Senior Director, Channel APJ

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 Senior Director Channel, APJ will lead the APJ Channel strategy and empower a high performing team of Channel Account Managers (CAM), Breadth Partners and Alliance Partners to support their focus on revenue generation, and supporting partner-facing program workflows and systems. The role will require the person to play a pivotal leadership role in developing and executing channel strategies, driving revenue growth through the partner ecosystem, and leading channel management teams

What You’ll Do
Key Responsibilities:

• Develop and execute channel strategies aligned with overall company objectives, focusing on driving partner-sourced revenue and expanding market share.

• Manage and develop teams of Channel Account Managers and other channel-focused professionals, providing coaching, mentorship, and performance management to ensure quota achievement and professional growth.

• Oversee engagement with a diverse range of partners (e.g., resellers, Systems Integrators, distributors, cloud marketplaces like AWS) to build strong relationships and ensure alignment of priorities.

• Develop and scale partner enablement programs, including training materials, playbooks, and sales toolkits, to equip partners with the necessary knowledge and tools to sell Mimecast solutions effectively.

• Ensure effective cross-functional collaboration between channel teams and other departments, including Sales, SE, Marketing, Sales Operations, and Customer Success teams.

• Monitor and manage key performance metrics, such as partner engagement and revenue targets, using data and insights to make informed decisions.

• Collaborate on and execute GTM plans with regional teams and alliance managers to build pipeline, awareness, and engagement through the partner ecosystem

What You’ll Need

Essential Skills and Experience:

• Extensive experience in channel sales or partner management roles within the cybersecurity or related technology field, often with a proven track record of leadership and meeting or exceeding revenue targets

• Understanding of the partner landscape with proven partner networks across APJ

• Strong leadership, communication, and interpersonal skills, with the ability to work in a fast-paced, complex environment and manage multiple priorities

• Understanding of opportunity qualification, running a deal cycle, and forecasting

• Ability to work within a fast-paced, often ambiguous environment

• Interface at all levels maintaining strong working relationships across cross-functional teams

• Exceptional verbal and written communication skills. 

• Extremely strong organizational and time management skills

• Willingness to go above and beyond to be successful

• Experience selling cloud solutions with a focus on Software-as-a-Service (SaaS) solutions

• Strong presentation, program management and negotiation skills

Qualifications:

• A bachelor's degree in a relevant field (e.g., Business, Marketing) or equivalent experience. 

The on-target earnings (OTE) range for this position is S$440k−S$660k (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.