Reseller Channel Account Manager, Strategic

Location: Dubai UAE

At Mimecast our people are our greatest asset. Were 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.

Were looking for a Channel Account Manager to help shape and grow Mimecasts 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 youll manage a focused portfolio of strategic distributors and their reseller networks across the UAE Saudi Arabia the broader GCC and India. Youll 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. The territory spans multiple regulatory environments languages and buying cultures and includes both regional/pan-GCC distributors and India-focused distribution houses. Were not expecting anyone to arrive knowing every detail of this landscape but we are looking for someone excited to build that expertise quickly and deeply and who enjoys the challenge of a multi-market territory.

If youre someone who leads with structure builds relationships that create real commercial impact and wants to grow your career in an award-winning fast-growing technology company wed love to hear from you.

Youll be supported in building fluency across the following areas some of this you may bring with you and some youll grow into with the teams 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. Part of the fun of this role is learning to tailor your approach to each one.
• Regulatory landscape: UAE data residency and health-sector requirements (including DoH/DHA/DESC) and Indias evolving data protection framework both shape how we position solutions with partners. Well help you build credibility here you dont need to be an expert on day one.
• Competitive landscape: youll 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.

• 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 13 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 distributors 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 Mimecasts technology and vision with partners

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 isnt 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: youll have real autonomy here and well back you with the resources and support to make the most of it.

• 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 Mimecasts solutions to support partners confidently

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 wed 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 well 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

• 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-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. Thats why were committed to building an inclusive diverse community that celebrates and welcomes everyone unless theyre a cybercriminal of course.

Were proud to be an Equal Opportunity and Affirmative Action Employer and wed 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 wont 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.