The role suits a results-oriented professional who thrives in a 2-Tier environment, understands the mechanics of distribution-led go-to-market, and can operate at both strategic and operational levels. You will design and deliver downstream partner enablement programmes, manage MDF investments for measurable ROI, and build ecosystem campaigns with the distributor\u2019s vendor partners. Ideal for candidates with a strong understanding of the Africa cybersecurity channel who want to build something from the ground up within an award-winning technology company.<\/p>\n
Key Responsibilities<\/p>\n
\tBuild, gain approval for, and execute a Distribution Business Plan aligned to Mimecast\u2019s Africa channel strategy, with clear quarterly milestones and accountability measures
\n\tServe as the primary contact for all day-to-day business between Mimecast and the distribution partner, owning the commercial relationship end-to-end
\n\tDevelop and manage executive-level relationships with distribution partner leadership, focused on driving measurable downstream partner recruitment, activation, and revenue outcomes
\n\tDesign and execute a downstream partner recruitment and activation programme through distribution, with specific targets for new transacting partners and MSP onboarding per quarter
\n\tDrive Deal Registration (and Expansion) volume and quality through the distribution channel, owning DR\/DRE education, enablement, and submission targets for distributor-sourced partners
\n\tAchieve and exceed distribution-managed pipeline targets, Partner Generated ARR goals, downstream partner activation rates, and renewal KPIs
\n\tBuild and execute ecosystem campaigns with the distributor\u2019s vendor partners, creating joint go-to-market motions that expand Mimecast\u2019s reach into the downstream partner community
\n\tCollaborate with Mimecast Sales, Channel, and Marketing teams to align the distribution go-to-market strategy, coordinate demand generation, and ensure downstream opportunities are accurately forecasted
\n\tDesign, plan, and deliver an ongoing downstream partner enablement programme at both sales and pre-sales levels, ensuring distribution-sourced partners can independently position, demo, and close Mimecast solutions
\n\tOwn the Quarterly and Annual Business Review process with the distribution partner, delivering data-driven performance insights and actionable recommendations
\n\tBuild, manage, and report on MDF budgets assigned to brand awareness, partner recruitment, and pipeline production activities, ensuring measurable ROI on all marketing investments
\n\tMonitor competitive distribution strategies within the Africa cybersecurity market, feeding intelligence back into the channel team and adapting go-to-market positioning accordingly
\n\tDesign and manage tiered SPIFF, incentive, and competitive displacement programmes executed through the distribution partner to drive downstream partner engagement and deal velocity<\/p>\n
Core Competencies<\/p>\n
The following competencies reflect what great looks like in this role at Mimecast:<\/p>\n
\tPartner Relationship Management \u2014 Builds genuine, lasting trust with partners at all levels, with a particular strength in executive engagement, and consistently converts those relationships into meaningful commercial outcomes
\n\tStrategic Planning & Execution \u2014 Develops clear, structured plans and follows through with discipline \u2014 holding themselves and their partners accountable to agreed goals and timelines
\n\tCross-Functional Collaboration \u2014 Works effectively across Sales, Marketing, Product, and Support to align internal resources behind partner needs and ensure nothing falls through the cracks
\n\tPartner Enablement & Support \u2014 Invests in making downstream partners self-sufficient \u2014 designing scalable enablement programmes through distribution that give partners the tools, training, and confidence to go to market independently and represent Mimecast with conviction
\n\tExecutive Communication & Influence \u2014 Adapts their communication style to any audience, from technical teams to the C-suite, and is able to influence and drive alignment without direct authority
\n\tBusiness & Financial Acumen \u2014 Understands the commercial levers that matter in a 2-Tier model \u2014 distributor margin, downstream partner economics, MDF ROI \u2014 and uses that knowledge to structure programmes and conversations that create value across the entire ecosystem
\n\tConflict Resolution & Problem Solving \u2014 Stays composed under pressure, navigates difficult situations with pragmatism, and finds solutions that protect the partnership and move the business forward
