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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in sales and revenue operations with a strong focus on forecasting, reporting, and partner management. Proficient in building operational frameworks and optimizing MSP programs across diverse regions.
Highest-signal resume keywords
Salesforce ProficiencyMSP Program ManagementForecasting MethodologiesBusiness AnalyticsReporting and Dashboard Creation
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
SQL ProficiencyRevenue OperationsBusiness AnalyticsForecasting ProcessesReporting Suite DevelopmentPartner TieringMulti-Tenant BillingData AnalysisCohort AnalysisCompetitive Benchmarking
Soft Skills
Excellent Communication SkillsOrganizational SkillsProject Management SkillsConsensus BuildingAdaptability
Tools & Technologies
SalesforceSnowflakeTableauBusiness Intelligence ToolsDashboards
Industry Keywords
Managed Service ProviderRecurring RevenueChannel EcosystemPartner OperationsEMEAAPACContractingBillingHuman-Risk SecurityEmail Security
Tech Stack
Tools & technologiesSnowflakeSQLTableau
About the role
Key responsibilities & impact- Build the data and operating foundation for Mimecast's Managed Service Provider business
- Build the core MSP reporting suite covering ARR, net new bookings, partner and end-customer growth, seat and product attach, retention, churn drivers, partner health scoring, and rep/team performance
- Design and establish an MSP forecasting process and cadence, including Commit, Best Case, Upside, definitions, submission cadence, and roll-up mechanics
- Establish weekly forecast calls, monthly business reviews, and quarterly planning with agendas, pre-reads, and follow-up mechanisms
- Design partner segmentation, territories, quotas, targets, tiering criteria, coverage models, and handoff/escalation paths
- Measure and optimize MSP programs, including partner tiers, rebates, incentives, deal registration, and MDF, and model financial impact on margin and growth
- Translate data into leadership insights and recommendations, including cohort analysis, whitespace, cross-sell opportunities, pricing and packaging effects, and market sizing
- Analyze Mimecast platform adoption, seat and module attach, multi-tenant usage, partner-level platform health, and competitive intelligence
- Benchmark MSP offerings, pricing, packaging, and partner programs against competitors to identify win/loss trends, share shifts, and differentiation opportunities
- Build the operational blueprint for expanding the MSP model across EMEA and APAC, including process, systems, staffing, localization, contracting, billing, and distributor considerations
- Identify and help implement Salesforce, Snowflake, PRM, dashboards, and automation to support reporting, forecasting, and partner management at scale
- Collaborate with Sales, Channel, RevOps, Finance, Customer Success, Product, and Legal
- Drive adoption of new processes and tools through training, documentation, and communication
- Report to the VP, Revenue Operations and Planning
Requirements
What you’ll need- 5+ years of experience in sales/revenue operations, channel or partner operations, business analytics, or a similar role
- Direct experience owning forecasting and reporting processes
- Working knowledge of the MSP and channel ecosystem, including partner tiering, multi-tenant and usage-based billing, distributors, and recurring-revenue partner program economics
- Direct experience with MSP or MSSP businesses strongly preferred
- Familiarity with the Mimecast platform and competitive email and human-risk security landscape is a plus
- Demonstrated track record of standing up new processes, teams, or systems from scratch
- Comfort operating with ambiguity and limited precedent
- Strong hands-on experience with Salesforce and reporting/BI tools such as Snowflake, Tableau, or similar
- Ability to build reporting and dashboards
- SQL proficiency preferred
- Deep familiarity with recurring-revenue forecasting methodologies and terminology, including Commit, Best Case, Upside, and gross/net retention
- Exposure to scaling a function across NA, EMEA, and APAC
- Awareness of regional differences in partner models, contracting, and ways of working
- Excellent verbal and written communication skills
- Ability to build consensus across Sales, Channel, Finance, and Operations stakeholders
- Ability to present clearly to senior leadership
- Strong organizational and project management skills
- Ability to manage multiple concurrent build-out workstreams against deadlines
- Bachelor's degree in business, finance, analytics, or a related field preferred; equivalent experience will also be considered
- Successful completion of applicable background checks
Benefits
Comp & perks- Equal Opportunity and Affirmative Action Employer
- Interview adjustments or accommodations for disabilities or other needs
- Employment subject to applicable background checks conducted in accordance with local law