Director, Channel Sales

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow.

We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals.

Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact.

Ready to push boundaries and accelerate your career? Let's make it happen.

What You'll Do

As the Director of Channel Sales at Mimecast, you will lead the charge in driving channel sales excellence. Your mission will be to develop and implement strategic business plans with key sales partners, foster partner growth, and drive engagement to meet ambitious product and revenue goals. You'll play a vital role in shaping and scaling the success of our channel sales efforts.

• Lead a high-performing team of quota-carrying channel sales professionals, ensuring they meet and exceed revenue targets.
• Develop and execute strategic business plans with all key sales partners, providing regular updates to sales management quarterly through QBRs.
• Drive partner growth by overseeing partner sales development, acquiring new customer accounts, delivering partner training and enablement, and building engagement processes to achieve specific goals.
• Collaborate with reseller partner sales teams to ensure they meet sales objectives and revenue goals, publishing monthly performance reports to track progress.
• Report on progress, tracking lead development from co/joint sales initiatives, marketing programs, events, and creation of partner collateral, delivering updates monthly and quarterly.
• Empower internal and partner sales teams with clear communication of partner offerings, regional value propositions, and revenue goals per quarter.
• Design and implement partner incentive plans, aligning representative partners with the goals of Channel Account Managers (CAMs) and alliance business managers.
• Track and report metrics that measure new client acquisition and revenue growth driven by partner relationships.
• Be the face of regional partners, engaging frequently to nurture and expand the shared customer and revenue base.
• Monitor and report partner activity, highlighting key performance insights monthly and quarterly to business leaders.
• Recruit and onboard new resellers and other strategic partners within the region as necessary.

What You'll Bring

• Extensive experience in sales, channel/alliances, marketing, and partner management, with a proven record of success and increasing responsibility over your career.
• Expertise in recruiting, developing, and managing 1-tier and 2-tier channel partnerships.
• Background in Security, Networking, and Enterprise Software Management Solutions is highly desirable.
• Exceptional communication and presentation skills—persuasive, articulate, and able to inspire action.
• Willingness to travel extensively (40%+) and demonstrate strong business analytical skills.
• Strong sales management acumen with a focus on partner operations and execution.
• Demonstrated ability to prioritize, create strategic plans, and execute successfully.
• Proven success in cross-functional collaboration, working seamlessly across internal teams and external distribution partners, both in-person and virtually.
• Track record of achieving sales goals, influencing stakeholders, and leveraging resources for success.
• Capacity to thrive under pressure, excel in a fast-paced environment, and manage multiple priorities with ease.
• Networking skills to build and sustain business relationships.
• Diverse experience managing sales teams of various sizes, coupled with a hands-on approach to problem-solving in dynamic environments.

The US base salary range for this position is $128,000-$192,000 base + benefits. This reflects the minimum and maximum target for new hire salaries for this position. This position may also be eligible for bonus, incentive plans, and other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.

DEI Statement

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.

If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing [email protected].

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.