\n\tPerformance Management & Accountability \u2014 Sets clear expectations, tracks performance honestly, provides constructive feedback, and is not afraid to have difficult conversations when results fall short
\n\tTechnical & Product Expertise \u2014 Maintains a working knowledge of Mimecast’s solutions and the broader technology landscape to credibly support partners through pre-sales activities and customer conversations<\/p>\n
Essential Skills and Experience<\/p>\n
\tProven experience managing distribution partnerships within the Africa technology or cybersecurity channel, with full commercial accountability for downstream outcomes
\n\tTrack record of holding distribution partners to business plans and delivering measurable downstream partner recruitment, pipeline, and revenue outcomes
\n\tExperience developing and executing distribution business plans with clear KPIs including partner activation rates, Deal Registration volume, and MDF ROI
\n\tStrong understanding of 1-Tier and 2-Tier go-to-market models, with practical experience of downstream partner enablement, recruitment, and activation through distribution
\n\tStrong communicator who can influence and present at all levels of an organisation
\n\tResults-oriented, commercially minded, and resilient in a fast-paced environment
\n\tGenuine team player who drives accountability and brings energy to everything they do
\n\tSaaS or cybersecurity channel experience strongly preferred; familiarity with MSP business models and managed service provider go-to-market is a distinct advantage<\/p>\n
Qualifications<\/p>\n
\tDegree-level education or equivalent professional experience
\n\t5 \u2013 10 years channel management experience
\n\tFluency in English required
\n\tSpecific cybersecurity experience \u2013 beneficial<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( http:\/\/www.mimecast.com ) or<\/p>\n
<\/p>\n","protected":false},"author":2,"featured_media":0,"template":"","meta":{"_promoted":"","_job_location":"","_application":"","_company_name":"Mimecast","_company_website":"http:\/\/www.mimecast.com","_company_tagline":"Mimecast\u2019s mission is to make business email and data safer for more than 16,200 customers and millions of employees worldwide. Founded in 2003, Mimecast's cloud-based security, email archiving and email continuity services protect and deliver comprehensive low-risk email management with a fully-i... read morentegrated subscription service. Mimecast helps reduces the complexity and cost of managing numerous point solutions traditionally used to protect email and its data. For help, please email [email\u00a0protected]. Mimecast has offices in Europe, North America, Africa and Australia. Mimecast (Nasdaq: MIME) started trading on Nasdaq in November 2015. Mimecast Email Security protects against malware, spam, advanced phishing and other emerging attacks, while preventing data leaks using targeted threat protection. Mimecast Mailbox Continuity enables employees to continue using email during planned and unplanned outages. Mimecast Enterprise Information Archiving unifies email, file and instant messaging data to support email discovery and give employees fast access to their personal archive via PC, Mac and mobile apps. Mimecast secure email services and cloud archiving are optimized for Microsoft Exchange, Office 365 and Google. For customers that have migrated to cloud services like Microsoft Office 365, Mimecast mitigates single vendor exposure by strengthening security coverage, combating downtime and improving information archiving. Upper Grayston Office Park Phase 1 Block B 150 Linden Road Strathavon 2031 South Africa","_company_twitter":"","_company_video":"","_filled":0,"_featured":0,"_remote_position":0,"_job_salary":"","_job_salary_currency":"","_job_salary_unit":""},"job_listing_region":[11],"job-types":[12],"class_list":{"0":"post-34557","1":"job_listing","2":"type-job_listing","3":"status-publish","4":"hentry","5":"job_listing_region-gauteng","7":"job-type-full-time"},"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings\/34557","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-listings"}],"about":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/types\/job_listing"}],"author":[{"embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/users\/2"}],"wp:attachment":[{"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/media?parent=34557"}],"wp:term":[{"taxonomy":"job_listing_region","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job_listing_region?post=34557"},{"taxonomy":"job_listing_type","embeddable":true,"href":"https:\/\/jobs.dataaxisnode.com\/southafrica\/wp-json\/wp\/v2\/job-types?post=34557"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}