Distribution Account Manager

About Mimecast 

At Mimecast, our people are our greatest asset. We are driven by a shared commitment to excellence, a deep care for our customers, and a culture that celebrates winning together. Our teams bring high levels of self-motivation, take personal accountability for their actions, and instinctively find practical solutions to complex challenges. We take pride in delivering top-class customer service — because at Mimecast, we strive to win, and we celebrate our success together. 

The Opportunity 

A unique opportunity for a results-driven Channel professional to own and scale Mimecast’s Australia & NZ distribution strategy. This role suits a highly ambitious, self-starting professional who treats distribution as a strategic lever, is personable, quick to learn, and articulate, with a strong attention to detail. You will build joint business plans with the distributor, drive enablement at scale, and take full ownership of the distributor’s relationship and performance. Mimecast is a 100% channel-focused organization, and this role is central to how Mimecast partners are recruited, trained, and grown at scale. Ideal for candidates who want to do something genuinely different in an award-winning cybersecurity company with ambitious growth plans. 

What You'll Do

• Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy with assigned Distribution Partner(s). 

• Build and own a Go-To-Market business plan with assigned distributor partners to support, train, and grow Mimecast partners. 

• Handson and engaged to deliver pipeline & revenue through distribution managed partners  

• Align the sales organization through targeted demand-generation and partner-alignment activities 

• Drive enablement activities at both the sales and technical level to and through the distribution partner, ensuring the right resources are in place to support partner growth and contribution. 

• Build and maintain functional alignment with distributor stakeholders, from the C-suite to commercial leaders and technical teams. 

• Generate demand and accurately forecast partner-sourced opportunities in conjunction with the channel and sales teams. 

• Build and manage a marketing plan and related budget for distributor-based activities, including co-marketing and demand-generation investment. 

• Coordinate and collaborate with cross-functional teams — including the technical team, product marketing, sales, marketing, operations, and legal — to deliver a world-class experience for distributor and its partners. 

• Monitor and report weekly on distribution channel performance, providing insights and recommendations to leadership. 

Core Competencies 

The following competencies reflect what great looks like in this role at Mimecast: 

• Distributor Relationship Management — Builds genuine, lasting trust with distributor stakeholders across commercial, marketing, and technical functions, and consistently converts those relationships into partner growth and pipeline. 

• Go-to-Market Planning & Execution — Builds and executes joint business plans with the distributor that translate into measurable partner recruitment, enablement, and revenue outcomes 

• Partner Enablement — Drives sales and technical enablement at scale through the distributor, equipping partners with the tools and training to sell and support Mimecast confidently 

• Cross-Functional Collaboration — Works effectively across Sales, Marketing, SE, Operations, and Legal to align internal resources behind the distribution relationship 

• Forecasting & Pipeline Accuracy — Provides accurate, disciplined forecasting of partner-sourced, targeted technologies, and retention-based opportunities in conjunction with the sales organization 

• Executive Communication & Influence — Adapts communication style to any audience, from distributors commercial teams to senior stakeholders, and drives alignment without direct authority 

• Marketing & Budget Management — Builds and manages marketing plans and budgets for distributor activities that deliver a clear return on investment 

• Channel Business Acumen — Understands the economics of a distribution business and the broader partner landscape, and uses that knowledge to structure programs that create value for both sides 

• Conflict Resolution & Problem Solving — Stays composed under pressure, navigates ambiguity, and finds practical solutions that protect the relationship and move the business forward 

• Technical & Product Expertise — Maintains a working knowledge of Mimecast's platform and the competitive landscape sufficient to support partner and distributor conversations credibly 

What You'll Need

• 8+ years of technology sales experience, including exposure to Partner Distribution and Public Sector markets 

• Proven experience managing distribution and partner relationships, ideally with a major IT distributor 

• Strong understanding of the partner landscape and how distributors support, train, and grow a channel partner base 

• Solid grasp of opportunity qualification, deal-cycle management, and forecasting 

• Knowledge of the competitive landscape within cybersecurity and email security 

• Ability to work within a fast-paced, often ambiguous environment 

• Comfortable interfacing at all levels and maintaining strong working relationships across cross-functional teams 

• Strong understanding of Sell-IN, Sell-Through, & Sell-Out Motions; Distribution Financing, Vendor Rebate programs, MDF, Business Planning, Partner recruitment, Enablement, and Distribution-led Demand Generation. 

• Solid business acumen and capacity to drive business performance within Mimecast and the distribution partner. 

• Analytical Skills – including ability to translate POS, pipeline, renewal, and consumption data into actionable business plans; Advanced Excel & AI Skills, CRM Proficiency; experience with Tableau (desirable). 

• Understanding of traditional resell business, as well as strong understanding Managed Service Provider or Marketplace models.  

• Genuine team player who drives accountability and brings energy to everything they do 

Qualifications 

• 8+ years' experience in a channel or partner management role with a minimum of 5+ years distribution account management experience supporting distributors with annual revenues exceeding $2B. 

• Experience within Cybersecurity. SaaS, Cloud Infrastructure, and Enterprise Software. 

• Demonstrated history of exceeding annual revenue and partner growth objectives. 

• Experience working in highly matrixed sales environments. 

The on-target earnings (OTE) range for this position is $250k−$330k (OTE) 60/40 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.