Partner Value Manager

About the role

The Partner Value Manager role focuses on driving engagement, adoption, and value across a named book of Managed Service Provider (MSP) partners. This role works one layer up from Customer Value Management, enabling MSP partners to adopt, deploy, and champion Mimecast across many of their own clients, at scale.

Responsibilities

• Own engagement, adoption, utilization, onboarding, and time-to-value across your assigned MSP base, guiding newly signed partners from agreement to their first live end customer and helping them realize ROI quickly.
• Optimize MSP workflows across the multi-tenant console, automation, ticketing integrations, and related tools so partners can provision, manage, and support end customers efficiently at scale.
• Advance each partner’s adoption across Mimecast’s product suite — including Email Threat Protection, Human Risk Management (HRM), Insider Risk (Code42), and DMARC Analyzer — and build repeatable playbooks they can scale across clients.
• Own the technical and value health score for each partner, tracking adoption depth, feature utilization, deployment completeness, and satisfaction signals to identify risks and opportunities early.
• Quantify and communicate proof of value across each partner’s client base, using adoption metrics, threat-block summaries, and deployment health to connect product usage with security and business outcomes.
• Prepare and lead partner reviews and Quarterly Business Reviews (QBRs) for operational and executive stakeholders, aligning on outcomes, wins, next actions, and follow-up accountability.
• Build multi-threaded relationships from technical and operational contacts through to partner executives, translating complex security architecture into credible, business-level value conversations.
• Enable MSP growth by helping partners develop repeatable delivery motions, package Mimecast into their service offerings, train and certify frontline technicians, and build advocacy through references, case studies, peer influence, and event participation such as Elevate.
• Partner with Channel, Sales, and Renewals to support on-time renewals, gross and net revenue retention, churn mitigation, and expansion; use portfolio data, health signals, and AI-guided insights to prioritize actions and provide clear, data-driven value justification.

Requirements

Demonstrated success independently managing a named portfolio of partner, channel, or customer relationships, with the judgment and autonomy to drive engagement, adoption, and measurable value; experience supporting MSPs, MSSPs, or other IT service providers in a security-focused SaaS organization is preferred.

Working knowledge of email security architectures, including Secure Email Gateways, Microsoft 365 Defender, DMARC/DKIM/SPF, email routing, and hybrid mail flow.

Familiarity with identity and access management concepts such as Okta, Azure AD, and SSO/SAML, as well as how email security integrates into SOC and SIEM/SOAR workflows.

Experience building relationships across technical and operational contacts, commercial leads, and partner executives such as owners, MDs/CEOs, and practice leads.

The ability to translate complex security architecture into business-level, value-focused conversations for executive audiences without losing technical credibility.

Experience working alongside Channel / Partner Account Managers and Renewals in a named-book model, with a clear delineation between technical/value ownership and commercial ownership.

Familiarity with MSP business models, including recurring revenue, multi-tenant billing, service-desk operations, and MSP / PSA and ITSM tooling such as ConnectWise and Kaseya.

The ability to collaborate and plan strategically with Channel and Renewals to support gross retention, net revenue retention, and expansion outcomes.

Demonstrable, practical AI expertise, with a track record of using AI tools to analyze portfolio data, surface risk and expansion signals, and automate repetitive work.

Excellent verbal and written communication skills across technical and executive audiences, with the ability to influence without authority through clear communication, strategic planning, and data-driven analysis.

Demonstrated practice of incorporating partner feedback, seeking out technical learning opportunities, and proactively focusing on measurable outcomes.

Ability to travel up to 25%.

Direct experience with Mimecast, Proofpoint, Microsoft Defender for Office 365, or comparable email security or Human Risk Management platforms is preferred.

CompTIA Security+, CISSP (Associate or full), CEH, or vendor-specific certifications aligned with email or cloud security are preferred.

Familiarity with compliance frameworks relevant to Mimecast’s key verticals, including FINRA, HIPAA, FCA, GDPR, ISO 27001, and SOC 2.

Qualifications

The base salary range for this position is $84,000−$126,000 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.

Benefits

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.

Schedule

This role has a hybrid schedule of 2 days in office based in Lexington, MA.