MSP Sales Leader

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.

This is a unique opportunity for a commercially driven sales leader to own and scale Mimecast’s Managed Service Provider business across the UK and Ireland. Reporting to the Channel Director, UKI, you’ll set the MSP strategy, own the commercial number, and lead a team of eight-four Channel Account Managers and four Territory Managers - selling both through and with our MSP partner community.

This is a genuinely hybrid leadership role. You’ll recruit, activate, and grow MSP partners while driving in-quarter sales execution alongside partner teams and engaging end customers where it moves an opportunity forward. With full accountability across new business, upsell, downsell, churn, renewals, partner-sourced pipeline, and bookings, you’ll build a high-performing team and a forecast leadership can rely on.

• Own, gain approval for, and execute the UKI MSP strategy and annual business plan, with clear quarterly milestones and accountability measures.
• Lead, coach, and develop a team of eight, establishing a disciplined operating cadence across one-to-ones, pipeline and forecast reviews, partner business reviews, and performance check-ins.
• Carry full accountability for MSP commercial performance across new business, upsell, downsell, churn, renewals, net ARR, partner-generated pipeline, and partner bookings.
• Own the MSP forecast and provide accurate, defensible weekly, monthly, and quarterly views to regional and global leadership.
• Define the MSP segmentation, tiering, and coverage model, balancing directly managed partners and those served through distribution.
• Build executive relationships with leading MSP partners, hold partners accountable to joint business plans, and drive recruitment, activation, reactivation, retention, and platform adoption.
• Drive sales execution through and with partners, including direct end-customer engagement, competitive displacement, win-back activity, escalations, and complex deal structuring.
• Own quota setting, territory design, and account allocation in partnership with Channel Operations and Commercial Finance; recruit, onboard, retain, and develop talent while addressing underperformance directly and fairly.
• Design ongoing MSP sales and pre-sales enablement, and direct MDF, incentive, and SPIFF investment toward measurable partner recruitment and demand-generation outcomes.
• Align Sales, Marketing, Systems Engineering, Commercial Finance, Operations, and Support behind MSP partner needs, representing the UKI MSP business to regional and global leadership.

• A demonstrable record of directly leading a quota-carrying sales team and owning a team revenue number, including year-on-year growth and clear evidence of the actions that drove results.
• Proven ability to hire, coach, develop, and retain high-performing sellers, including helping individuals improve or progress and managing underperformance formally and fairly when needed.
• Strong commercial forecasting and revenue rigor across new business, upsell, downsell, churn, and renewals, with the judgment to call the number honestly and manage variance early.
• Deep, first-hand understanding of MSP and managed-services models, including recurring revenue, consumption-based commercials, partner economics, partner margin, and multi-tenant service delivery.
• A track record of growing an MSP or partner business through revenue growth, partner recruitment and activation, stronger retention, and increased consumption.
• Experience selling both through and with partners, including working directly with end customers alongside partner sales teams.
• Confid…