Channel Account Manager

Who you are

• Ideally 2+ years technology sales and channel sales experience sufficient to manage partner relationships, build go-to-market plans and forecast opportunities in collaboration with direct sales teams
• Experience managing partner and/or MSP relationships, with an understanding of the regional MSP landscape and its competitors
• The ability to recruit and develop MSP partners and build go-to-market plans with them
• Experience qualifying opportunities, managing deal cycles and forecasting
• Experience selling cloud solutions, particularly Software-as-a-Service (SaaS)
• A good understanding of email network infrastructure and related services
• Strong verbal and written communication, presentation and negotiation skills
• Strong organizational, time management and program management skills
• The ability to build working relationships across functions and seniority levels, and to work effectively in a fast-paced environment where priorities may be ambiguous
• A customer-focused, collaborative approach and accountability for results
• A bachelor's degree in a technical, business or related field is preferred

What the job involves

• Join Mimecast's Channel Sales Organization as a Channel Account Manager focused on Managed Service Provider (MSP) relationships
• You'll manage partner relationships, build go-to-market plans and coordinate sales, marketing and technical enablement to support the team's strategic business goals
• You'll report to the Manager, Channel Sales, work closely with Mimecast's quota-carrying account executives and partner with the Senior Manager to align the MSP strategy in your region
• Manage relationships with a set of MSPs and hold partners and internal stakeholders accountable to agreed goals
• Build go-to-market business plans with focus MSPs, including marketing plans and budget management
• Align partner activity with Mimecast's sales organization through targeted demand generation and collaboration with account executives and sales leadership
• Drive MSP enablement plans across sales, marketing and technical tracks
• Build executive alignment with MSP stakeholders
• Accurately forecast MSP opportunities in collaboration with the direct sales teams
• Coordinate with sales engineering, product marketing, sales, marketing, operations and legal to support the MSP partner experience