Description
Senior Technology Alliance Manager - Hybrid based in Lexington, MA or Minneapolis, MN
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.
Overview
As a Senior Technology Alliance Manager, you'll own the day-to-day relationships with an assigned portfolio of technology alliance partners, helping execute Mimecast's technology partner ecosystem strategy. You'll drive integration adoption, support co-sell enablement and field alignment, and help ensure partner-sourced pipeline is tracked and attributed accurately.
This is an individual contributor role within the Technology Alliances organization. You'll work across Sales, Marketing, Product, Engineering, and Legal to turn joint go-to-market plans into action. You'll have hands-on ownership of your partner portfolio, balancing competing priorities and translating partner and field feedback into practical improvements.
What You'll Do
- Manage an assigned portfolio of technology alliance partners as the primary point of contact for day-to-day operational and tactical needs.
- Support joint go-to-market plans through co-sell enablement, sales training content, and field alignment.
- Coordinate with Product and Engineering to track integration roadmaps, support technical certification processes, and turn partner and field feedback into action.
- Create and maintain battle cards, solution briefs, and joint value propositions for internal sales teams in collaboration with Marketing.
- Track and report on partner-sourced and partner-influenced pipeline, co-sell activity, and integration adoption, helping ensure accurate attribution.
- Lead joint marketing activities, webinars, and partner events with cross-functional colleagues.
- Respond to partner escalations and coordinate timely resolution across teams.
- Maintain accurate partner records, agreements, and documentation in internal systems.
- Support alliances leadership with partner performance reviews and quarterly business reviews.
- Contribute to program development and drive process improvements and automation across technology alliance tools and workflows.
What You'll Bring
- Experience in technology alliances, partner management, channel, or related business development, with the ability to independently manage a partner portfolio and navigate complex cross-functional priorities.
- Familiarity with co-sell motions and referral-based partnership models, including tracking partner pipeline and activity accurately.
- The ability to build trusted partner relationships and use negotiation and influence to assess partnership potential, recruit partners, and rationalize the portfolio.
- Experience collaborating across Sales, Marketing, Product, and Legal, with the technical fluency to coordinate integration roadmaps and certification processes with Product and Engineering.
- Clear written and verbal communication skills, including creating partner-facing materials and presenting to internal teams, partners, and senior alliance executives.
- Strong organizational discipline and attention to detail, with the ability to manage competing commitments, resolve escalations, and work independently while knowing when to seek support.
- The ability to own process improvement projects and automate technology alliance processes and tools.
- A bachelor's degree or equivalent experience.
- Willingness to travel occasionally for partner and internal engagements.
- Experience in cybersecurity, email security, or enterprise SaaS is a plus.
The base salary range for this position is $132,000−$198,000 plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.