At a Glance
- Tasks: Manage reseller partners, driving revenue growth and building strong relationships.
- Company: Join Mimecast, a leader in cybersecurity with a collaborative culture.
- Benefits: Competitive salary, incentive plans, and a commitment to diversity.
- Other info: Inclusive workplace that values diverse backgrounds and perspectives.
- Why this job: Make a real impact in cybersecurity while developing your career.
- Qualifications: 2-4 years of experience managing channel partners and achieving commercial results.
The predicted salary is between 88000 - 132000 £ per year.
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.
Overview
As a Channel Account Manager - Reseller at Mimecast, you'll manage a portfolio of reseller partners within your territory, turning joint business plans into partner-generated pipeline, revenue growth and long-term customer retention. You'll take ownership of your portfolio's performance: building relationships that deliver commercial outcomes, helping partners go to market independently and keeping both sides accountable to agreed goals.
What You'll Do
- Build and execute a territory Channel Business Plan aligned to the broader channel strategy, with guidance from channel leadership.
- Develop business plans with assigned partners, agree targets and milestones, and lead quarterly business reviews to track progress and address gaps in performance.
- Build relationships with partner sales, marketing and operations teams that translate into measurable commercial outcomes.
- Identify, onboard and activate new partners in your territory in support of the Partner Recruitment strategy.
- Drive partner-generated pipeline and revenue across net-new and expansion opportunities, achieving and exceeding pipeline targets, Partner Generated ARR goals, renewal rates and KPIs.
- Collaborate with Sales, Marketing and other internal teams to generate opportunities and align resources behind partner needs.
- Deliver sales and technical enablement with Mimecast's Enablement and Sales Engineering teams, helping partners build the confidence and knowledge to go to market independently.
- Monitor and report on channel activity, sharing performance insights with your manager and channel leadership.
- Stay current on cybersecurity trends, the threat landscape and industry developments, using that knowledge to help partners understand Mimecast's solutions and the wider cybersecurity opportunity.
What You'll Bring
- 2-4+ years’ experience managing a portfolio of channel partners with accountability for commercial results, taking ownership of partner business plans and execution with guidance from channel leadership.
- A track record of developing and executing partner business plans with clear KPIs and measurable revenue outcomes.
- Confidence working across direct and indirect sales models.
- The ability to build trust at multiple levels of a partner organisation, present clearly to different audiences and influence without direct authority.
- A structured approach to planning and performance management, including setting expectations, following through on commitments and having direct conversations when results fall short.
- Commercial understanding of revenue, margin and return on investment, and the ability to use it in partner conversations.
- A collaborative, practical approach to solving problems and resolving conflict while protecting partner relationships.
- The ability to build a working knowledge of Mimecast's solutions and the broader technology landscape to support partners in pre-sales activities and customer conversations.
- SaaS or cybersecurity experience is beneficial.
The on-target earnings (OTE) range for this position is 88,000-132,000 (OTE) 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. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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. We particularly welcome applicants from traditionally underrepresented groups. We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
Summary
Location: Great Britain - London
Type: Full time
Channel Account Manager - Reseller in London employer: Mimecast
Mimecast is an exceptional employer that prioritises employee growth and well-being, offering a comprehensive benefits package and formal learning opportunities to support your career journey. With a hybrid working model that fosters collaboration while allowing for individual flexibility, you'll thrive in a culture that values innovation, communication, and teamwork. Join us in London, where you can make a meaningful impact in the cybersecurity space while being part of a diverse and inclusive community.
StudySmarter Expert Advice🤫
We think this is how you could land Channel Account Manager - Reseller in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Channel Account Manager - Reseller at Mimecast, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Mimecast. Tailor your message to explain why you’re drawn to them and how you can contribute as a Channel Account Manager - Reseller. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Channel Account Manager - Reseller in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Mimecast:When writing your cover letter, make sure to tailor your message specifically for Mimecast. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Mimecast
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Mimecast that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Mimecast that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Mimecast’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
