Reseller Channel Account Manager, Strategic

Mimecast

Dubai, UAE

Full-time

Senior

Onsite

AED 640,000 to AED 960,000 annually

Discovered 1 weeks ago

Channel partner managementDistributor and reseller relationship managementChannel business planningPartner-generated pipeline and revenue managementPartner enablementAlliance and co-sell strategy

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Channel partner managementDistributor and reseller relationship managementChannel business planning

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The Opportunity

Mimecast is seeking a Channel Account Manager to grow its distribution and reseller strategy across the Middle East and India.

The role is based in Dubai and manages strategic distributors and reseller networks across the UAE, Saudi Arabia, the broader GCC, and India.

The position carries ownership for multi-market partner growth, commercial outcomes, and relationship development.

Location and Territory

The role is based in Dubai, UAE.
The territory includes the UAE, Saudi Arabia, the broader GCC, and India.
The role spans multiple regulatory environments, languages, buying cultures, and distributor models.

Territory Context

Relevant sectors include government, aviation, financial services, healthcare, and large regional conglomerates.

The role involves understanding distributor economics, procurement rhythms, competitive dynamics, and regional regulatory considerations.

Mimecast will support the successful candidate in building deeper market and regulatory fluency.

What You Will Do

Build and execute a Channel Business Plan aligned with EMEA and global strategy.
Develop plans with one to three strategic distributors around pipeline, revenue, and enablement goals.
Build distributor and reseller relationships, identify new resellers, and drive partner-generated pipeline and revenue.
Track Partner Generated ARR, renewal rates, and channel performance.
Partner on go-to-market and co-sell motions, structure partner-led deals, and navigate regional regulations.
Collaborate with internal teams, build enablement programs, lead quarterly business reviews, and engage distributor executives.
Monitor risks, share performance insights, stay current on cybersecurity trends, and represent Mimecast with partners.

Core Competencies

Partner relationship management, strategic planning and execution, and regional and regulatory fluency are valued.
Cross-functional collaboration, partner enablement, executive communication, business and financial acumen, and problem solving are important.
The role requires building working knowledge of Mimecast solutions and maintaining accountability for outcomes.

What We Are Looking For

Experience managing channel or alliance partnerships and working with distributors and resellers toward shared revenue goals.
Experience building partner business plans with clear, mutually agreed KPIs.
Comfort working across direct, indirect, and alliance sales models.
Strong communication across cultures and languages, plus a results-oriented, resilient, and collaborative approach.
Regional distributor familiarity and regulatory awareness are advantageous, with willingness to learn supported.
SaaS or cybersecurity experience is advantageous; email security, human risk management, or data protection experience is a bonus.
Six or more years of channel, partner, or alliance management experience is advantageous.
English fluency is required; Arabic and/or Hindi proficiency and regional travel are advantageous.

Compensation

The on-target earnings range is AED 640,000 to AED 960,000 annually.
The role may also be eligible for incentive plans and additional benefits under company policy and local regulations.
Final compensation may vary based on qualifications, experience, skills, role level, and location.