Channel Account Manager – Strategic

Mimecast

Strategic Channel Account Manager managing 1-3 national partners for Mimecast's cybersecurity solutions. Focusing on growing partner-generated pipeline, revenue, and customer retention.

Posted 6/18/2026full-timeRemote • Connecticut, Massachusetts, New Jersey, New York, Rhode Island • 🇺🇸 United StatesMid-LevelSenior💰 $200,000 - $300,000 per yearWebsite

ATS Keywords

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Hard Skills

channel business plan developmentpartner managementpipeline generationrevenue accountabilityperformance monitoringbusiness strategy executionpartner enablement strategysales model executioncybersecurity knowledgeSaaS understanding

Soft Skills

strong communicationinfluencing skillsexecutive relationship buildingpresentation skillsdiscipline in executionstrategic planningaccountabilityanalytical skillsleadershipcollaboration

Tools & Technologies

Mimecast solutionssales toolsperformance management tools

Industry Keywords

channel partnershipsalliance partnershipsrevenue driversROIcorporate buying processesQBRsengagement activities

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Benefits provided in accordance with company policy and local regulations