Channel Account Manager, MSP
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
Join Mimecast's Channel Sales Organization as a Channel Account Manager focused on Managed Service Provider (MSP) relationships. You'll manage partner relationships, build go-to-market plans and coordinate sales, marketing and technical enablement to support the team's strategic business goals.
You'll report to the Manager, Channel Sales, work closely with Mimecast's quota-carrying account executives and partner with the Senior Manager to align the MSP strategy in your region.
What You'll Do
- Manage relationships with a set of MSPs and hold partners and internal stakeholders accountable to agreed goals.
- Build go-to-market business plans with focus MSPs, including marketing plans and budget management.
- Align partner activity with Mimecast's sales organization through targeted demand generation and collaboration with account executives and sales leadership.
- Drive MSP enablement plans across sales, marketing and technical tracks.
- Build executive alignment with MSP stakeholders.
- Accurately forecast MSP opportunities in collaboration with the direct sales teams.
- Coordinate with sales engineering, product marketing, sales, marketing, operations and legal to support the MSP partner experience.
What You'll Bring
- Ideally 2+ years technology sales and channel sales experience sufficient to manage partner relationships, build go-to-market plans and forecast opportunities in collaboration with direct sales teams.
- Experience managing partner and/or MSP relationships, with an understanding of the regional MSP landscape and its competitors.
- The ability to recruit and develop MSP partners and build go-to-market plans with them.
- Experience qualifying opportunities, managing deal cycles and forecasting.
- Experience selling cloud solutions, particularly Software-as-a-Service (SaaS).
- A good understanding of email network infrastructure and related services.
- Strong verbal and written communication, presentation and negotiation skills.
- Strong organizational, time management and program management skills.
- The ability to build working relationships across functions and seniority levels, and to work effectively in a fast-paced environment where priorities may be ambiguous.
- A customer-focused, collaborative approach and accountability for results.
- A bachelor's degree in a technical, business or related field is preferred.
The on-target earnings (OTE) range for this position is €80,000-€120,000 (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.
Skills Required
- 2+ years of technology sales and channel sales experience
- Experience managing partner or Managed Service Provider relationships
- Understanding of the regional MSP landscape and competitors
- Experience recruiting and developing MSP partners
- Experience building go-to-market plans with partners
- Experience qualifying opportunities, managing deal cycles, and forecasting
- Experience selling cloud solutions, particularly Software-as-a-Service
- Understanding of email network infrastructure and related services
- Strong verbal and written communication, presentation, and negotiation skills
- Strong organizational, time management, and program management skills
- Ability to build relationships across functions and seniority levels
- Ability to work effectively in a fast-paced environment with ambiguous priorities
- Customer-focused, collaborative approach and accountability for results
- Bachelor's degree in a technical, business, or related field
Mimecast Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Mimecast and has not been reviewed or approved by Mimecast.
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Fair & Transparent Compensation — Pay is characterized as solid and competitive relative to similar companies, with a wide range of role-based salary outcomes. Compensation satisfaction is reinforced by frequent references to pay feeling fair for the work in multiple contexts.
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Healthcare Strength — Health insurance is repeatedly described as a strong part of the package, often paired with other core benefits. The overall benefits bundle is framed as comprehensive and supportive of employee and family health needs.
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Wellbeing & Lifestyle Benefits — Workplace perks such as flexible hours, hybrid/remote options, free meals, and on-site fitness amenities are consistently presented as meaningful additions to total rewards. These perks appear to materially improve day-to-day employee experience beyond base pay.
Mimecast Insights
What We Do
Relentless protection. Resilient world. Mimecast (NASDAQ: MIME) was born in 2003 with a focus on delivering relentless protection. Each day, we take on cyber disruption for our tens of thousands of customers around the globe; always putting them first, and never giving up on tackling their biggest security challenges together. We are the company that built an intentional and scalable design ideology that solves the number one cyberattack vector – email. We continuously invest to thoughtfully integrate brand protection, security awareness training, web security, compliance and other essential capabilities. Mimecast is here to help protect large and small organizations from malicious activity, human error and technology failure; and to lead the movement toward building a more resilient world. Learn more about us at www.mimecast.com.
