Distribution Account Manager

About Mimecast: We disrupt cybercriminal activity by protecting the work people build. Our team thinks fast, goes big, and demands excellence while fostering a respectful, inclusive community where everyone contributes.

About the role

This hybrid role based in Lexington, MA is ideal for a highly ambitious, self-starting professional who views distribution as a strategic lever. You’ll build joint business plans with assigned distributor partners, drive enablement at scale, and own distributor relationships and performance within a 100% channel-focused organization.

Responsibilities

• Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy for assigned distributor partners.
• Build and own joint business plans that support, train, recruit, and grow Mimecast partners across distributor networks.
• Align the sales organization through targeted demand-generation and partner-alignment activities.
• Drive sales and technical enablement through distributor partners, ensuring resources are in place to support partner growth and contribution.
• Build trusted relationships with distributor stakeholders, from C-suite and commercial leaders to marketing and technical teams.
• Generate demand and accurately forecast partner-sourced, targeted-technology, and retention-based opportunities in partnership with channel and sales teams.
• Build and manage distributor marketing plans and budgets, including co-marketing, MDF, and demand-generation investments that deliver clear ROI.
• Collaborate across Sales, Sales Engineering, Product Marketing, Marketing, Operations, and Legal to deliver a world-class experience for distributors and their partners.
• Monitor and report weekly on distribution-channel performance, translating POS, pipeline, renewal, and consumption data into insights and recommended actions.
• Navigate ambiguity and resolve challenges with practical solutions that protect distributor relationships and move the business forward.

Requirements

• Deep technology sales and channel-management expertise, with substantial experience owning distribution accounts and supporting major IT distributors with annual revenues exceeding $2B.
• Experience across partner distribution and Public Sector markets, with a demonstrated history of exceeding annual revenue and partner-growth objectives.
• Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software, plus working knowledge of the cybersecurity and email-security competitive landscape.
• Strong understanding of the partner ecosystem and how distributors recruit, support, train, enable, and grow a channel partner base.
• Strong command of sell-in, sell-through, and sell-out motions; distribution financing; vendor rebate programs; MDF; business planning; partner recruitment; enablement; and distribution-led demand generation.
• Sound knowledge of opportunity qualification, deal-cycle management, pipeline development, and disciplined forecasting.
• Business acumen to understand distribution economics and structure programs that create value for Mimecast, distributors, and partners.
• Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans, supported by advanced Excel and AI skills and CRM proficiency; Tableau experience is desirable.
• Understanding of traditional resale businesses as well as Managed Service Provider and marketplace models.
• Executive-level communication and influencing skills, with the ability to build alignment across highly matrixed organizations without direct authority.
• Ability to operate effectively in a fast-paced, ambiguous environment while remaining composed, accountable, practical, and detail-oriented.
• Collaborative, energetic approach and the ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams.

Pay

The US on-target earnings (OTE) range for this position is $152,000–$228,000 plus benefits. This range reflects the minimum and maximum target for new hire earnings and may include other related benefits.

Benefits

This position may be eligible for additional related benefits.