Channel Account Manager - Remote role based in TX
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.
Overview
As our Channel Account Manager for the Texas territory, you'll shape and execute Mimecast's reseller strategy across a broad portfolio of regional and smaller resellers. You'll own the portfolio's commercial performance, driving partner-generated pipeline, revenue growth, and long-term customer retention.
You'll segment and prioritise partners by potential and performance, build joint business plans with top-tier partners, and use scaled programmes to engage the broader portfolio. This role combines territory planning, partner recruitment, executive relationship management, and enablement, with accountability for measurable results.
What You'll Do
Build, gain approval for, and execute a channel business plan aligned with Mimecast's broader business strategy.
Segment and tier your partner portfolio, developing joint business plans with top-tier partners and lighter-touch plans for the broader portfolio, with clear targets and milestones.
Recruit, onboard, and activate new partners to close coverage gaps across the territory's regions and verticals.
Drive partner-generated pipeline and revenue across new and expansion opportunities, meeting and exceeding pipeline targets, partner-generated annual recurring revenue goals, renewal rates, and other agreed KPIs.
Build executive-level relationships with top-tier partners and alliance organizations, and develop joint go-to-market and co-sell initiatives that deliver measurable commercial outcomes.
Collaborate with Sales, Marketing, Product, Support, and other internal teams to align resources behind partner needs and generate opportunities.
Deliver scaled sales and technical enablement through group training, partner events, digital tools, and self-service resources so partners can go to market independently.
Run quarterly business reviews and executive engagement with top-tier partners, use a lighter review cadence for the broader portfolio, and report performance insights and recommendations to leadership.
Stay current on cybersecurity trends, threats, and industry innovation, using that knowledge to strengthen partner conversations and positioning and build enthusiasm for Mimecast's solutions and vision.
What You'll Bring
Experience independently managing a portfolio of channel partners across a defined territory, with accountability for commercial performance.
A track record of translating partner business plans into measurable revenue outcomes, using clear KPIs, regular reviews, and constructive performance conversations.
The ability to segment partners by potential and performance, prioritise time and resources, and deliver scaled enablement programmes and partner events across a broad portfolio.
Confidence working across direct, indirect, and alliance sales models, supported by an understanding of revenue, margin, and return on investment.
Strong communication and influencing skills, with the ability to present to technical teams and executives, build trust, and align stakeholders without direct authority.
A collaborative, accountable approach to execution, with the resilience and practical problem-solving skills to navigate difficult conversations and protect partner relationships.
Working knowledge of the technology landscape and the ability to maintain knowledge of Mimecast's solutions to support partner pre-sales activity and customer conversations.
SaaS…