Channel Account Manager

Are you a channel professional who thrives on building strategic partnerships that drive impactful outcomes? If you love turning partner relationships into measurable growth and take pride in being the connector between great technology and the partners who bring it to market — we want to hear from you.

About Mimecast

Mimecast is a global leader in human risk management — helping organisations protect their people, data, and reputation from the ever-evolving landscape of cyber threats. With over 40,000 customers worldwide and a platform purpose-built for the modern threat environment, Mimecast has become a trusted name in cybersecurity for businesses of all sizes.

Based in Melbourne, this role sits at the heart of our ANZ go-to-market strategy.

ANZ Channel Team Mission

To foster a trusted, collaborative cybersecurity partnership network across Australia & New Zealand. By emphasising open dialogue and shared objectives, we create lasting value for our customers, our partners, and Mimecast — together.

The ANZ Channel team is a close-knit group of high performers who believe that the best results come from deep, genuine partner relationships. We operate with a one-team mindset — sharing wins, supporting each other, and holding ourselves accountable to outcomes that matter. You won't just manage a territory; you'll help shape how we go to market across the region.

What to Expect in the Role:

This is a strategic, partner-focused sales role aligned to our Enterprise customers and partners. You will own a portfolio of strategic channel partners, driving partner-generated pipeline and new business revenue for Mimecast's Human Risk Management platform. Success here means building relationships that translate into consistent, scalable revenue growth — not just for Mimecast, but for your partners too.

In your first 90 days, you can expect to:

• Get deeply embedded with your partner portfolio and understand each partner's business model, motivations, and growth ambitions.

• Develop a Channel Territory Plan aligned to pipeline and revenue targets.

• Build strong internal relationships across sales, technical, and leadership teams.

• Identify early pipeline opportunities and begin joint GTM campaign planning with key partners.

Beyond the first quarter, you will be measured on:

• Partner-generated new business pipeline and revenue — monthly, quarterly, and annually.

• Joint pipeline generated with your focus partners

• Strong business planning that is outcome focused

• Depth and quality of executive relationships across your partner portfolio.

• Joint campaign execution and pipeline generation activity.

• Upsell performance within existing end-user accounts managed by partners.

What You'll Do

Partner Revenue & Pipeline

• Own partner-generated new business and existing account KPIs, pipeline, and revenue targets.

• Work closely with a focused portfolio of Mimecast partners to drive new business acquisition within Enterprise customer segments.

• Build and execute joint GTM campaigns to generate qualified opportunities with named partners.

• Drive upsell campaigns with partners to grow wallet share within existing end-user accounts.

Strategic Partner Relationships

• Own executive-level relationships with CEO/MDs, VP Sales, and Practice Leads across your partner portfolio.

• Act as a trusted advisor and strategic resource — helping partners articulate and deliver the Mimecast value proposition.

• Collaborate with technology alliances (e.g. Netskope) to uncover joint prospecting and new business opportunities.

• Drive positive customer experiences through partners, whilst achieving sales targets.

• Collaborate across multiple practices & business units at partners

Territory & Cross-Functional Execution

• Develop and execute proactive Channel Plans to achieve growth targets.

• Work with cross-functional stakeholders — including sales, technical, inside sales, and leadership — to influence pipeline and customer outcomes.

• Manage partner operations efficiently, including contracts, support escalations, and administrative requirements.

• Maintain accurate forecasting and pipeline reporting to support business planning.

What You'll Do

We're looking for a broad range of backgrounds and experience levels. If you see yourself in most of the below, we encourage you to apply — we value potential and growth mindset as much as a precise checklist of credentials.

Experience & Skills

• Experience working with Global Systems Integrators, such as DXC, Accenture, Deloitte Cyber, KPMG, etc. is ideal

• Experience working with and through channel partners — GSIs, MSPs, SIs, resellers, or cyber-specialised partners — in a revenue-driving capacity.

• A track record of building pipeline through partner-led campaigns and joint go-to-market activity.

• Strong commercial acumen and an ability to understand partner profitability models and business motivations.

• Experience in IT, SaaS, or cybersecurity sales — you understand how customers buy and how partners sell.

• Proven ability to manage and influence senior stakeholders, both internally and externally.

• Data-driven and results-oriented — you manage your territory like a business and hold yourself accountable to outcomes.

About You

• You are proactive, curious, and never wait for pipeline to come to you.

• You build trust quickly and maintain it through consistency and follow-through.

• You are a natural collaborator who makes everyone around you better.

• You approach challenges with a growth mindset and bring a positive, energetic presence to your team.

• You are comfortable operating with autonomy and thrive in a fast-paced, dynamic environment.

Qualifications

• Tertiary qualification is preferred but absolutely not required — we hire for capability and track record.

The on-target earnings (OTE) range for this position is $250k−$380k (OTE) 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.