Build, gain approval for, and execute a Channel Business Plan aligned to broader business strategy.
Develop and manage business plans with key partners, holding them accountable to agreed targets and milestones.
Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
Build executive-level relationships with partners and alliances focused on measurable business outcomes.
Achieve and exceed pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
Develop and execute a strategy to identify, onboard, and activate new partners.
Build and execute a partner enablement strategy across sales and technical disciplines.
Monitor and report on channel activities, providing performance insights and recommendations to leadership.

Experience managing channel or alliance partnerships with full commercial accountability.
Proven track record of holding partners to business plans and delivering measurable revenue outcomes.
Strong communicator able to influence and present at all levels, including C-suite.
Solid understanding of cybersecurity, SaaS, and the broader technology landscape.
Ability to develop clear, structured plans and execute with discipline across direct, indirect, and alliance sales models.
Working knowledge of Mimecast’s solutions and sales tools to support partners and manage performance.
Understanding of revenue drivers, ROI, and corporate buying processes.
Willingness to travel for partner meetings, QBRs, and engagement activities.

Channel Account Manager – Strategic

Key skills