Mimecast is looking for a VP, Technical Alliances & Hyperscalers to lead and scale Mimecast’s strategic technology partnerships across the cybersecurity ecosystem and major cloud platforms. This is a high-impact, senior leadership role responsible for building and executing joint go-to-market strategies with leading cybersecurity vendors as well as deepening Mimecast’s presence and revenue generation across four major Hyperscalers — AWS, Microsoft Azure, Oracle Cloud and Google Cloud. The VP will serve as the executive owner of these relationships, driving pipeline, co-sell motions, integrations, and marketplace activity that accelerate Mimecast’s growth globally.
What You’ll Do:
- Alliance Leadership: Serve as executive owner for key technology alliances (CrowdStrike, Zscaler, SentinelOne, Sophos), driving GTM strategy, co-sell motions, and partner-sourced pipeline.
- Hyperscaler Strategy: Lead Mimecast’s AWS, Azure, Oracle and Google Cloud strategy across Marketplace, co-sell, private offers, and cloud-funded programs.
- Joint Planning: Build and execute joint business plans with alliance and cloud partners, including pipeline targets, enablement, field alignment, and executive engagement.
- Product Collaboration: Work with Product and Engineering to deliver high-value integrations, API connections, joint bundles, and technical certifications.
- Marketplace Growth: Increase AWS/Azure/GCP/OCI Marketplace revenue through optimized listings, CPPO/private offer processes, and aligned co-sell motions.
- Cross-Functional Alignment: Collaborate with Sales, Marketing, Product, and Legal to ensure accurate tracking and attribution of partner-sourced and influenced pipeline.
- Executive Representation: Represent Mimecast at partner briefings, industry events, and joint marketing activities to elevate visibility and influence.
- Team Leadership: Lead and develop a high-performing global team of Alliance Managers and Hyperscaler Partner Managers.
- Performance Insights: Track, measure, and report on alliance and Hyperscaler KPIs including pipeline, Marketplace bookings, co-sell wins, and ARR contributions.
What You’ll Bring:
- Experience: Tenured background in technology alliances, strategic partnerships, or business development within cybersecurity or cloud.
- Ecosystem Relationships: Hands-on experience and established relationships with CrowdStrike, Zscaler, SentinelOne, Sophos, AWS, Azure, Oracle Cloud or Google Cloud partner programs.
- Hyperscaler Expertise: Deep understanding of AWS/Azure/GCP/OCI go‑to‑market models, including CPPO, Marketplace frameworks, co-sell programs, and cloud-commit mechanisms.
- Revenue Execution: Proven ability to deliver measurable pipeline and revenue growth through alliance and cloud channels.
- Technical Acumen: Ability to engage credibly with product, engineering, and security teams on architectures, integrations, and solution positioning.
- Executive Presence: Strong communication skills and comfort engaging C‑suite and VP-level stakeholders internally and externally.
- Leadership Strength: Demonstrated success building and leading high-performing partner management teams across regions.
- Industry Fit: Background in SaaS or cybersecurity; experience in email security, data protection, or threat intelligence is a plus.
- Travel Capability: Ability to travel internationally to support partner relationships, events, and executive engagements. This is a US-based remote position.
The base salary range for this position is $216,000 − $324,000 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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