Channel Account Manager

About Mimecast

Mimecast is a globally recognized leader in human risk management, dedicated to protecting organizations from evolving cyber threats to their people, data, and reputation. Serving over 40,000 customers worldwide, Mimecast offers a platform tailored to combat modern security challenges and is a trusted name in cybersecurity for companies large and small.

Role Overview

Located in Sydney, this role is a pivotal part of Mimecast's Australia and New Zealand go-to-market strategy. The position focuses on nurturing strategic partnerships within the channel, especially targeting enterprise accounts, to drive meaningful outcomes and revenue growth. The ANZ Channel team values close collaboration, genuine partner relationships, and collective success, fostering a culture where individual efforts contribute to wider regional impact.

Key Responsibilities

• Manage a portfolio of strategic channel partners, driving partner-originated pipeline and new business revenue for Mimecast's Human Risk Management platform.
• Develop a detailed Channel Territory Plan aligned with pipeline and revenue goals.
• Build and maintain executive-level relationships with partner leadership including CEOs, VPs, and Practice Leads.
• Collaborate internally across sales, technical, and leadership teams to support pipeline growth and campaign execution.
• Plan and implement joint go-to-market campaigns with partners to generate qualified sales opportunities.
• Drive upselling efforts within existing end-user accounts managed by partners to expand wallet share.
• Manage partner operations efficiently—handling contracts, escalations, and administrative tasks.
• Maintain accurate forecasting and pipeline reporting to aid strategic planning.
• Engage with technology alliances (e.g., Netskope) to seek joint prospecting and new business possibilities.
• Ensure positive customer experiences through partners while meeting sales objectives.

First 90 Days Focus

• Integrate deeply with partner portfolio to understand their business models, motivations, and growth plans.
• Establish strong internal relationships with relevant stakeholders.
• Identify early pipeline opportunities and begin planning joint campaigns.

Performance Metrics

• Partner-driven new business pipeline and revenue measured monthly, quarterly, and annually.
• Effectiveness of joint pipeline development with key partners.
• Quality and depth of executive relationships within partners.
• Execution of collaborative campaigns and resultant pipeline growth.
• Success in upselling within existing accounts managed by partners.

Candidate Profile

• Experience working with global systems integrators such as DXC, Accenture, Deloitte Cyber, KPMG is highly advantageous.
• Proven success engaging and selling through various channel partners including GSIs, MSPs, SIs, resellers, and cyber-specialized firms.
• Demonstrated ability to build partner-led pipelines and collaborate on go-to-market initiatives.
• Strong commercial insight with an understanding of partner profitability and business drivers.
• Background in IT, SaaS, or cybersecurity sales, understanding customer buying behavior and partner selling models.
• Skilled in managing and influencing senior internal and external stakeholders.
• Results-driven with data-oriented management of territory as a business, showing accountability for outcomes.

Personal Attributes

• Proactive and inquisitive; does not wait passively for pipeline, but actively seeks opportunities.
• Capable of building trust quickly and maintaining it through consistent follow-through.
• A collaborative team player who elevates colleagues.
• Approaches challenges with a growth mindset and maintains a positive, energetic attitude.
• Thrives working independently in a fast-paced, dynamic environment.

Qualifications

Tertiary education is preferred but not mandatory; candidates are valued for capability and proven achievements over formal credentials.

Compensation

The on-target earnings (OTE) for this role range between $250,000 and $330,000 annually, structured as a 60/40 split with additional benefits. Compensation is determined by role, experience, skills, and location, and may include incentive programs per company policy and local regulations.

Diversity and Equal Opportunity

Mimecast is committed to fostering an inclusive and diverse workplace, welcoming applicants of all backgrounds and identities. Employment offers are contingent upon successful background checks in compliance with local laws. The company prohibits any pre-employment lie detector tests where unlawful.