Mimecast

• Build, gain approval for, and execute a Channel Business Plan aligned to broader business strategy. • Develop and manage business plans with key partners, holding them accountable to agreed targets and milestones. • Drive partner-generated pipeline and revenue across net-new and expansion opportunities. • Build executive-level relationships with partners and alliances focused on measurable business outcomes. • Achieve and exceed pipeline targets, Partner Generated ARR goals, renewal rates, and KPIs. • Develop and execute a strategy to identify, onboard, and activate new partners. • Build and execute a partner enablement strategy across sales and technical disciplines. • Monitor and report on channel activities, providing performance insights and recommendations to leadership.

Role Description 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. Qualifications - We’re proud to be an Equal Opportunity and Affirmative Action Employer. - We particularly welcome applicants from traditionally underrepresented groups. Requirements - 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.

Role Description 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. Qualifications - We’re proud to be an Equal Opportunity and Affirmative Action Employer. - 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. Requirements - 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.

• Drive partner-generated pipeline and revenue across net-new and expansion opportunities • Build and manage relationships with partners, including executive engagement with top-tier accounts • Own and grow the partner ecosystem pipeline across a segmented portfolio • Deliver against ARR targets, renewal rates, KPIs, and partner performance goals • Monitor channel activity and provide performance insights and reporting to leadership • Recruit, onboard, and activate new partners while scaling engagement across the broader portfolio • Stay ahead of cybersecurity trends and translate insights into partner strategies and positioning • Collaborate cross-functionally to align sales, marketing, and partner initiatives

• Providing technical advice and support to sales opportunities • Engaging with technical contacts in customer and reseller partner organizations • Conducting product demonstrations and presentations to senior customer contacts • Writing formal RFP response documents and preparing strategic implementation plans • Supporting more complex solutions and overseeing implementation and success of pre-sales proof-of-concepts

• Achieve monthly, quarterly, and annual upsell revenue targets • Build and maintain strong relationships with existing accounts • Develop and execute account and sales activity plans • Drive additional revenue by selling new technology to current customers • Conduct regular account reviews and customer meetings • Attend training sessions to enhance skills

Role Description We’re looking for a Mid-Market Account Executive to drive revenue by identifying and closing opportunities with mid-market companies. Your role will be essential in delivering innovative solutions and building lasting client relationships. This is a field sales role supporting a North Central territory, and the ideal candidate will be located in territory. - Develop Opportunities: Proactively identify new business within the mid-market segment. - Acquire Clients: Present tailored solutions to secure new accounts and build long-term relationships. - Manage Pipeline: Maintain a strong pipeline of qualified leads focused on growth. - Achieve Quotas: Meet and exceed revenue targets consistently. - Collaborate with Channels: Work with channel partners to drive campaigns and customer acquisition. - Provide Market Insights: Stay informed on trends and dynamics to uncover new opportunities. - Support Sales Enablement: Collaborate with internal teams to enhance sales tools and strategies. Qualifications - Proven success in IT, SaaS, or cybersecurity sales, especially in mid-market business development. - Strong consultative selling skills and understanding of customer needs. - Familiarity with mid-market buying processes and IT procurement. - Experience with Salesforce, Demandbase, Gong, and ZoomInfo. - Ability to travel up to 25% for customer meetings and events (valid US driver’s license required). Requirements - The US OTE range for this position is $144,000-$216,000 + benefits. - This reflects the minimum and maximum target for new hire on-target earnings for this position. - This position may also be eligible for 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. Benefits - Belonging at Mimecast: Cybersecurity is a community effort. - Commitment to building an inclusive, diverse community. - Equal Opportunity and Affirmative Action Employer. - Encouragement for applicants from traditionally underrepresented groups. - Consideration of everyone equally regardless of race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic.

• Own the SBM upsell and cross-sell motion into the existing Mimecast customer base, including positioning, sales enablement, and adoption tracking • Support channel go-to-market efforts for SBM, ensuring product positioning and enablement materials are aligned for partner-led sales • Own SBM feature adoption, driving usage of key capabilities across the eligible customer base • Define cross-sell signals and product-qualified lead criteria that feed into the sales pipeline • Partner with product marketing and sales engineering on competitive enablement, go-to-market readiness, and launch coordination for SBM releases • Build and maintain a structured process for tracking at-risk accounts across SBM and HRCC, partnering with CS and Support to drive early intervention • Identify systemic patterns in customer escalations and churn drivers, and translate them into prioritized product investments and roadmap recommendations • Own the escalation triage process from a PM perspective, ensuring high-priority customer issues are routed to the right PM and resolution plans are communicated • Own the HRCC post-sale adoption lifecycle, focused on improving customer activation, engagement, and time-to-value • Drive integration adoption programs in partnership with the Integrations PM and customer success • Identify and resolve onboarding friction points that prevent customers from realizing HRCC value • Track adoption metrics for new HRCC capabilities and feed findings back into product prioritization • Define and maintain the adoption and retention metrics framework across SBM and HRCC • Produce regular adoption and retention reporting for PM leadership and executive stakeholders • Partner with data and engineering teams to instrument product usage tracking where gaps exist.

• Architect joint business plans with each strategic Nordic partner that map directly to mutual ARR target, including quarterly pipeline commitments, co-sell motions, and demand generation. • Drive partner-sourced and partner-influenced pipeline, qualifying opportunities jointly, and accelerating deal velocity through co-sell support across Mimecast’s product portfolio. • Own the Nordic partner revenue number. Carry an individual quota of new business and expansion ARR and be accountable for partner-generated opportunities. • Identify and prosecute cross-sell and upsell opportunities within the existing Mimecast installed base through partner-led motions, leveraging the expanded HRM platform portfolio (Incydr, Aware capabilities). • Recruit and onboard high-potential new partners where analysis identifies untapped Nordic market coverage, vertical specialization (e.g., public sector, financial services, healthcare), or MSP growth potential. • Design and execute enablement programs aligned to Mimecast’s certification tracks, ensuring partner sales engineers and account executives can independently position, demo, and close deals across the HRM platform without vendor handholding. • Orchestrate the full partner journey from initial recruitment through ramp, first deal, and ongoing scale within the Partner Program tiering framework, treating each milestone as a measurable gate with defined timelines. • Sell the vision of Human Risk Management to partner leadership, translating Mimecast’s platform capabilities into board-level business value narratives relevant to Nordic enterprises. • Position Mimecast’s differentiation: one of only three vendors worldwide to achieve Leader status in both the Gartner Email Security and DCGAS Magic Quadrants, plus Strong Performer in the Forrester Human Risk Management Solutions Wave.

• Lead Mimecast’s New Business growth in Indonesia building on existing presence and supporting the opening of new markets across Enterprise • Prospecting and lead generation / Demonstrating value and ROI / Pricing negotiations • Achieve and exceed new business and existing accounts KPI’s, Pipeine, & Revenue targets on a monthly, quarterly & annual basis • New Business Acquisition for the Mimecast Human Risk Management platform within the segment of 3,000 + employee businesses located across a specific territory • Drive positive customer experiences whilst achieving sales targets • Develop and proactively execute against a strategic territory 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 customer executives, and attend and present at quarterly business reviews • Work closely with Channel Partners to drive revenue and support their partnership requirements • Drive positive cross functional team engagement working with Marketing, Channel, and BDRs 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 • Build and maintain relationships with new business prospects • Manage reporting of the KPI’s and general CRM housekeeping • Execute against a structured end to end sales methodology and process • Liaise and attend meetings with other company functions necessary to perform duties and aid business and organisational development • Monitor and report on activities and provide relevant management information and insights