Strategic Channel Account Manager - Distribution

Channel Account Manager – Distribution

At Mimecast, we're passionate about protecting the lifeblood of organizations—their communications. As a Channel Account Manager – Distribution, you'll play a pivotal role in driving programmatic channel growth across the UKI region by owning and scaling Mimecast's distribution strategy. This is an exciting opportunity to manage the strategic relationship with our distribution partner, working to recruit, enable, and activate downstream partners and MSPs in a 2-Tier go-to-market model. You'll be responsible for creating and executing distribution-focused business plans, building strong partnerships, and driving measurable revenue outcomes. If you're a results-driven professional with a strong understanding of the UK cybersecurity channel, this is your chance to make a significant impact at an award-winning technology company.

Develop and execute distribution strategies:

• Build, gain approval for, and execute a Distribution Business Plan aligned with Mimecast's UKI channel strategy, with clear quarterly milestones and accountability measures.
• Design and implement downstream partner recruitment and activation programs through the distribution partner, targeting new transacting partners and MSP onboarding each quarter.

Manage strategic partnerships:

• Own the end-to-end commercial relationship with the distribution partner and serve as the primary day-to-day contact.
• Build and maintain executive-level relationships with distribution leadership to drive measurable downstream partner recruitment, activation, and revenue outcomes.

Drive revenue and partner activation:

• Achieve and exceed distribution-managed pipeline targets, Partner Generated ARR goals, partner activation rates, and renewal KPIs.
• Drive Deal Registration education, enablement, and submission targets for distributor-sourced partners.

Enable and support partners:

• Design, plan, and deliver ongoing downstream partner enablement programs at both sales and pre-sales levels, equipping partners to independently position, demo, and close Mimecast solutions.

Collaborate across teams:

• Work closely with Sales, Marketing, and Product teams to align the distribution go-to-market strategy and ensure downstream opportunities are accurately forecasted.

Manage marketing and ecosystem campaigns:

• Build and execute joint go-to-market campaigns with the distributor's vendor partners to expand Mimecast's reach into the downstream partner community.
• Manage MDF budgets allocated to brand awareness, partner recruitment, and pipeline production activities, ensuring measurable ROI on marketing investments.

Monitor performance and provide insight:

• Lead Quarterly and Annual Business Reviews with the distribution partner, delivering data-driven insights and actionable recommendations.
• Monitor competitive distribution strategies within the UKI cybersecurity market and adapt Mimecast's approach accordingly.

What you'll bring:

• Proven experience in distribution management:
• A track record of managing successful distribution partnerships in the UKI technology or cybersecurity channel, with full commercial accountability for downstream outcomes.
• Demonstrable experience delivering measurable results in partner recruitment, pipeline growth, and revenue generation.
• Strategic and results-oriented mindset:
• Strong understanding of 2-Tier go-to-market models, including downstream partner enablement and recruitment.
• Ability to develop and execute business plans with clear KPIs, including MDF ROI and Deal Registration volume.
• Exceptional relationship management skills:
• Proven ability to build trust and influence at all levels, including executive leadership, and convert relationships into meaningful commercial outcomes.
• Strong communication and collaboration skills:
• Effective communicator who can adapt to various audiences, from technical teams to the C-suite, and influence alignment across multiple teams.
• Experience collaborating across Sales, Marketing, and Product teams to deliver seamless execution.
• Technical expertise and market knowledge:
• Familiarity with SaaS or cybersecurity solutions, with a strong understanding of MSP business models and managed service provider go-to-market strategies.
• Working knowledge of Mimecast's solutions or the broader technology landscape is a distinct advantage.
• Personal attributes:
• Results-driven, commercially minded, and resilient in a fast-paced environment.
• A genuine team player who brings energy, accountability, and a solutions-focused attitude to everything they do.

Why Mimecast?

At Mimecast, we're more than just a cybersecurity company—we're a community. Our people are our greatest asset, and we're driven by a shared commitment to excellence, innovation, and winning as a team. We're proud to support organizations in making their communications safer, their operations more resilient, and their data more secure. If you're ready to take on a role where you'll make a tangible impact every day, we'd love to hear from you.

Ready to apply? Join a team that's redefining what's possible in the cybersecurity space. Apply now to become Mimecast's next Channel Account Manager - Distribution.

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 Affirmative 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.