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. The territory spans multiple regulatory environments, languages, and buying cultures, and includes both regional/pan-GCC distributors and India-focused distribution houses. We're 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 you're 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 — we'd love to hear from you.

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. 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 India's evolving data protection framework, both shape how we position solutions with partners. We'll help you build credibility here — you don't need to be an expert on day one.

• 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

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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 ter