Senior Strategic Channel Account Manager, Reseller; North

Senior Strategic Channel Account Manager
- Reseller (North)

Location: Great Britain
- London

Time Type: Full time

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.

A unique opportunity for a results-driven channel professional to shape and execute Mimecast’s national partner strategy. As a Senior Strategic CAM (North), you will manage 1–3 strategic partners, owning the performance of those relationships and holding each partner accountable to agreed business plans while driving the outcomes that matter: partner-generated pipeline, revenue growth, and long-term customer retention.

This role suits a results-oriented professional who manages with structure and purpose, builds relationships in service of commercial outcomes, and takes full accountability for the performance of their territory. It is ideal for candidates who want to do something genuinely different in an award-winning technology company with ambitious growth plans.

• A key focus of this role will be developing and growing strategic reseller relationships, including Softcat. Direct experience working Softcat, either within the business or as a strategic vendor partner, would be highly desirable.
• Build, gain approval for, and execute a Channel Business Plan aligned with the broader business strategy.
• Develop and manage business plans with key partners, including quarterly business reviews and executive engagement, holding partners accountable to agreed targets and milestones.
• Build executive-level relationships with partners and alliance organisations, focused on driving measurable business outcomes.
• Develop and execute a partner recruitment strategy that identifies, onboards, and activates new partners.
• Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
• Engage alliance partnerships to develop joint go-to-market and co-sell motions.
• Collaborate with Sales, Marketing, and other internal teams to facilitate opportunity generation, alignment, and effective support for partners.
• Build and execute a partner enablement strategy across sales and technical disciplines, equipping partners to represent Mimecast with confidence.
• Monitor and report on channel activities, providing performance insights and recommendations to leadership.
• Stay at the forefront of cybersecurity trends and industry innovation, translating insights into informed partner conversations and credible thought leadership while passionately advocating for Mimecast’s technology, vision, and market opportunity.

• Strong experience within the UK reseller/channel ecosystem, with established knowledge of and relationships across strategic partners such as Softcat.
• Demonstrated success managing channel or alliance partnerships with full commercial accountability and a track record of delivering measurable revenue outcomes.
• The proficiency, autonomy, and commercial judgement to manage strategic national partnerships, develop partner business plans, and hold stakeholders accountable to clear KPIs and milestones.
• Strong strategic planning and execution skills, with the discipline to follow through on commitments…