Senior Manager, Channel NA Mid-Market

Mimecast is a cybersecurity company seeking a Senior Manager for their Channel NA Mid-Market team. This role involves leading a high-performing team of Channel Account Managers, managing partner relationships, and driving revenue growth through strategic execution and collaboration with various stakeholders.

Responsibilities:

• Hire, lead, coach, and develop a team of 4–6 Channel Account Managers across assigned regions/GEOs
• Set individual and team goals; conduct regular 1:1s, performance reviews, and career development planning
• Build team capability through structured onboarding, coaching, and ongoing sales/partner-management enablement
• Foster a culture of accountability, collaboration, and celebrating wins across the team
• Accountable for team-wide quota attainment across all assigned partners and territories
• Develop and execute Territory Segment Plans and Channel Business Plans aligned to broader business strategy; publish and review progress in quarterly QBRs
• Oversee partner recruitment, onboarding, and activation across the team's regions
• Ensure the team builds and manages business plans with key partners, holding partners accountable to agreed targets and milestones
• Drive partner-generated pipeline, net-new and expansion revenue, and Partner Generated ARR across the portfolio
• Build executive-level relationships with top-tier partners and alliance organizations to drive measurable business outcomes
• Design and administer partner incentive plans that align partner behavior to team and company revenue goals
• Partner with Sales, Marketing, and Alliances to develop joint go-to-market and co-sell motions, events, and collateral
• Develop and report team- and partner-level metrics monthly/quarterly, highlighting performance, risk, and opportunity to leadership
• Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities

Requirements:

• 8–12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
• Proven experience managing channel or alliance partnerships with full commercial accountability
• Track record of building and leading high-performing teams, including hiring, coaching, and performance management
• Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
• Comfortable working across direct, indirect, and alliance sales models
• Exceptional written and verbal communication skills; persuasive and effective presenting to executive audiences
• Strong business analytical skills; proven ability to prioritize and develop strategic plans
• Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
• Travel required (40%+ of time) to support multi-region team and partner engagement
• Minimum 3 years of direct people-management experience
• Minimum 8 years' experience in a channel, partner, or alliance management role
• SaaS or cybersecurity experience highly desirable