Distribution Account Manager

November 9, 2026

Other Jobs To Apply

About the position

This role suits a highly ambitious, self-starting professional who sees distribution as a strategic lever rather than a back-office function. You’ll build joint business plans with assigned distributor partners, drive enablement at scale, and take ownership of distributor relationships and performance. As a 100% channel-focused organization, Mimecast relies on this role to help recruit, train, and grow partners at scale. This is an opportunity to do something genuinely different in an award-winning cybersecurity company with ambitious growth plans.

Responsibilities

Partner with Mimecast Account Executives and the Partner Team to set and execute the go-to-market strategy for assigned distributor partners.
Build and own joint business plans that support, train, recruit, and grow Mimecast partners across distributor networks.
Align the sales organization through targeted demand-generation and partner-alignment activities.
Drive sales and technical enablement through distributor partners, ensuring the right resources are in place to support partner growth and contribution.
Build trusted relationships with distributor stakeholders, from the C-suite and commercial leaders to marketing and technical teams.
Generate demand and accurately forecast partner-sourced, targeted-technology, and retention-based opportunities in partnership with channel and sales teams.
Build and manage distributor marketing plans and budgets, including co-marketing, MDF, and demand-generation investments that deliver a clear return.
Collaborate across Sales, Sales Engineering, Product Marketing, Marketing, Operations, and Legal to deliver a world-class experience for distributors and their partners.
Monitor and report weekly on distribution-channel performance, translating POS, pipeline, renewal, and consumption data into insights and recommended actions.
Navigate ambiguity and resolve challenges with practical solutions that protect distributor relationships and move the business forward.

Requirements

Deep technology sales and channel-management expertise, with substantial experience owning distribution accounts and supporting major IT distributors with annual revenues exceeding \$2B.
Experience across partner distribution and Public Sector markets, with a demonstrated history of exceeding annual revenue and partner-growth objectives.
Experience in cybersecurity, SaaS, cloud infrastructure, or enterprise software, plus working knowledge of the cybersecurity and email-security competitive landscape.
Strong understanding of the partner ecosystem and how distributors recruit, support, train, enable, and grow a channel partner base.
Strong command of sell-in, sell-through, and sell-out motions; distribution financing; vendor rebate programs; MDF; business planning; partner recruitment; enablement; and distribution-led demand generation.
Sound knowledge of opportunity qualification, deal-cycle management, pipeline development, and disciplined forecasting.
The business acumen to understand distribution economics and structure programs that create value for Mimecast, distributors, and partners.
Analytical capability to turn POS, pipeline, renewal, and consumption data into actionable business plans, supported by advanced Excel and AI skills and CRM proficiency; Tableau experience is desirable.
Understanding of traditional resale businesses as well as Managed Service Provider and marketplace models.
Executive-level communication and influencing skills, with the ability to build alignment across highly matrixed organizations without direct authority.
The ability to operate effectively in a fast-paced, ambiguous environment while remaining composed, accountable, practical, and attentive to detail.
A collaborative, energetic approach and the ability to build strong working relationships across commercial, marketing, technical, and cross-functional teams.

Nice-to-haves

Tableau experience is desirable.

Benefits

The US OTE range for this position is \$152,000-\$228,000 + benefits.
This position may also be eligible for other related benefits.

Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...