Strategic Channel Account Manager - Distribution (NEUR/DACH)

We are looking for an exceptional person to join the team as a Strategic Channel Account Manager for our Distribution business. This role supports the DACH and NEUR business in pursuit of our strategic growth imperatives and wider business goals. The role reports directly to the DACH/NEUR Channel Director and focuses on managing and developing our recently launched DACH/NEUR Distribution Strategy.

Working across the DACH/North European region, you will be responsible for a strategic relationship that is highly visible throughout the Mimecast organization. To be successful in this role, you will be ambitious with the ability to develop relationships and supporters across all levels of the partner’s organisation.

Working to a clearly defined business development plan and in lockstep with Mimecast sales teams across new business and customer development is critical to success. Therefore, the successful candidate will be organised, results-focused and will have a detailed understanding of pipeline production tactics and strategies when working in a two-tier environment.

Enabling the partner’s sales and technical teams is a core requirement, and this role requires skills in the design, planning and delivery of an ongoing enablement program with the partner. This role will also have responsibility for design and delivery of the downstream partner enablement and activation program and will work closely with Mimecast Channel Marketing teams to create and execute through, and to, marketing initiatives with the Distributor.

This role is best suited to a competitive team player who understands the power of technology and the tremendous value that the technology channel community and its ecosystem delivers into the marketplace.

What You’ll Do

• Implement annual/quarterly business plans to drive growth and exceed targets
• Act as the primary contact for day-to-day operations between Mimecast and the Distribution Channel
• Define and execute go-to-market strategies with Exclusive Networks
• Build and manage business plans to recruit, enable, and activate downstream partners
• Drive targeted demand generation initiatives and align with the sales organisation
• Deliver ongoing enablement at Sales and SE levels across partner teams
• Forecast downstream partner opportunities in collaboration with sales
• Work cross-functionally with SEs, marketing, operations, legal, and others to deliver best-in-class experience
• Plan and execute joint campaigns with distributor vendor partners
• Develop and maintain strong relationships with senior stakeholders at First Distribution
• Manage MDF budgets and report on ROI from marketing and pipeline activities
• Lead quarterly and annual business reviews

Key Performance Indicators (KPIs)

• Approved deal registrations for new and upsell business
• Pipeline growth across distribution-managed partners
• Execution of Mimecast incentives and promotions
• Volume and effectiveness of co-branded marketing campaigns

What You’ll Bring

• 3+ years managing strategic customer or partner relationships in the DACH/NEUR market
• 5+ years of technology sales, ideally within security vendor channel environments
• Deep understanding of the security channel and competitive landscape
• Experience with both one- and two-tier go-to-market models
• Proven ability to operate in fast-paced, matrixed organisations
• Confidence engaging at all levels of partner organisations
• Excellent time management and organisational skills
• Experience with SaaS/cloud-based solutions
• Strong negotiation and program management skills

If you're ready to make a strategic impact in a fast-growing, high-performance environment — we’d love to hear from you. Apply now and help shape the future of Mimecast’s Distribution strategy across Europe.

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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.

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.