is 768 000,00 −1 152 000,00 (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.

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 Afficiative 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.

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.