Strategic Channel Account Manager - Distribution at Mimecast

• The role suits a results-oriented professional who thrives in a 2-Tier environment, understands the mechanics of distribution-led go-to-market, and can operate at both strategic and operational levels. You will design and deliver downstream partner enablement programmes, manage MDF investments for measurable ROI, and build ecosystem campaigns with the distributor’s vendor partners. Ideal for candidates with a strong understanding of the Africa cybersecurity channel who want to build something from the ground up within an award-winning technology company.

Key Responsibilities

• Build, gain approval for, and execute a Distribution Business Plan aligned to Mimecast’s Africa channel strategy, with clear quarterly milestones and accountability measures
• Serve as the primary contact for all day-to-day business between Mimecast and the distribution partner, owning the commercial relationship end-to-end
• Develop and manage executive-level relationships with distribution partner leadership, focused on driving measurable downstream partner recruitment, activation, and revenue outcomes
• Design and execute a downstream partner recruitment and activation programme through distribution, with specific targets for new transacting partners and MSP onboarding per quarter
• Drive Deal Registration (and Expansion) volume and quality through the distribution channel, owning DR/DRE education, enablement, and submission targets for distributor-sourced partners
• Achieve and exceed distribution-managed pipeline targets, Partner Generated ARR goals, downstream partner activation rates, and renewal KPIs
• Build and execute ecosystem campaigns with the distributor’s vendor partners, creating joint go-to-market motions that expand Mimecast’s reach into the downstream partner community
• Collaborate with Mimecast Sales, Channel, and Marketing teams to align the distribution go-to-market strategy, coordinate demand generation, and ensure downstream opportunities are accurately forecasted
• Design, plan, and deliver an ongoing downstream partner enablement programme at both sales and pre-sales levels, ensuring distribution-sourced partners can independently position, demo, and close Mimecast solutions
• Own the Quarterly and Annual Business Review process with the distribution partner, delivering data-driven performance insights and actionable recommendations
• Build, manage, and report on MDF budgets assigned to brand awareness, partner recruitment, and pipeline production activities, ensuring measurable ROI on all marketing investments
• Monitor competitive distribution strategies within the Africa cybersecurity market, feeding intelligence back into the channel team and adapting go-to-market positioning accordingly
• Design and manage tiered SPIFF, incentive, and competitive displacement programmes executed through the distribution partner to drive downstream partner engagement and deal velocity

Core Competencies

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

• Partner Relationship Management — Builds genuine, lasting trust with partners at all levels, with a particular strength in executive engagement, and consistently converts those relationships into meaningful commercial outcomes
• Strategic Planning & Execution — Develops clear, structured plans and follows through with discipline — holding themselves and their partners accountable to agreed goals and timelines
• Cross-Functional Collaboration — Works effectively across Sales, Marketing, Product, and Support to align internal resources behind partner needs and ensure nothing falls through the cracks
• Partner Enablement & Support — Invests in making downstream partners self-sufficient — designing scalable enablement programmes through distribution that give partners the tools, training, and confidence to go to market independently and represent Mimecast with conviction
• Executive Communication & Influence — Adapts their communication style to any audience, from technical teams to the C-suite, and is able to influence and drive alignment without direct authority
• Business & Financial Acumen — Understands the commercial levers that matter in a 2-Tier model — distributor margin, downstream partner economics, MDF ROI — and uses that knowledge to structure programmes and conversations that create value across the entire ecosystem
• Conflict Resolution & Problem Solving — Stays composed under pressure, navigates difficult situations with pragmatism, and finds solutions that protect the partnership and move the business forward
• Performance Management & Accountability — Sets clear expectations, tracks performance honestly, provides constructive feedback, and is not afraid to have difficult conversations when results fall short
• Technical & Product Expertise — Maintains a working knowledge of Mimecast's solutions and the broader technology landscape to credibly support partners through pre-sales activities and customer conversations

Essential Skills and Experience

• Proven experience managing distribution partnerships within the Africa technology or cybersecurity channel, with full commercial accountability for downstream outcomes
• Track record of holding distribution partners to business plans and delivering measurable downstream partner recruitment, pipeline, and revenue outcomes
• Experience developing and executing distribution business plans with clear KPIs including partner activation rates, Deal Registration volume, and MDF ROI
• Strong understanding of 1-Tier and 2-Tier go-to-market models, with practical experience of downstream partner enablement, recruitment, and activation through distribution
• Strong communicator who can influence and present at all levels of an organisation
• Results-oriented, commercially minded, and resilient in a fast-paced environment
• Genuine team player who drives accountability and brings energy to everything they do
• SaaS or cybersecurity channel experience strongly preferred; familiarity with MSP business models and managed service provider go-to-market is a distinct advantage

Qualifications

• Degree-level education or equivalent professional experience
• 5 – 10 years channel management experience
• Fluency in English required
• Specific cybersecurity experience – beneficial