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24 Oct 2018


Mimecast – Posted by Mimecast München, Bayern, Germany

Job Description

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 Partner Account 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 Partner Account 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.

Support 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.
Target, 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 Mimecast´s 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
Achieve against a set of pre-agreed sales targets and KPIs on a monthly/quarterly/annual basis
Be 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:
Partners recruited and new Partners in recruitment pipeline
Partner new business and upsell sales growth against target
New opportunities / deal registrations created and conversion rates
Management of incentive and reward programs
Marketing / business plans developed / executed against
Essential Skills and Experience:
IT Partner/Vendor/Distributor management experience across Central Europe
Responsibility for building Channel growth strategies/entering new regions
Experience of both direct and indirect sales roles
Flexibility to frequently travel across the region
Fluent (Native Speaker) in German
Advanced English
Have managed individuals or teams
Experience in email technologies, cloud-based or security/storage vendors

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Job Categories: Management. Job Types: Full-time. Salaries: Competitive.

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