Channel Manager - Central Europe (DACH)

14 Sep 2017
12 Oct 2017
Contract Type
Full Time
About MimecastWe at Mimecast take the pain out of
handling our clients' most important data: the information that passes through
their email systems. Our solution is to
cut through the complexity of corporate email. We built a platform from scratch that uses cloud computing to deliver
email management. Everything we've done
since, has been designed to take the pain out of information management and
make the next generation of technology work better for our customers.Our People

Our people are the very
best. They perform to the highest
standards without much management. At
Mimecast we care deeply about our customers and take pride in delivering top
class customer service. We instinctively
find practical solutions to complex problems, we take personal responsibility
for our actions and embrace teamwork. At Mimecast we strive to win and
celebrate our successes.About the position

Mimecast is expanding its
European operation and is therefore growing the Partner Management team.
Mimecast is a 100% Channel focussed organisation and wants to recruit a Channel
Manager for the Central European region (DACH) to support our Channel growth
and expansion in this region. This is an exciting position
for a candidate with a proven track record in building, resourcing and managing
resellers and distributors in Central Europe. With support from the European Partner
team and local business development teams, this individual will be responsible
for driving the Partner strategy and executing brilliantly across our
distributor and strategic Partners. Initially this role will
require the Channel Manager to target, recruit and onboard a committed base of Partners,
directly or via distribution. Based on the ambitious growth plans in the region
there is potential for this candidate to develop into a leadership position as
we build out a Partner Management team. This role will be based in our
office in Munich, but the candidate will be expected to travel across the
region to meet and engage with Partners and distributors in that territory. Key
ResponsibilitiesSupport the
development of the Central European Partner Strategy
Manage and
evolve the engagement with Mimecast's regional distributor, including building
executive relationships, reseller and MSP recruitment and onboarding, go to
market execution etc.
recruit and onboard a defined list of strategic Partners for the region
Build a
Partner team recruitment strategy to support the ongoing development and growth
of Partners
Support the
ongoing Partner enablement program to provide a rapid 'time to productivity'
for new Partners
Engage with
Marketing to execute Partner Marketing initiatives to ensure lead generation
targets are met
Work with Mimecasts
sales team (Direct Touch) to help build pipeline, engage with sales and
technical resources from the Partner and support renewals and upsell across the
Partner's customer base
Build reward
and incentive programs to improve engagement and motivation in the region
against a set of pre-agreed sales targets and KPIs on a
monthly/quarterly/annual basis
responsible for performance management, forecasting, data analysis and ROI
reporting - internally and externally
Build and co-ordinate
executive level relationships and attend quarterly business reviews

KPIs will include:

recruited and new Partners in recruitment pipeline
Partner new
business and upsell sales growth against target
opportunities / deal registrations created and conversion rates
of incentive and reward programs
Marketing /
business plans developed / executed against

Essential Skills and ExperienceIT
Partner/Vendor/Distributor management experience across Central Europe
for building Channel growth strategies/entering new regions
of both direct and indirect sales roles
to frequently travel across the region
(Native Speaker) in German


Have managed
individuals or teams
in email technologies, cloud-based or security/storage vendors

Person Specification

in the Channel team at Mimecast acts like an entrepreneur. We are determined to
succeed and therefore manage our Partners like our own business to make sure
all the resources at the Partner's disposal are utilised effectively and
efficiently. There is a lot of support in the role for someone that is obsessed
with growth and excited by the opportunity of taking responsibility for the
next set of Partners joining Mimecast's Partner ecosystem.

The ideal
candidate for the Mimecast team will demonstrate the following attributes:

ambitious, self-starting individual who understands that success is their
prospecting skills and ability to qualify opportunities
A natural
forward planner who critically assesses own performance
results-oriented performer with a positive outlook
personality that people want to work and engage with
Presentable and
articulate with excellent communication skills
Thrives in a
dynamic environment and adapts to changing market conditions and opportunity
Proven team player

We offer a highly competitive
rewards and benefits package. Mimecast is an entrepreneurial and high growth
company which will provide the right candidate with a wealth of career
development opportunities. All
Mimecasters strive on being high performers, problem solvers, team players with
passion, integrity and effectiveness. We strive to attract exceptional people
who have ''that extra something'' and really enjoy what they do. Are you ready
to jump onboard with us?