Our people are the very best. They have high levels of self-motivation, which results in exceptional performance. We care deeply about our customers and take pride in delivering world class customer service. We instinctively find practical solutions to complex problems. We take personal responsibility for our actions and embrace teamwork. At Mimecast we strive to win and celebrate our success.
The role will suit a self-motivated, strong team player with a proven track record of success in generating new business. A good understanding of the cybersecurity technology stack as well as cloud computing will be beneficial. Successful candidates will thrive in a fast paced, agile sales environment that has proven to be effective in other regions. Whilst strong organisational and sales execution skills are important, this role is most suitable for candidates who have a strong desire to identify, engage and close opportunities with partners to drive new business growth within the Enterprise customer & partner segment.
ANZ Channel Team Mission
… to foster a trusted, collaborative cybersecurity partnership network across Australia & NZ. By emphasizing open dialogue and shared objectives, we create value for our Customers, Partnerships and Mimecast.
What You’ll Do
Key Responsibilities:
Achieve and exceed partner-generated new business and existing accounts KPI’s, Pipeline, & Revenue targets on a monthly, quarterly & annual basis.
Work with 10 Mimecast partners to deliver new business acquisition for the Mimecast Human Risk Management platform within the Commercial & SMB customer segment.
Have a proactive hunter mentality focused on driving great engagements for customers, prospects, and partners in order drive pipeline and revenue for Mimecast.
Scale prospecting and opportunity generation with partners. Create GTM campaigns to drive opportunity creation with named partners.
Drive Upsell campaigns with partners to increase Mimecast and the partners' wallet share within existing end-users. Strong business acumen to identify gaps and articulate customer value proposition
Own partner executive relationships with CEO/ MD, VP of Sales and appropriate Practice leads. Ability to influence executives for strategic outcomes
Work with cross-functional internal stakeholders (sales, technical, sales leadership, inside sales etc.) and influence pipe generation and customer outcomes
Develop and proactively execute against Channel Territory Plan to achieve targets.
Work with technology alliances, to uncover prospecting and new business opportunities, such as Netskope
Manage partner operations – contracts, support challenges, administrative challenges
What You’ll Need
Essential Skills and Experience:
Deep understanding of channel, and specifically what motivates partner execs, sales reps, and technical staff within them
5-10 years' experience working with mid-size partners, or cyber-specialised partners. Understanding of Systems Integrators, Managed Service providers and Distribution – and their profitability models
Track record of driving results from “one to many” pipeline generation campaigns with partners
In-depth experience across IT or SaaS sales. Understand cyber pain points and customer buying processes and partner methodologies
Proven achievement against sales KPIs, pipeline, and revenue targets, with experience in sales forecasting.
Be a proactive, data driven, results-oriented person with a positive outlook that has the ability and desire to run the territory as their own business.
About you: Ability to influence others and drive change is critical, both internally and externally. You are proactive and accountable for pipeline and revenue outcomes. You anticipate and addresses potential blockers to deals. You are an outcomes focused individual with a growth mindset. You are a strong team player, focused on growing your team.
Qualifications:
Degree Level education (preferred but not required)
The on-target earnings (OTE) range for this position is $144k−$200k (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.