Channel Account Manager

Job description

Mimecast started in email security — and we're still a recognised leader in it. But today we're much more than that. Through strategic acquisitions and organic development, Mimecast has built a connected Human Risk Management platform that spans email security, insider risk management, security awareness training, digital communications governance, and AI-powered threat intelligence. We protect over 42,000 organisations worldwide and we're focused on a problem the industry is only now catching up to: the human layer is the biggest attack surface in cybersecurity, and managing it requires more than point products. We're growing our ANZ team and looking for a Sales Engineer who can bring that full platform story to life for our customers and partners. About the Role Reporting to the ANZ Sales Engineering Manager, you'll own the technical path to close across our midmarket and upper-SMB customers. This isn't a role where you sit behind a screen building lab environments all day — it's customer-facing from day one. You'll partner with Account Executives and Account Managers to run discovery, deliver demos, and position solutions that make sense for the customer's environment and budget. When it comes to the technical win, it's yours to drive. A meaningful part of this role involves our channel partners. You'll help enable partner SEs to position and demonstrate our solutions independently, run joint technical sessions, and act as a go-to technical resource for our partner community in ANZ. The role is based in Sydney with hybrid working and potential for interstate travel. You'll be supported by an experienced SE leader who is invested in your development — this is a role where you'll grow, not just execute. What You'll Do Own the technical conversation during the sales cycle — from initial discovery through to proof of value and technical close Deliver clear, compelling presentations and demonstrations to IT leaders, security teams, and business stakeholders Partner closely with AEs and AMs to build deal strategy, qualify opportunities, and align solutions to customer outcomes Develop your technical discovery skills — going beyond a feature checklist to understand the customer's environment, pain points, and what success looks like for them Support and enable channel partners through joint selling, technical enablement sessions, and partner-facing content Manage proof of value engagements tied to defined success criteria Support RFP, RFI, and tender responses with accuracy and commercial awareness Handle technical handovers to delivery and customer success teams to protect the customer experience Contribute to field marketing activities including webinars, events, and thought leadership What You'll Bring Communication and presence come first. You're confident presenting to a room of senior IT and security leaders. You can read the room, adjust your message, and hold attention without hiding behind slides. You write clearly and communicate complex ideas in plain language. Commercial instincts matter. You understand how deals work — not just the technical win, but what gets a deal across the line. You've been exposed to structured sales methodologies (MEDDPICC, Sandler, Challenger, or similar) and you're comfortable qualifying, positioning value, and supporting your AE in building a compelling business case. Channel experience is a differentiator. You've worked alongside channel partners — running joint demos, enabling partner SEs, or helping partners build their own technical capability around the solutions you represent. You understand that scaling through partners is how you multiply impact. Technical depth is the foundation. You have hands-on experience across one or more cybersecurity domains — email security, insider risk and data loss prevention, security awareness training, endpoint protection, or identity and access management. You don't need to be an expert in all of them, but you need to be someone who rolls up their sleeves, learns fast, and can credibly speak to how security technologies work in practice. Requirements 2+ years' experience as a Sales Engineer or Solutions Engineer at a cybersecurity vendor Demonstrated experience supporting midmarket and/or SMB customer segments Hands-on technical knowledge across relevant cybersecurity domains (email security, insider risk/DLP, security awareness, endpoint, identity) Experience working with and enabling channel partners Strong presentation, demonstration, and written communication skills Based in Sydney Australian working rights Nice to Have Familiarity with the ANZ channel landscape and key security distributors/partners Experience with SaaS platforms and cloud-delivered security solutions Relevant industry certifications (vendor-specific, CompTIA Security+, CISSP, or equivalent) Exposure to frameworks like the ASD Essential Eight or NIST CSF The base salary range for this position is $80k - $110k plus benefits and (up to $160k OTE). 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 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.