Channel Account Manager

Sydney or Melbourne

Hybrid working environment

Mimecast is on the lookout for it's next superstar Channel Sales Executive.

This role is critical to Mimecast's overall revenue growth in the Commercial and SMB customer segments.

Mimecast's primary 'route to market" to these segments is via our channel. This role is critical to influencing those partners that are important to customer's buying decisions in these segments. The role needs to influence the sales teams within key partners to ensure that they understand why and how to position Mimecast to prospects, and therefore create incremental revenue opportunities for Mimecast.

Specific success metrics related to this role are:
- Growth in overall revenue in SMB segment via engagement with key partners- Growth in pipeline for Mimecast within our core segments through your engagement with assigned partners

Key Responsibilities:
- For strategic partners that have a PAM assigned, be a key contributor to the execution of the joint business plan. "Own" the sales relationship with key partners, including the ongoing relationship with the sales reps within the partner.- For partners without a PAM assigned, "own" the overall plan with that partner to drive growth for both companies with support from internal teams- Execute effective account mapping exercises with partner's sales teams, that identifies appropriate joint opportunities. Incorporate this into territory plan- Build and execute "one to many" campaigns that delivers pipeline and revenue, with support from marketing teams- Build and execute a consistent and impactful sales enablement plan with assigned partners- If appropriate, and only when necessary, engage with end-users to assist closure of revenue opportunities- Be able to articulate the Mimecast value proposition to the partners sales teams- Be an expert in Mimecast channel programs and what they mean for partner sales teams- Be able to accurately forecast monthly the revenue expected from specific partners- Understand partners business intimately and be able to articulate their specific value proposition back into Mimecast sales teams, to drive improved sales engagement- Be a change agent and leader internally with the Mimecast salesforce around how and why to engage with partners- Work with operational teams to ensure Mimecast becomes easier to do business with for partners, therefore increasing their commitment to growth with us- Effectively manage pipeline and keep opportunity data up to date on SFDC

What you'll bring:
- Must "philosophically" agree with partners being the most appropriate route to market in these segments- Deep understanding of channel, and specifically what motivates sales reps within them- Outcomes focused individual with a growth mindset- Must have a "big picture" mindset as it aligns to assigned partners and territory- Ability to influence others is critical, both internally and externally- Ability to drive change is critical, both internal and externally- Experience of closing business with partners, where they have taken advantage of the partner "leverage" in the account/deal to close the business- Experience in driving "1 to many" pipeline generation campaigns with partners

What's in it for you?

This is a great opportunity to make your mark in a high performing and supportive sales team, whilst working for a leading Cyber Security Company.

Some perks of working for Mimecast:
- Free leave days between Christmas and New Years- Flexible working arrangements supporting work-life balance (1-2 days in office)- Paid Parental Leave Program- Employee Assist Support- Health Insurance reimbursement- Corporate Social Responsibility (CSR) program that supports global and local initiatives via fundraising, volunteering and community engagement, with 5 paid volunteer days per year & donation matching

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.

DEI Statement

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.