EMEA Cloud Partner Manager
On-siteLondon, England, United Kingdom
Job Summary
Own the regional ARR target across AWS, Microsoft Azure, and Google Cloud Marketplaces by driving new business, renewals, and expansion. Build and execute the regional Cloud Partner Business Plan while optimizing listings for seamless onboarding and transactions. Cultivate relationships with AWS, Microsoft, and Google Cloud stakeholders to generate co-sell pipeline and close high-value opportunities through private offers and co-sell programs. Engage reseller partners to align hyperscaler strategies and deliver joint go-to-market initiatives. Enable sellers via office hours, deal clinics, and training to embed co-sell motions into standard deal processes. Represent Mimecast at hyperscaler trade shows to build pipeline and brand awareness. Report on marketplace performance and recommend actions to leadership through QBRs.
Required Qualifications
- Demonstrated success delivering significant revenue growth through AWS Marketplace, Microsoft Azure Marketplace, and/or Google Cloud Marketplace
- Proficiency developed through managing cloud partnerships, cloud alliances, or SaaS sales and partnerships, ideally within cybersecurity
- Experience managing strategic partners or alliances and building and executing business plans with clear KPIs and performance accountability
- Strong understanding of hyperscaler ecosystems, marketplace dynamics, private offers—including CPPO/MPPO—and co-sell platforms such as AWS ACE, Microsoft Partner Center, and Google Partner Advantage
- Experience managing renewals and driving recurring revenue streams
- Exceptional relationship-building and stakeholder management skills, with the ability to influence at all levels of an organization
- Strong business and financial acumen, including the ability to interpret pipeline, revenue, margin, ROI, and other performance data and turn insights into action
- A collaborative approach to working across Sales, Marketing, Product, Customer Success, and Support teams
- Excellent communication and presentation skills, along with a practical, composed approach to conflict resolution and problem-solving
- Working knowledge of cloud technology and the ability to develop credible expertise in Mimecast's solutions for partner, pre-sales, and customer conversations
- A results-oriented, strategic mindset with the ability to execute tactically in a fast-paced, high-growth environment
- Fluency in the primary language of the region
Desired Qualifications
- Additional language skills
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