Reseller Channel Account Manager, Strategic

This is a role with real ownership. The territory spans multiple regulatory environments, languages, and buying cultures, and includes both regional/pan-GCC distributors and India-focused distribution houses. We're not expecting anyone to arrive knowing every detail of this landscape but we are looking for someone excited to build that expertise quickly and deeply, and who enjoys the challenge of a multi-market territory. If you're someone who leads with structure, builds relationships that create real commercial impact, and wants to grow your career in an award-winning, fast-growing technology company we'd love to hear from you. Getting to Know the Territory You'll be supported in building fluency across the following areas some of this you may bring with you, and some you'll grow into with the team's support: Markets: UAE, Saudi Arabia, the broader GCC, and India each with its own procurement rhythms, partner economics, and competitive dynamics. Distributor ecosystem: a mix of pan-regional and market-specific distributors, each with a different model and reseller reach. Part of the fun of this role is learning to tailor your approach to each one. Regulatory landscape: UAE data residency and health-sector requirements (including DoH/DHA/DESC), and India's evolving data protection framework, both shape how we position solutions with partners. We'll help you build credibility here you don't need to be an expert on day one. Competitive landscape: you'll get to know the vendors we go up against and help partners understand where Mimecast genuinely wins. Key verticals: government, aviation, financial services, healthcare, and large regional conglomerates sectors where relationships and trust matter as much as the technology. What You'll Be Doing Building and executing a Channel Business Plan for the Middle East and India, aligned with our broader EMEA and global strategy Developing strong, collaborative business plans with 1-3 strategic distributors, and working together toward shared pipeline, revenue, and enablement goals each quarter Building relationships with distributor leadership and reseller networks, grounded in mutual trust and shared business outcomes Identifying, onboarding, and energizing new resellers across underserved parts of the UAE, Saudi Arabia, broader GCC, and India Driving partner-generated pipeline and revenue across new and expansion opportunities Tracking progress against pipeline targets, Partner Generated ARR goals, and renewal rates and using that visibility to support your partners proactively Partnering with our Alliances team on joint go-to-market and co-sell motions relevant to the region Helping structure partner-led deals correctly from the start, with support navigating region-specific regulatory considerations Collaborating closely with Sales, Marketing, Legal, and other internal teams across a multi-market, multi-language territory Building enablement programs tailored to each distributor's maturity level and reseller base Leading quarterly business reviews and ongoing executive engagement with distributor leadership Monitoring channel performance, sharing insights with leadership, and flagging risks early so we can work through them together Staying current on cybersecurity trends and translating that knowledge into sharper, more credible partner conversations Bringing energy and genuine enthusiasm to how you represent Mimecast's technology and vision with partners What Success Looks Like in This Role We care most about outcomes and follow-through, and we support the people who deliver them. A few things that matter to us: Follow-through: we value the work that happens between meetings just as much as the meetings themselves. Honest, constructive positioning: we want partners to win deals they can genuinely close including being upfront when something isn't the right fit. Proactive communication: if you spot a risk competitive pressure, a shifting policy, early churn signals we want to know early so we can tackle it together. Adaptability: every distributor is a little different, and we celebrate CAMs who tailor their approach rather than applying a one-size-fits-all playbook. Ownership: you'll have real autonomy here, and we'll back you with the resources and support to make the most of it. Core Competencies We Value Partner Relationship Management building genuine trust with partners at every level, and turning that trust into shared success Strategic Planning & Execution creating clear plans and following through with consistency Regional & Regulatory Fluency growing your understanding of the distributor landscape and regulatory environment across your markets over time Cross-Functional Collaboration working well with Sales, Marketing, Product, and Support Partner Enablement & Support helping partners build confidence and capability to represent Mimecast well Executive Communication & Influence adapting your style across audiences, from technical teams to the C-suite Business & Financial Acumen understanding revenue, margin, and ROI, and using that to shape smart programs Conflict Resolution & Problem Solving staying calm and constructive under pressure Performance Management & Accountability having honest conversations and celebrating wins along the way Technical & Product Expertise building working knowledge of Mimecast's solutions to support partners confidently What We're Looking For We know great candidates come from a range of backgrounds, so treat this as a guide rather than a checklist if you meet most of these, we'd still love to hear from you: Experience managing channel or alliance partnerships, ideally across the Middle East and/or India A track record of working collaboratively with distributors and resellers toward shared revenue goals Experience building partner business plans with clear, mutually agreed KPIs Familiarity with distributor models in the region pan-GCC and market-specific is a plus, and something we'll help you deepen Awareness of (or willingness to learn) regulatory considerations affecting cybersecurity and data-protection deals in the UAE and India

Desired Candidate Profile

Experience managing channel or alliance partnerships, ideally across the Middle East and/or India A track record of working collaboratively with distributors and resellers toward shared revenue goals Experience building partner business plans with clear, mutually agreed KPIs Familiarity with distributor models in the region pan-GCC and market-specific is a plus, and something we'll help you deepen Awareness of (or willingness to learn) regulatory considerations affecting cybersecurity and data-protection deals in the UAE and India Comfort working across direct, indirect, and alliance sales models Strong communication skills, with the ability to connect across cultures and languages A results-oriented, resilient, and collaborative approach to a fast-paced, multi-market role SaaS or cybersecurity experience; experience in email security, human risk management, or data protection is a bonus, not a requirement 6+ years in a channel, partner, or alliance management role, ideally with some exposure to the Middle East and/or India English fluency required; Arabic and/or Hindi proficiency is a strong plus given the territory Willingness to travel across the UAE, Saudi Arabia, broader GCC, and India as needed