Mimecast
Senior Strategic CAM - Reseller
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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
A unique opportunity for a results-driven channel professional to shape and execute Mimecast’s national partner strategy. As a Senior Strategic CAM, you will manage 1–3 strategic partners at a national level, owning the performance of those relationships and holding each partner accountable to agreed business plans while driving the outcomes that matter: partner-generated pipeline, revenue growth, and long-term customer retention.
This role suits a results-oriented professional who manages with structure and purpose, builds relationships in service of commercial outcomes, and takes full accountability for the performance of their territory. It is ideal for candidates who want to do something genuinely different in an award-winning technology company with ambitious growth plans.
What You'll Do
- Build, gain approval for, and execute a Channel Business Plan aligned with the broader business strategy.
- Develop and manage business plans with key partners, including quarterly business reviews and executive engagement, holding partners accountable to agreed targets and milestones.
- Build executive-level relationships with partners and alliance organisations, focused on driving measurable business outcomes.
- Develop and execute a partner recruitment strategy that identifies, onboards, and activates new partners.
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs.
- Engage alliance partnerships to develop joint go-to-market and co-sell motions.
- Collaborate with Sales, Marketing, and other internal teams to facilitate opportunity generation, alignment, and effective support for partners.
- Build and execute a partner enablement strategy across sales and technical disciplines, equipping partners to represent Mimecast with confidence.
- Monitor and report on channel activities, providing performance insights and recommendations to leadership.
- Stay at the forefront of cybersecurity trends and industry innovation, translating insights into informed partner conversations and credible thought leadership while passionately advocating for Mimecast’s technology, vision, and market opportunity.
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What You'll Bring
- Demonstrated success managing channel or alliance partnerships with full commercial accountability and a track record of delivering measurable revenue outcomes.
- The proficiency, autonomy, and commercial judgement to manage strategic national partnerships, develop partner business plans, and hold stakeholders accountable to clear KPIs and milestones.
- Strong strategic planning and execution skills, with the discipline to follow through on commitments and manage performance honestly.
- Experience working across direct, indirect, and alliance sales models.
- Executive-level relationship management and communication skills, with the ability to influence technical teams, commercial stakeholders, and the C-suite without direct authority.
- Strong business and financial acumen, including an understanding of revenue, margin, ROI, and the commercial levers that create value for both Mimecast and its partners.
- A collaborative approach to working across Sales, Marketing, Product, and Support, aligning internal resources behind partner and customer needs.
- The composure and pragmatism to navigate conflict, solve complex problems, provide constructive feedback, and lead difficult performance conversations when results fall short.
- Working knowledge of technology solutions and the broader market landscape; SaaS or cybersecurity experience is beneficial.
- Fluency in the primary language of the region; additional language skills are a strong advantage.
- A resilient, results-oriented team player who takes personal accountability and brings energy to a fast-paced environment.
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The on-target earnings (OTE) range for this position is £140,000-£210,000(OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
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