Territory Channel Account Manager

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. The role will suit a self-motivated, strong team player with a proven track record of success in generating new business in Indonesia and surrounding ASEAN countries. 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.

What You’ll Do

• Work with Mimecast partners and distributor to deliver new business acquisition for the Mimecast Human Risk Management platform within Indonesia market.
• Prospecting and opportunity generation with partners within Indonesia market.
• Recruit and onboard new partners.
• Achieve and exceed new business and existing accounts KPI’s, Pipeline, & Revenue targets on a monthly, quarterly & annual basis.
• Drive Upsell campaigns with partners to increase Mimecast and the partners walletshare within existing end-users.
• Creating GTM campaigns to drive opportunity creation with partners and distributor.
• Drive positive customer experiences through partners, whilst achieving sales targets.
• Develop and proactively execute against a strategic Partner Plan in order to achieve targets.
• Drive cross functional team engagement to ensure both existing clients and prospective client account plans are executed to perfection.
• Lead executive level relationships with partner executives, and manage quarterly business reviews to measure partnership progress.
• Drive positive cross functional team engagement working with Sales, Marketing, and Inside sales to maximise the territory’s potential.
• Have a proactive hunter mentality focused on driving great engagements for customers, prospects, and partners in order drive pipeline and revenue for Mimecast.

What You’ll Need

• Deep understanding of channel, and specifically what motivates partner execs, sales reps, and technical staff within them
• Experience working with large partners, that service Enterprise/MM customers is essential.
• 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.
• 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.
• Demonstrates excellence in objection handling and entrepreneurship
• Anticipates and addresses potential blockers to deals
• 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 are an outcomes focused individual with a growth mindset. You are a strong team player, focused on growing knowledge share across team

Qualifications:

• Degree Level education (preferred but not required)

The Compensation is based on an OTE plus benefits. This salary represents the new hire compensation for this role.

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.