Strategic Channel Account Manager Distribution

About the Role

At Mimecast were passionate about protecting the lifeblood of organizationstheir communications. As a
Channel Account Manager Distribution youll play a pivotal role in driving programmatic channel growth across the UKI region by owning and scaling Mimecasts distribution strategy. This is an exciting opportunity to manage the strategic relationship with our distribution partner working to recruit enable and activate downstream partners and MSPs in a 2-Tier go-to-market model. Youll be responsible for creating and executing distribution-focused business plans building strong partnerships and driving measurable revenue outcomes.

If youre a results-driven professional with a strong understanding of the UK cybersecurity channel this is your chance to make a significant impact at an award-winning technology company.

What Youll Do

• Develop and Execute Distribution Strategies:
  • Build gain approval for and execute a
    Distribution Business Plan
    aligned with Mimecasts UKI channel strategy with clear quarterly milestones and accountability measures.
  • Design and implement downstream partner recruitment and activation programs through the distribution partner targeting new transacting partners and MSP onboarding each quarter.
• Manage Strategic Partnerships:
  • Own the end-to-end commercial relationship with the distribution partner and serve as the primary day-to-day contact.
  • Build and maintain executive-level relationships with distribution leadership to drive measurable downstream partner recruitment activation and revenue outcomes.
• Drive Revenue and Partner Activation:
  • Achieve and exceed distribution-managed pipeline targets Partner Generated ARR goals partner activation rates and renewal KPIs.
  • Drive Deal Registration education enablement and submission targets for distributor-sourced partners.
• Enable and Support Partners:
  • Design plan and deliver ongoing downstream partner enablement programs at both sales and pre-sales levels equipping partners to independently position demo and close Mimecast solutions.
• Collaborate Across Teams:
  • Work closely with Sales Marketing and Product teams to align the distribution go-to-market strategy and ensure downstream opportunities are accurately forecasted.
• Manage Marketing and Ecosystem Campaigns:
  • Build and execute joint go-to-market campaigns with the distributors vendor partners to expand Mimecasts reach into the downstream partner community.
  • Manage MDF budgets allocated to brand awareness partner recruitment and pipeline production activities ensuring measurable ROI on marketing investments.
• Monitor Performance and Provide Insight:
  • Lead Quarterly and Annual Business Reviews with the distribution partner delivering data-driven insights and actionable recommendations.
  • Monitor competitive distribution strategies within the UKI cybersecurity market and adapt Mimecasts approach accordingly.

What Youll Bring

• Proven Experience in Distribution Management:
  • A track record of managing successful
    distribution partnerships
    in the UKI technology or cybersecurity channel with full commercial accountability for downstream outcomes.
  • Demonstrable experience delivering measurable results in partner recruitment pipeline growth and revenue generation.
• Strategic and Results-Oriented Mindset:
  • Strong understanding of2-Tier go-to-market models including downstream partner enablement and recruitment.
  • Ability to develop and execute business plans with clear KPIs including MDF ROI and Deal Registration volume.
• Exceptional Relationship Management
  
  Skills:
  
  
  • Proven ability to build trust and influence at all levels including executive leadership and convert relationships into meaningful commercial outcomes.
• Strong Communication and Collaboration
  
  Skills:
  
  
  • Effective communicator who can adapt to various audiences from technical teams to the C-suite and influence alignment across multiple teams.
  • Experience collaborating across Sales Marketing and Product teams to deliver seamless execution.
• Technical Expertise and Market Knowledge:
  • Familiarity with SaaS or cybersecurity solutions with a strong understanding of MSP business models and managed service provider go-to-market strategies.
  • Working knowledge of Mimecasts solutions or the broader technology landscape is a distinct advantage.
• Personal Attributes:
  • Results-driven commercially minded and resilient in a fast-paced environment.
  • A genuine team player who brings energy accountability and a solutions-focused attitude to everything they do.

The on-target earnings (OTE) range for this position is (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.

Why Mimecast

At Mimecast were more than just a…