VP - Channel Sales at Mimecast

We are seeking a seasoned Channel Sales leader with a demonstrated history of building and managing high-performing channel teams. The ideal candidate brings deep expertise in lead generation—both through direct efforts and strategic channel partnerships—and has thrived in fast-paced, high-growth technology companies.

This role requires a self-motivated leader who excels at driving new business, understands the corporate technology landscape and cloud computing ecosystems, and possesses the work ethic needed to succeed in a competitive marketplace. You'll flourish in our agile, well-structured sales environment where continuous evolution and innovation are part of our DNA.

What You’ll Do:

• Strategic Leadership: Shape and execute a clear, future‑focused channel strategy for North America while accelerating growth across LATAM—reflecting Mimecast’s commitment to disciplined, well‑structured execution.
• Framework Development: Build predictable, repeatable operating cadences (weekly, monthly, quarterly) that reinforce reliability and consistency—key Mimecast brand values.
• Cross‑Functional Alignment: Partner seamlessly across sales, marketing, and go‑to‑market teams to ensure a unified message and experience, mirroring Mimecast’s emphasis on coherence and aligned brand touchpoints.
• Ecosystem Growth: Expand a trusted, security‑focused partner network of Resellers, Distributors, MSPs, and strategic alliances like AWS.
•  Joint GTM Alignment: Deliver strong co-selling motions backed by Mimecast’s reputation for secure, dependable solutions.
• Team Leadership: Inspire and mentor high‑performance teams with a leadership style rooted in clarity, empowerment, and collaboration.
• Revenue Partnership: Work closely with regional sales leaders to meet aggressive revenue goals with the operational rigor expected of a leading cybersecurity brand.
• Lead Generation: Advance top‑of‑funnel momentum and run partner-driven events that deliver measurable impact.
• Forecasting & Systems: Maintain accurate forecasting and analytics through CRM tools (NetSuite) to support Mimecast’s data‑driven culture.
•  Program Execution: Recruit, onboard, and enable high‑value partners with strong sell‑through and sell‑with programs.
•  Data-Driven Optimization: Use performance insights to refine channel programs and maximize partner contribution.

What You’ll Bring:

• Experience: Proven leadership building and scaling high-performing channel organizations within technology or cybersecurity.
•  Strategic Channel Expertise: Deep capability in developing end‑to‑end channel ecosystems, aligned with Mimecast’s structured and consistent approach to partner engagement 
• Consultative Leadership: Ability to communicate a compelling, secure, trusted value proposition—consistent with Mimecast’s clear and polished communication standards.
• Storytelling & Vision: Strong communicator capable of aligning internal teams and inspiring partner communities.
• Industry Knowledge: Expertise in IT, information security, cloud ecosystems, and modern technology buying processes.
• Operational Excellence: Organized, detail‑driven, and consistent—qualities central to Mimecast’s reliability‑first brand presentation.
• Professional Attributes: Energetic, innovative, collaborative, and results‑oriented with a steady, confident presence in complex situations.
• Market Awareness: Deep awareness of threat landscapes, partner ecosystems, and competitive dynamics.
• Education: Bachelor’s or Master’s degree in Business or a related field.
• Travel Requirements: Willingness to travel for partner engagement, events, and regional alignment.

The OTE range for this position is $360,000-$540,000 + benefits. This reflects the minimum and maximum target for new hire on-target-earnings for this position. This position may also be eligible for 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.

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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.

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 careers@mimecast.com.

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.