Reseller channel account manager, strategic

Channel Account Manager – Middle East & India

Location: Dubai, UAE

About Mimecast

At Mimecast, our people are our greatest asset. We're driven by a shared commitment to excellence, genuine care for our customers and partners, and a culture that celebrates winning together. Our teams bring energy, accountability, and creativity to solving complex challenges — and we take real pride in the quality of service we deliver, because at Mimecast we like to win, and we like to celebrate that success as a team.

The Opportunity

We're looking for a Channel Account Manager to help shape and grow Mimecast's distribution and reseller strategy across the Middle East and India — one of the most dynamic and fast-evolving cybersecurity markets in the world. Based in Dubai, you'll manage a focused portfolio of strategic distributors and their reseller networks across the UAE, Saudi Arabia, the broader GCC, and India. You'll be a true partner to these distributors — building trust, setting shared goals, and working together to hit them. This is a role with real ownership.

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.
• 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.
• 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.
• 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.

Nice to Have

• 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.

The on-target earnings (OTE) range for this position is 640000.00 - 960000.00 AED Annual (OTE). This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast

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. We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. 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. 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.