Job Vacancies 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

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About the position

• The Manager will work with and report directly to the Business Development Director, (EMEA) and work closely with other BDR managers, Marketing, Sales Leaders, Enablement, Channel Leaders & Partners across EMEA and globally. They will be responsible for BDR pipeline generation & strong conversion rates within the RSA & Middle East regions, while contributing more generally to target achievement across the EMEA Theatre.

What You'll Do:

Performance & Order of Operations

• Achieve Sales Qualified Lead & Conversion targets for assigned regions.
• Effectively contribute to overall EMEA Theatre target attainment.
• Foster strong working relationships with senior regional stakeholders to align strategy and execution.
• Ensure team meets and exceeds min standard of quality required for opportunity qualification.
• Create and maintain high-level of urgency within the team, meeting all SLAs, benchmarks and KPI metrics related to BDR daily activity for Leads, Booked/Attended meetings, and Sales Accepted leads.
• Effective team forecasting and Reporting on team performance.
• Create, implement, and regularly review action plans for achievement of goals.
• Drive and maintain best practices while upholding Mimecast Values across the team.

Collaboration

• Help develop, manage, and drive an interlock framework between BDRs, Sales & Channel for the purpose of strategic target list development, outbound prospecting, and Prospecting as a Service.
• Partners with Marketing to ensure the BDR team follow up on marketing campaigns, share the results and provide suggestions to improve the success of future campaigns.
• Participates as a team member in strategic and tactical planning for the organization.

Recruitment, Onboarding & Continuous Development

• Consistent profiling and recruitment of talent to stay ahead of team progression & attrition.
• Consult and work closely with TA and HR business partners on hiring, promotions, & performance management.
• Partner with Enablement to execute a consistent, regimented & measurable onboarding process.
• Provide team with regular coaching, reviews, and career development.

Extended EMEA Responsibilities

• Work with the Marketing & Sales teams aligned to your regional team(s) to ensure alignment of teams to both Strategic Growth Initiatives and regional campaigns/requirements.
• Support the roll out and maintenance of EMEA operational/performance/skill development standards and the inspection thereof across your assigned team(s).
• Collaborate with our leaders and Partners to provide BDR support to Channel pipeline generation.
• Attend Marketing and Operational meetings with a view of providing feedback to the wider business on EMEA regional requirements.

What You'll Bring:

• Relevant, transferrable, and previous management experience working closely with a sales team (SaaS experience is a plus).
• Experience in prospecting/selling into RSA region.
• Experience with ME market is a bonus, but not essential.
• High energy, results oriented, and driven professional.
• Mentoring, training, coaching and feedback skills.
• Excellent business judgment and growth mindset.
• Capacity to prioritize effectively and work independently.
• Ability to work in teams to develop strategies and action plans, and to share results.
• Desirable applicants will have knowledge of sales methodologies, processes, and working within a Channel ecosystem.
• Familiarity with a CRM system and prospecting tools such as SalesLoft, 6Sense & Cognism.

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Overview 

• This role is focused on our existing Public Sector customers in the SMB & Commercial Business Development space. The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating Upsell conversations that lead to additional services and business in Public Sector accounts. A good understanding of the corporate technology stack as well as SaaS computing will be beneficial.
• A strong work ethic is vital in this competitive marketplace. Successful candidates will thrive in a fast paced, agile but well-structured sales environment that is regularly reinventing itself. Account Managers will be supported by Customer Succes, partner and channel teams, technology experts and the marketing teams.
• The goal is to deliver service excellence, retain all the current Public Sector base you have been assigned as well as grow this existing base by identifying and selling new products to our existing customers.

Key Responsibilities

• Identification of sales opportunities and the strategy in assigned accounts
• Identify and implement strategies to sell solutions into existing accounts
• Identify and implement strategies to sell solutions via government purchasing contracts and vehicles
• Achieve monthly / quarterly / annual new business and upsell targets.
• Retain and ensure limited Downsell and churn is existing assigned base
• Work with the Partner / Channel Development team to develop and execute against account plans
• Develop and execute against sales activity plans to achieve the agreed targets
• Build and maintain relationships with customers
• Manage Business Administration by generating the reporting of the Key Performance Indicators and general CRM housekeeping as well as usage of tools like GonG and Expansion AI
• Sign up to and execute against a set of end-to-end sales methodology and process
• Monitor and report on activities while providing relevant management information
• Liaise and attend meetings with other company functions necessary to perform duties, aid business, and develop organizationally
• Attend trainings and develop relevant knowledge and skills
• Weekly end user activities
• Number of new qualified opportunities added to the pipeline in yiyr existing base
• Pipeline stats – pipeline movements
• Forecasting accuracy

Essential Skills and Experience

• Degree level education (preferred but not required)
• 2-4+ years IT sales experience (ideally within Email / Data Compliance / Messaging / Security / Storage - but not essential)
• Proven target achievement in SMB/Commercial accounts against set targets
• Ideally with experience of both Direct & Indirect sales roles.
• Understanding of Public Sector contracts, cycles and their buying processes Desirable skills
• Strong business / commercial acumen
• Strong communication/presentation skills (Written and Verbal)
• Strong team player Attributes
• Results-oriented with a positive outlook
• A natural forward planner who critically assesses own performance and that of their team members
• Thirst for knowledge and a “can do” attitude
• Problem solver
• Proven team player
• Presentable, articulate, and adaptable
• Tenacious
• Comfortable with a high performance and dynamic environment

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About the position

• Accounting is looking for a Collections Specialist to assist the AR function. This role is responsible for timely collections, working with efficient processes to minimize bad debt, and collaborating cross-functionally with internal teams and external customers. The ideal candidate will thrive in a fast-paced environment, and excel at building and maintaining effective working relationships both within the organization and with customers.

What You'll Do:

• Day-to-day operations for unapplied/short payments, customer disputes and building customer relationships
• Refine strategies to improve collection effectiveness and streamline A/R processes improving DSO
• Partner with Sales, Account Management, Channel Partner and Legal teams maintain positive customer relationships while enforcing payment discipline.
• Collaborate with the Billing team to ensure billing accuracy, timely dispute resolution, and compliance with contract terms.

What You'll Bring:

• Proven ability to challenge the status quo and drive improvement through change.
• Excellent organizational skills, adept at multi-tasking and delivering high-quality work within deadlines.
• Ability to review and analyze reporting data accurately to identify trends, discrepancies, and opportunities for improvement
• Excellent communication and negotiation skills
• Analytical skills and ability to ask insightful questions
• Experience with ERP systems and AR Management tools (NetSuite experience preferred)

Qualifications:

• Bachelor's Degree in Accounting, Finance, or related field