Channel 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

This is a unique opportunity for a channel-first sales account manger to shape and execute Mimecast's partner strategy across ASEAN and Greater Asia - including Singapore, Indonesia, Malaysia, Thailand, Vietnam, the Philippines, Hong Kong, Taiwan, and South Korea. You will build a high-performing partner ecosystem through Distributors, Resellers, and MSPs, while owning geographic expansion into new markets across the region.

The role suits a team player who is passionate about driving channel performance while building a local team over time. Strong execution skills are essential, alongside strategic thinking, personal accountability, and the ability to unlock revenue through a deeply engaged partner community. This role is ideal for candidates who want to do something genuinely different in an award-winning technology company with ambitious growth plans.

What You'll Do

Build, gain approval for, and execute a comprehensive Channel Business Plan for ASEAN and Greater Asia, aligned to the broader business strategy

Lead geo-expansion into new markets including Hong Kong, Taiwan, and South Korea - identifying the right Distributor and partner model for each market

Develop detailed business plans with key Distributors, Resellers, and MSPs, and execute effectively against agreed targets and milestones

Drive Partner Generated pipeline and revenue, ensuring partners actively source and close net-new and expansion opportunities

Achieve and exceed pipeline targets, PG ARR goals, renewal rates, and KPIs on a monthly, quarterly, and annual basis

Develop and execute a Partner Recruitment strategy that identifies, onboards, and activates new Resellers and MSPs

Work with Distribution partners to build regional scale

Own the partner business plan process, including quarterly business reviews and executive-level engagement

Collaborate with Mimecast Sales teams and partner counterparts to facilitate new opportunity generation and co-selling motions

Work with Regional Marketing to develop joint campaigns that generate pipeline and reinforce Mimecast's market position

Build a partner enablement strategy across sales and technical disciplines, enabling partners to take Mimecast solutions to market independently

Drive adoption of Mimecast solutions within key MSSP offerings

Proactively manage Mimecast's Channel Program, ensuring partner compliance, engagement, and satisfaction

Monitor and report on all channel activities, providing management information and insights to leadership

What You'll Need

Extensive experience in IT channel and partner management, ideally within a SaaS or cybersecurity environment

Proven track record of driving Partner Generated revenue across Distributors, Resellers, and MSPs

Demonstrated experience managing geo-expansion across ASEAN and Greater Asia

Established relationships across the regional partner ecosystem with a proven ability to generate incremental revenue

Experience across both direct and indirect sales models

Natural forward planner who critically assesses their own performance and takes personal responsibility for results

Instinctive problem solver with a practical, commercial approach to complex challenges

Results-oriented with a strong commercial mindset and resilience to thrive in a dynamic environment

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

Experience in a SaaS company is beneficial

Qualifications

Degree-level education or equivalent professional experience

Fluency in English required; additional regional language skills are a strong advantage

The on-target earnings (OTE) range for this position is s$280k s$320k SGD (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 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.