EMEA Cloud Partner Manager

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

We're seeking a Cloud Partner Manager to lead the growth and management of our regional business through hyperscaler marketplaces. Reporting to the Senior Director of Cloud Partnerships, you'll play a pivotal role in scaling marketplace revenue, expanding our reach through cloud ecosystems, and driving new business, renewals, and expansion opportunities. This is a strategic, hands-on role for someone who can build strong relationships across cloud providers, reseller partners, and the broader partner ecosystem while collaborating with Sales, Marketing, Product, and Customer Success to deliver seamless execution and measurable results.

What You'll Do

Own the regional ARR target through AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, driving new business, renewals, and expansion

Build, gain approval for, and execute the regional Cloud Partner Business Plan aligned with broader ARR goals

Optimize Mimecast's marketplace listings to support seamless onboarding, transactions, and customer adoption

Build relationships with sales, partner, and customer success stakeholders at AWS, Microsoft, and Google Cloud to generate co-sell pipeline and measurable business outcomes

Drive new-logo acquisition across target verticals and close high-value opportunities through hyperscaler co-sell programs, private offers, and CPPO/MPPO motions

Engage reseller partners and distributors to align hyperscaler strategies and deliver joint go-to-market initiatives, including independent marketplace pipeline

Enable sellers to engage hyperscalers effectively through office hours, deal clinics, training, and practical tools that embed co-sell motions into standard deal processes

Represent Mimecast at hyperscaler trade shows and events to build pipeline, brand awareness, and stakeholder relationships

Report on marketplace and partner performance, surface headwinds, and recommend actions to leadership through QBRs and ongoing reviews

What You'll Bring

Demonstrated success delivering significant revenue growth through AWS Marketplace, Microsoft Azure Marketplace, and/or Google Cloud Marketplace

Proficiency developed through managing cloud partnerships, cloud alliances, or SaaS sales and partnerships, ideally within cybersecurity

Experience managing strategic partners or alliances and building and executing business plans with clear KPIs and performance accountability

Strong understanding of hyperscaler ecosystems, marketplace dynamics, private offers—including CPPO/MPPO—and co-sell platforms such as AWS ACE, Microsoft Partner Center, and Google Partner Advantage

Experience managing renewals and driving recurring revenue streams

Exceptional relationship-building and stakeholder management skills, with the ability to influence at all levels of an organization

Strong business and financial acumen, including the ability to interpret pipeline, revenue, margin, ROI, and other performance data and turn insights into action

A collaborative approach to working across Sales, Marketing, Product, Customer Success, and Support teams

Excellent communication and presentation skills, along with a practical, composed approach to conflict resolution and problem-solving

Working knowledge of cloud technology and the ability to develop credible expertise in Mimecast's solutions for partner, pre-sales, and customer conversations

A results-oriented, strategic mindset with the ability to execute tactically in a fast-paced, high-growth environment

Fluency in the primary language of the region; additional language skills are an advantage

#LI-HO1

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.

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.