Channel Account Manager, MSP

Job description

Senior Channel Account Manager, DACH About Mimecast The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected. Overview As a Senior Channel Account Manager at Mimecast, you'll help shape and execute our national partner strategy. You'll manage 1-3 strategic partners at a national level, own the performance of those relationships, and hold each partner accountable to agreed business plans. Your focus will be partner-generated pipeline, revenue growth, and long-term customer retention. You'll build executive relationships that deliver commercial outcomes, develop structured plans, and take accountability for partner performance. What You'll Do Build, gain approval for, and execute a Channel Business Plan aligned to the broader business strategy. Develop business plans with key partners, agree targets and milestones, and manage performance through quarterly business reviews and executive engagement. Build executive-level relationships with partners and alliance organisations that lead to measurable business outcomes. Identify, onboard, and activate new partners through a partner recruitment strategy. Drive partner-generated pipeline and revenue across net-new and expansion opportunities, meeting and exceeding pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs. Work with alliance partners to develop joint go-to-market and co-sell motions. Collaborate with Sales, Marketing, Product, and Support to generate opportunities and align internal resources behind partner needs. Develop and execute partner enablement across sales and technical disciplines, helping partners go to market independently. Monitor and report on channel performance, providing insights and recommendations to leadership. Use your knowledge of cybersecurity trends, the threat landscape, and Mimecast's solutions to strengthen partner conversations, go-to-market positioning, and advocacy for our technology. What You'll Bring Proven ability to independently manage channel, partner, or alliance relationships, taking full commercial accountability for partner performance and revenue outcomes. A track record of developing partner business plans, holding partners to clear KPIs and milestones, and delivering measurable revenue outcomes. Experience working across direct, indirect, and alliance sales models. Strong communication and influencing skills, with the ability to engage technical teams and executives and drive alignment without direct authority. Commercial understanding of revenue, margin, and ROI, and the ability to use it to create value for Mimecast and its partners. A structured, collaborative approach to planning and performance management, including constructive feedback and difficult conversations when results fall short. Practical problem-solving skills and the ability to navigate conflict while protecting partnerships and moving the business forward. Working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations. Fluency in the primary language of the region. SaaS or cybersecurity experience and additional language The on-target earnings (OTE) range for this position is 128,000-192,000 EUR(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 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.