Distribution Account Manager
$152,000–$228,000 year
HybridLexington, Massachusetts, United States
Job Summary
Partner with Account Executives and the Partner Team to set go-to-market strategies and build joint business plans for assigned distributor partners. Drive sales and technical enablement by recruiting, training, and growing partners across networks while managing marketing budgets and co-marketing initiatives. Generate demand, forecast opportunities, and report weekly on channel performance using POS, pipeline, and consumption data. Resolve ambiguity to protect distributor relationships and move the business forward. Collaborate across Sales, Engineering, Product Marketing, and Legal to deliver a world-class experience for distributors and their partners.
Required Qualifications
- Deep technology sales and channel-management expertise
- Substantial experience owning distribution accounts
- Experience supporting major IT distributors with annual revenues exceeding $2B
- Experience across partner distribution and Public Sector markets
- Demonstrated history of exceeding annual revenue and partner-growth objectives
- Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software
- Working knowledge of the cybersecurity and email-security competitive landscape
- Strong understanding of the partner ecosystem
- Strong command of sell-in, sell-through, and sell-out motions
- Knowledge of distribution financing
- Knowledge of vendor rebate programs
- Knowledge of MDF
- Knowledge of business planning
- Knowledge of partner recruitment
- Knowledge of enablement
- Knowledge of distribution-led demand generation
- Sound knowledge of opportunity qualification
- Sound knowledge of deal-cycle management
- Sound knowledge of pipeline development
- Sound knowledge of disciplined forecasting
- Business acumen to understand distribution economics
- Ability to structure programs that create value for Mimecast, distributors, and partners
- Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans
- Advanced Excel skills
- AI skills
- CRM proficiency
- Tableau experience is desirable
- Understanding of traditional resale businesses
- Understanding of Managed Service Provider models
- Understanding of marketplace models
- Executive-level communication and influencing skills
- Ability to build alignment across highly matrixed organizations without direct authority
- Ability to operate effectively in a fast-paced, ambiguous environment
- Ability to remain composed, accountable, practical, and attentive to detail
- Collaborative, energetic approach
- Ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams
- Hybrid role based in Lexington, MA
- Offer of employment will be subject to your successful completion of applicable background checks
Desired Qualifications
- Tableau experience is desirable
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