Enterprise Channel Account Manager

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow.

We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals.

Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact.

Ready to push boundaries and accelerate your career? Let's make it happen.

The role will suit a self-motivated, strong team player with a proven track record of success in generating new business. A good understanding of the cybersecurity technology stack as well as cloud computing will be beneficial. Successful candidates will thrive in a fast paced, agile sales environment that has proven to be effective in other regions. Whilst strong organisational and sales execution skills are important, this role is most suitable for candidates who have a strong
desire to identify, engage and close opportunities with partners to drive new business growth within the Enterprise customer & partner segment.

ANZ Channel Team Mission … to foster a trusted, collaborative cybersecurity partnership network across Australia & NZ. By emphasizing open dialogue and shared objectives, we create value for our Customers, Partnerships and Mimecast.

What You’ll Do

• Work with Mimecast partners to deliver new business acquisition for the Mimecast Human Risk Management platform within the Enterprise customer segment (3,000+ seats).

• Prospecting and opportunity generation with partners working with enterprise customers with complex, multi-project, multi-year requirements, and folding in extended sales, solution engineering, marketing teams where required to create deep customer value through partners.

• Recruit and onboard new strategic partnerships – could be competitive, and/or consulting / service partners.

• Experience with building and executing cross functional projects that span across functions, regions/global, organizations inclusive, but not limited to our tech alliance partners, AWSMP/Cloud service provider platform. Strategic selling and track record in maneuvering highly complex partner environment, ability to garner support and buy in with both internal and external stakeholders for strategic initiatives.

• Achieve and exceed new business and existing accounts KPI’s, Pipeline, & Revenue targets on a monthly, quarterly & annual basis.

• Drive Upsell campaigns with partners to increase Mimecast and the partners wallet share within existing end-users. Sharp business acumen to identify gaps Articulate customer value proposition

• Creating GTM campaigns to drive Enterprise opportunity creation with partners.

• Drive positive customer experiences through partners, whilst achieving sales targets.

• Develop and proactively execute against a strategic Partner Plan in order to achieve targets.

• Drive cross functional team engagement to ensure both existing clients and prospective client account plans are executed to perfection.

• Lead executive level relationships with partner executives, and manage quarterly business reviews to measure partnership progress.

• Drive positive cross functional team engagement working with Sales, Marketing, and inside sales to maximise the territory’s potential.

• Have a proactive hunter mentality focused on driving great engagements for customers, prospects, and partners in order drive pipeline and revenue for Mimecast.

What You’ll Need

• Deep understanding of channel, and specifically what motivates partner execs, sales reps, and technical staff within them

• Experience working with large partners, or cyber-specialised partners, that service enterprise customers is essential.

• Experience working with Global Systems Integrators, such as DXC, Accenture, Deloitte Cyber, Wipro, etc. is ideal

• Track record of driving results from “one to many” pipeline generation campaigns with partners

• In-depth experience across IT or SaaS sales. Understand cyber pain points and customer buying processes and partner methodologies

• Proven achievement against sales KPIs, pipeline, and revenue targets, with experience in sales forecasting.

• Be a proactive, data driven, results-oriented person with a positive outlook that has the ability and desire to run the territory as their own business.

• About you: Ability to influence others and drive change is critical, both internally and externally. You are proactive and accountable for pipeline and revenue outcomes. You anticipate and addresses potential blockers to deals. You are an outcomes focused individual with a growth mindset. You are a strong team player, focused on growing your team.

Qualifications:

• Degree Level education (preferred but not required)

DEI Statement

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.