Reseller Channel Account Manager - Territory (Northeast)

About the role

Mimecast is seeking a results-driven Channel Account Manager to lead the reseller strategy across an assigned territory. This role involves managing a portfolio of partners, driving pipeline and revenue growth, and fostering strong client relationships.

Responsibilities

• Drive partner-generated pipeline and revenue across net-new and expansion opportunities.
• Build and manage relationships with partners, including executive engagement with top-tier accounts.
• Own and grow the partner ecosystem pipeline across a segmented portfolio.
• Deliver against ARR targets, renewal rates, KPIs, and partner performance goals.
• Forecast channel activity and provide performance insights and reporting to leadership.
• Recruit, onboard, and activate new partners while scaling engagement across the broader portfolio.
• Stay ahead of cybersecurity trends and translate insights into partner strategies and positioning.
• Collaborate cross-functionally to align sales, marketing, and partner initiatives.

Requirements

Expertise managing a portfolio of channel partners with full commercial accountability, consultative selling skills, solid understanding of cybersecurity, SaaS, and the broader technology landscape, proven success executing partner business plans and driving measurable revenue outcomes, technical proficiency, IT procurement insight, and willingness to travel for partner meetings, events, and engagement.

Qualifications

Proven track record in cybersecurity, SaaS, and technology sales, comfortable using sales and reporting tools to manage pipeline and partner performance, understanding of revenue drivers, ROI, and corporate buying processes, and ideally based within the assigned territory to support partner coverage and engagement (Northeast).

Skills

Channel Sales Experience, Consultative Selling, Market Awareness, Technical Proficiency, IT Procurement Insight.

Benefits

Comprehensive benefits package, including health insurance, retirement plans, and paid time off.

Pay

The on-target earnings (OTE) range for this position is $112,000 – $168,000 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.

Schedule

Full-time position with occasional travel required.