Channel Account Manager

About the company

Mimecast is a worldwide cybersecurity company focused on human risk management. Its solutions help organisations safeguard employees, information, and brand reputation against constantly changing cyber threats. Serving more than 40,000 customers globally, the company has built a platform designed for today’s threat landscape.

Role overview

This position is part of Mimecast’s ANZ go-to-market effort and is based in Melbourne. It is a strategic partner-facing sales role centred on enterprise customers and channel ecosystems. You will own a group of priority partners and work to grow partner-led pipeline and new business revenue for Mimecast’s Human Risk Management platform.

What the ANZ channel team stands for

The ANZ channel group is built around collaboration, trust, and shared outcomes across Australia and New Zealand. Team members work closely, support one another, and take accountability for results that create value for customers, partners, and Mimecast. This is more than territory management; it is a chance to influence how the business goes to market in the region.

Key outcomes in the first 90 days

• Become fully familiar with your partner portfolio, including each partner’s operating model, priorities, and growth goals.
• Create a channel territory plan that aligns with pipeline and revenue objectives.
• Build effective working relationships across sales, technical, and leadership teams.
• Spot early opportunities in the pipeline and begin planning joint go-to-market campaigns with key partners.

How success will be measured after the first quarter

• Partner-sourced new business pipeline and revenue performance on a monthly, quarterly, and annual basis.
• Joint pipeline created with priority partners.
• High-quality business planning with a strong focus on outcomes.
• Depth and strength of executive relationships across the partner network.
• Execution of joint campaigns and related pipeline activity.
• Upsell results within existing end-user accounts managed through partners.

Core responsibilities

You will be responsible for partner-driven growth, strategic relationship management, and territory execution.

Partner revenue and pipeline

• Own partner-generated new business, existing account performance, pipeline, and revenue goals.
• Work with a targeted set of Mimecast partners to win new enterprise customers.
• Plan and run joint go-to-market campaigns that create qualified opportunities with named partners.
• Support upsell initiatives that expand wallet share in partner-managed accounts.

Strategic partner management

• Maintain executive relationships with CEOs, Managing Directors, VP Sales leaders, and practice heads across the partner base.
• Serve as a trusted commercial advisor who helps partners position Mimecast’s value proposition clearly.
• Work with technology alliance partners, such as Netskope, to identify shared prospecting and growth opportunities.
• Improve customer experience through partner channels while meeting sales targets.
• Coordinate across multiple partner practices and business units.

Territory and cross-functional execution

• Design and deliver proactive channel plans to meet growth objectives.
• Partner with sales, technical, inside sales, and leadership teams to influence pipeline and customer results.
• Handle partner operations efficiently, including contracts, support escalations, and admin tasks.
• Keep forecasting and pipeline reporting accurate to support planning.

Experience and background

The company is open to a range of backgrounds and experience levels and encourages applications from people with strong potential and a growth mindset.

Ideal experience

• Prior work with Global Systems Integrators such as DXC, Accenture, Deloitte Cyber, or KPMG is preferred.
• Background in selling through channel partners, including GSIs, MSPs, SIs, resellers, or specialist cyber partners, in a revenue-generating role.
• Proven success in creating pipeline through partner-led campaigns and joint go-to-market activity.
• Strong commercial judgement, including an understanding of partner economics and business drivers.
• Experience in IT, SaaS, or cybersecurity sales, with knowledge of how customers buy and partners sell.
• Ability to influence and work with senior stakeholders both inside and outside the business.
• Comfort using data to manage a territory with accountability for outcomes.

Personal attributes

• Self-starting and proactive, with a strong bias for creating pipeline rather than waiting for it.
• Quick to build trust and consistent in follow-through.
• A collaborative team player who lifts the performance of those around them.
• Positive, energetic, and motivated by growth.
• Able to work independently and thrive in a fast-moving environment.

Qualifications

• A tertiary qualification is preferred, but it is not mandatory.

Compensation and benefits

The on-target earnings for this role are between $250k and $380k, plus benefits. This range reflects the minimum and maximum compensation for a new hire in the role. The position may also include incentive plans and additional benefits in line with company policy and local regulations. Final pay will depend on qualifications, experience, skills, role level, and location.

Inclusion and equal opportunity

Mimecast promotes a workplace built on inclusion and diversity. The company welcomes applicants from all backgrounds and is committed to equal opportunity and affirmative action. Hiring decisions are made without regard to race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic.

Background checks and legal notice

Because of customer obligations, any employment offer will depend on successful completion of applicable background checks in line with local law. The company also notes that it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.