At Mimecast, we’re passionate about protecting the lifeblood of organizations-their communications. As a Senior Channel Account Manager, you’ll play a pivotal role in driving programmatic channel growth across the Nordic region by owning and scaling Mimecast’s channel strategy. You’ll be responsible for creating and executing strategic business plans, building strong partnerships, and driving measurable revenue outcomes. The Nordics represent one of the most sophisticated and security-aware markets in EMEA and we need a Senior CAM who can match that sophistication. If you believe partners are the most underleveraged growth lever in enterprise cybersecurity, this role was written for you.

What You’ll Do

Revenue Ownership and Pipeline Generation

• Architect joint business plans with each strategic Nordic partner that map directly to mutual ARR target, including quarterly pipeline commitments, co-sell motions, and demand generation.

• Drive partner-sourced and partner-influenced pipeline, qualifying opportunities jointly, and accelerating deal velocity through co-sell support across Mimecast’s product portfolio.

• Own the Nordic partner revenue number. Carry an individual quota of new business and expansion ARR and be accountable for partner-generated opportunities.

• Identify and prosecute cross-sell and upsell opportunities within the existing Mimecast installed base through partner-led motions, leveraging the expanded HRM platform portfolio (Incydr, Aware capabilities).

Partner Lifecycle Management

• Recruit and onboard high-potential new partners where analysis identifies untapped Nordic market coverage, vertical specialization (e.g., public sector, financial services, healthcare), or MSP growth potential.

• Design and execute enablement programs aligned to Mimecast’s certification tracks, ensuring partner sales engineers and account executives can independently position, demo, and close deals across the HRM platform without vendor handholding.

• Orchestrate the full partner journey from initial recruitment through ramp, first deal, and ongoing scale within the Partner Program tiering framework, treating each milestone as a measurable gate with defined timelines.

Engagement and Solution Selling

• Sell the vision of Human Risk Management to partner leadership, translating Mimecast’s platform capabilities into board-level business value narratives relevant to Nordic enterprises.

• Position Mimecast’s differentiation: one of only three vendors worldwide to achieve Leader status in both the Gartner Email Security and DCGAS Magic Quadrants, plus Strong Performer in the Forrester Human Risk Management Solutions Wave.

• Serve as the bridge between Mimecast’s product/engineering teams and the Nordic partner ecosystem, channelling field intelligence on competitive positioning, NIS2/GDPR-specific requirements, localization needs, and integration priorities.

Monitor Performance and Provide Insight:

· Lead Quarterly and Annual Business Reviews with strategic partners, delivering >It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.