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-