Sr. Manager, Channel Enablement

2 weeks ago

Lilburn, United States Mimecast Full time

About the Position
Mimecast is on a dynamic growth trajectory, driven by our 100% channel-based business model. We’re seeking a Sr. Manager, Channel Enablement, to enhance our PartnerONE program and empower our partners and revenue teams.

Role Overview
The Senior Manager, Channel Enablement, is essential to the success of Mimecast's PartnerONE program. In this role, you will develop strategies to empower our partners, ensure comprehensive training, and collaborate across various teams. The ideal candidate will have a deep understanding of the Reseller, Distribution, Technology Alliances, and MSP ecosystem and a history of forging successful partnerships.

Reporting to the Director of Alliances and Channel Enablement, you will create and implement strategic channel enablement programs. You should be a strong collaborator and presenter with leadership skills that drive positive outcomes for partners and customers, aligning with our channel's vision and FY25 transformation goals.

Key Responsibilities

  • Develop and execute channel enablement programs and strategies.

  • Lead and manage channel enablement paths for Resellers, Distributors, and MSPs to optimize engagement opportunities.

  • Train partners to effectively communicate Mimecast's value proposition and unique selling points.

  • Equip partners with the sales skills and tools needed to guide customers effectively.

  • Design internal strategies and training programs for channel and revenue teams.

  • Translate internal best practices and product messaging into accessible playbooks for partners.

  • Implement and manage training programs, certifications, and educational materials on our services and technologies.

  • Establish performance metrics and KPIs to monitor and enhance partner success.

  • 20% travel to events, offices, team meetings, etc.

Essential Skills and Experience

  • Strong experience in program management.

  • Relevant amount of experience in partner ecosystem roles.

  • Deep understanding of partner-vendor relationships and enablement tools.

  • Data-driven approach to identifying and implementing best practices.

  • Ability to work cross-functionally and influence senior stakeholders.

  • Strong problem-solving and communication skills.

  • Detail-oriented with experience in work operating systems (e.g., Smartsheet).

Tools/Technology we use and would seek experience with (or experience with similar tools):

  • Docebo – LMS and certification platform to validate partner learning

  • Seismic – Content management and guided selling through channel playbooks

  • Smartsheet – Project management and collaboration

  • Gong – Message intelligence insights in collaboration with Channel and Sales Ops

  • Slack – Communication and collaboration

  • Microsoft 365 – Product Suite

  • Mimecast is rapidly building our technology stack to support our partners. PRM, gamification and other engagement tool experience is beneficial and encouraged.

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