Mimecast

Account Manager

• Achieve monthly / quarterly / annual upsell revenue
• Responsible for mitigating Downsell and Churn in your book of business
• Ability to forecast accurately for Upsell, Downsell and Churn on a rolling 6 months
• Work with the Partner / Channel Development team to develop and execute against account plans
• Develop and execute against sales activity plans in order to achieve the agreed revenue quota
• Travel throughout the year to various customers for account reviews
• Focus on building and maintaining relationships with existing accounts
• Responsible for selling new technology into existing customer base and driving incremental revenue opportunities
• Manage the reporting of the KPI’s* and general CRM housekeeping
• Sign up to and execute against a set of end-to-end sales methodology and process
• Monitor and report on activities while providing relevant management information
• Liaise and attend meetings with other company functions necessary to perform duties, aid business, and develop organizationally
• Attend trainings and develop relevant knowledge and skills

Account Manager, Enterprise

Manager

• 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
• 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

Senior Manager, Channel NA Mid-Market

• Build, gain approval for, and execute a comprehensive Channel Business Plan for Malaysia - ASEAN and Greater Asia
• Lead geo-expansion into new markets including Malaysia
• Develop detailed business plans with key Distributors, Resellers, and MSPs
• Drive Partner Generated pipeline and revenue
• Achieve and exceed pipeline targets, PG ARR goals, renewal rates, and KPIs on a monthly, quarterly, and annual basis
• Develop and execute a Partner Recruitment strategy
• Collaborate with Mimecast Sales teams and partner counterparts
• Monitor and report on all channel activities

Channel Account Manager

Revenue Operations

• Contracting and Bundling for Customer Value
• Operationalize how Mimecast contracts and bundles products and plans
• Lead efforts to streamline how Mimecast licenses new customers
• Partner with Product to shape bundling strategies that drive revenue, customer value, and retention
• Simplify quotes and contracts through standardized structures
• Own the design and implementation of updated pricing and billing models
• Partner with Product to improve contract and bundle structures
• Work with Deal Desk to operationalize promotions
• Own go-to-market readiness for new product introductions
• Align quoting processes with reporting
• Develop and maintain clear licensing and renewal playbooks
• Serve as the escalation point for non-standard or complex licensing and renewal scenarios

Senior Director, Revenue Operations

Technician

• Provide exceptional service when installing, troubleshooting, repairing, and maintaining commercial HVAC equipment, including: Boilers, Chillers, Commercial HVAC 1-25 tons, Commercial HVAC 25-80 tons, DOAS Equipment, Water Source Equipment, Commercial Refrigeration, Cooling Towers, VRF Equipment.

Commercial HVAC Technician

Account Executive

• This is a field-based sales role focused on quoted repairs, replacements, and small sized commercial projects involving plumbing systems.
• The position works directly with facility managers, maintenance supervisors, and ownership groups to identify system issues and recommend practical, cost-effective solutions.
• This role is suited for experienced plumbing trade professionals who understand commercial plumbing system performance and can confidently assess what solution(s) will solve the customer’s problem.

Commercial Plumbing Sales Consultant

• Responsible for performing residential HVAC maintenance and/or service at the master level.
• Perform installs, repairs and maintenance to a variety of equipment including: refrigeration, air conditioning, electric motors, heating units, heat pumps, compressors, furnaces, humidifiers.

Residential HVAC Service Technician

• Diagnose residential plumbing issues/problems, which will include anything from faucets to drain clogs or conventional style water heaters and tank-less style as well.
• Execute repairs as well as replacements of anything that has to do with the plumbing in any given residence.
• Work inside and outside of customers' homes and maintain direct communication with them.

Residential Plumbing Service Technician

• 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.

Channel Account Manager – Strategic

Product Manager

• Own the SBM upsell and cross-sell motion into the existing Mimecast customer base, including positioning, sales enablement, and adoption tracking
• Support channel go-to-market efforts for SBM, ensuring product positioning and enablement materials are aligned for partner-led sales
• Own SBM feature adoption, driving usage of key capabilities across the eligible customer base
• Define cross-sell signals and product-qualified lead criteria that feed into the sales pipeline
• Partner with product marketing and sales engineering on competitive enablement, go-to-market readiness, and launch coordination for SBM releases
• Build and maintain a structured process for tracking at-risk accounts across SBM and HRCC, partnering with CS and Support to drive early intervention
• Identify systemic patterns in customer escalations and churn drivers, and translate them into prioritized product investments and roadmap recommendations
• Own the escalation triage process from a PM perspective, ensuring high-priority customer issues are routed to the right PM and resolution plans are communicated
• Own the HRCC post-sale adoption lifecycle, focused on improving customer activation, engagement, and time-to-value
• Drive integration adoption programs in partnership with the Integrations PM and customer success
• Identify and resolve onboarding friction points that prevent customers from realizing HRCC value
• Track adoption metrics for new HRCC capabilities and feed findings back into product prioritization
• Define and maintain the adoption and retention metrics framework across SBM and HRCC
• Produce regular adoption and retention reporting for PM leadership and executive stakeholders
• Partner with data and engineering teams to instrument product usage tracking where gaps exist.

Principal Product Manager

Analyst

• Provide excellent customer service to employees and managers.
• Responsible for performing configuration changes, system setup, and security changes in Workday.
• Continuously drive system engagement.
• Collaborate directly with internal customers to research, troubleshoot, resolve and track issues in a timely and creative manner.
• Maintain technical knowledge of and stay informed of current system requirements for all HRIS modules and actively participate in design, implementation and support.
• Perform analysis of existing business processes and system design to identify, evaluate, and propose solutions in response to inefficiencies, business issues, and challenges.
• Execute daily maintenance activities and tasks including but not limited to role assignments, security and data audits, organization changes, process tasks, etc.
• Provide expertise on third-party interface requirements.
• Develop and deliver custom reports, dashboards and ad hoc reporting requests.
• Assist with the compilation of monthly metrics.
• Engage in Workday Community in order to stay informed of upcoming new features and enhancements and provide recommendations to leadership.
• Develop, maintain and execute test scripts and participate in all facets of testing.
• Provide ongoing HRIS training for end-users.
• Develop and maintain system and training documentation and content.
• Handle stress and job demands.
• Work cooperatively with others.
• Special projects and other duties as assigned.