Overview
We're seeking a Cloud Partner Manager to lead the growth and management of our regional business through hyperscaler marketplaces. Reporting to the Senior Director of Cloud Partnerships, you'll play a pivotal role in scaling marketplace revenue, expanding our reach through cloud ecosystems, and driving new business, renewals, and expansion opportunities. This is a strategic, hands-on role for someone who can build strong relationships across cloud providers, reseller partners, and the broader partner ecosystem while collaborating with Sales, Marketing, Product, and Customer Success to deliver seamless execution and measurable results.
What You'll Do
- Own the regional ARR target through AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, driving new business, renewals, and expansion
- Build, gain approval for, and execute the regional Cloud Partner Business Plan aligned with broader ARR goals
- Optimize Mimecast's marketplace listings to support seamless onboarding, transactions, and customer adoption
- Build relationships with sales, partner, and customer success stakeholders at AWS, Microsoft, and Google Cloud to generate co-sell pipeline and measurable business outcomes
- Drive new-logo acquisition across target verticals and close high-value opportunities through hyperscaler co-sell programs, private offers, and CPPO/MPPO motions
- Engage reseller partners and distributors to align hyperscaler strategies and deliver joint go-to-market initiatives, including independent marketplace pipeline
- Enable sellers to engage hyperscalers effectively through office hours, deal clinics, training, and practical tools that embed co-sell motions into standard deal processes
- Represent Mimecast at hyperscaler trade shows and events to build pipeline, brand awareness, and stakeholder relationships
- Report on marketplace and partner performance, surface headwinds, and recommend actions to leadership through QBRs and ongoing reviews
What You'll Bring
- Demonstrated success delivering significant revenue growth through AWS Marketplace, Microsoft Azure Marketplace, and/or Google Cloud Marketplace
- Proficiency developed through managing cloud partnerships, cloud alliances, or SaaS sales and partnerships, ideally within cybersecurity
- Experience managing strategic partners or alliances and building and executing business plans with clear KPIs and performance accountability
- Strong understanding of hyperscaler ecosystems, marketplace dynamics, private offers—including CPPO/MPPO—and co-sell platforms such as AWS ACE, Microsoft Partner Center, and Google Partner Advantage
- Experience managing renewals and driving recurring revenue streams
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