Senior Manager of Channel Sales
Posted Updated
Description
- As Senior Manager, Channel Sales, you’ll build and lead a high-performing team of 4–6 Channel Account Managers across assigned regions. You’ll own the team’s performance and portfolio of strategic partner relationships, translating national partner strategy into territory-level execution. Your focus will be developing your team while driving partner-generated pipeline, revenue growth, and long-term retention
- Hire, lead, coach, and develop your Channel Account Managers through structured onboarding, ongoing enablement, regular 1:1s, performance reviews, and career development planning
- Set clear individual and team goals, build accountability and collaboration, and celebrate wins while addressing performance gaps
- Own team-wide quota attainment across assigned partners and territories, driving partner-generated pipeline, net-new and expansion revenue, and Partner Generated annual recurring revenue (ARR)
- Develop and execute Territory Segment Plans and Channel Business Plans aligned with broader business strategy, publishing and reviewing progress in quarterly business reviews
- Oversee partner recruitment, onboarding, and activation across your regions, ensuring your team builds joint business plans with key partners and holds them accountable to agreed targets and milestones
- Build executive-level relationships with top-tier partners and alliance organizations to deliver measurable business outcomes and support long-term retention
- Design and administer partner incentive plans that align partner behavior with team and company revenue goals
- Work with Sales, Marketing, and Alliances on joint go-to-market and co-sell motions, events, and collateral, and align Product and Support with team and partner needs
- Develop and report team- and partner-level metrics monthly and quarterly, highlighting performance, risk, and opportunity for leadership and using revenue, margin, and ROI to inform planning
- Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities, maintaining working knowledge of Mimecast’s solutions and the cybersecurity landscape
- SaaS or cybersecurity experience is highly desirable
- Experience recruiting, developing, and managing both one- and two-tier channels across multiple regions, with the ability to work across direct, indirect, and alliance sales models
- The ability to align cross-functional teams, manage multiple priorities, and work effectively under pressure in a fast-paced environment
- Strong business and financial analytical skills, with the ability to prioritize, develop structured strategic plans, and drive disciplined follow-through
- The ability to build lasting partner relationships, engage executives, and hold teams and partners accountable to clear goals and agreed commitments
- Availability to travel 40%+ of the time to support multi-region team and partner engagement
- A track record of directly managing and developing high-performing teams, including hiring, coaching, performance management, and career development
- Strong written and verbal communication, including persuasive executive presentations and the ability to adapt your message across audiences and influence without direct authority
- Demonstrated depth in channel, partner, or alliance management, with full commercial accountability and the ability to translate strategy into multi-region execution