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Channel Account Manager

Posted 19 Sep 2022
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Work experience
2 to 5 years
Full-time / part-time
Full-time
Job function
Degree level
Required language
English (Fluent)

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Overview

This is a hugely exciting opportunity to join the Channel Sales Organisation at Mimecast.

We are looking for an exceptional person to join the team as a Channel Account Manager to help support the UK business in pursuit of our strategic growth imperatives, with our largest partner account, and wider business goals. The role reports to the Regional Channel Director with a singular focus on a strategic and mature Mimecast partner who are a renowned solution provider and the UK’s leading voice within IT infrastructure, product, and services industry.

This successful candidate will be driven with a proven track record of success gained in security/SaaS centric sales/channel sales roles whilst operating in high performance sales environments. We are looking to candidates who are great team players, customer centric, accountable and who play to win with in-depth skills in partner planning and business development. The candidate will also be skilled in relationship building and effective relationship management at mid to senior levels of the partner organisation as well as within Mimecast.

Working in lockstep with the Mimecast sales teams, both new business and customer development, is the key ingredient to success therefore the successful candidate will be comfortable and focused on all aspects of the sales process especially account mapping, prospecting, pipeline build and management of partner pipeline through to close. Reporting on pipeline and pipeline performance will be a natural instinct.

Success at Mimecast and this well-established partner requires a team effort and there is a requirement to work effectively with key supporting functions and several key stakeholders in marketing, renewals and across several areas of customer operations. Experience in working cross functionally and at pace is therefore an important part of the successful candidate’s make-up.

Enabling the partner sales and technical teams is also a key ingredient and the successful candidate will have strong Partner facing enablement and development skills and will be very comfortable planning and delivering training to support new product launches and updates and will also have experience in building and driving marketing campaigns.

The candidate must be a highly ambitious, self-starting individual who understands that success is their responsibility. They will need to be personable, quick to learn, articulate, with a strong attention to detail. This role will require regular travel throughout the UK although we would request the applicant is based in and around Manchester or surrounding areas.

Responsibilities

  • Develop the strategic business development plan and execute effectively against that plan to hit lead generation and pipeline production targets across several customer segments and aligned to our strategic growth imperatives
  • Drive successful engagement between Mimecast and Partner sales teams to achieve quarterly and annual targets across both Customer Acquisition and Upsell ARR streams
  • Work with supporting Mimecast functions and the strategic partner stakeholders to execute initiatives, tactics and campaigns that drive new opportunity and pipeline generation in ss Corporate and Public Sector marketplaces
  • Coordinate and collaborate with cross-functional teams (including SE organization, product marketing, sales, marketing, operations and legal) to deliver a world class experience for the partner
  • Work as part of a virtual team to facilitate sales and technical training, marketing and business planning and execution
  • Work with the Channel Marketing team and the Partners aligned Marketing Leads to plan and execute the joint marketing plan
  • Co-ordinate executive level relationships and help with cadence and executive meeting planning
  • Be responsible for performance management, data analysis and quarterly business reviews – internally and externally for your managed partner
  • Achieve against a set of pre agreed sales targets and KPI’s on a monthly/quarterly/annual basis
  • Monitor and report on activities and provide relevant management information to support business performance reviews

KPI’s will include:

  • Approved Deal Registrations for new and upsell business
  • Quarterly Teaming Plans for specific customer segments
  • New business and upsell pipeline growth across all customer segments
  • Management of Mimecast incentive programs
  • Management and execution of Mimecast promotions
  • Marketing plans and initiatives developed and executed against
  • Running of partner sales days and call outs

Requirements:

  • Technology sales and channel sales experience with a focus on Software-as-a-Service (SaaS) solutions
  • Strong understanding of the UK Market and the competitive landscape
  • Extensive IT partner/vendor management experience in the UK with an understanding of Softcat as an organisation as a preferred requirement
  • Exceptional verbal and written communication skills
  • Degree level education (preferred but not required)
  • Experience of both direct and indirect sales roles
  • Understanding of opportunity qualification, supporting/running a deal cycle and forecasting
  • Ability to work within a fast-paced, matrixed environment
  • Interface at all levels of the Partner organisation maintaining strong working relationships across sales and supporting functional teams
  • Extremely strong organisational and time management skills
  • Willingness to go above and beyond to be successful
  • Flexibility to travel to client site and London office as required

Why Mimecast?

We’re fast thinking. We go big to reach our cyberattack-disrupting goals. And we do what we need to protect the world of business from getting important (and potentially compromising) data stolen. We never leave anyone behind. We deliver quickly – and outstandingly. We’re big on honesty because it makes us better. We’re empowered by our mission. And if cybercriminals have a good day, we work twice as hard to make the rest of their days a nightmare. That’s The Mimecast Way.

And the Mimecast way is also a hybrid-working way. We empower our people to balance their time between home and the office in a way that works best for them, their team, and our stakeholders.

Become a Mimecaster and put corporate data under your protection. Fill our teams with respect. And bring cybercrime-obstructing energy to your work. Be passionate. Be powerful. Be alive with purpose.

Mimecast is a cybersecurity provider that helps thousands of organizations worldwide make email safer, restore trust and bolster cyber resilience. Known for safeguarding customers against dangerous email, Mimecast’s expanded cloud suite enables organizations to implement a comprehensive cyber resilience strategy.

IT
London
1,700 employees