EMEA Cloud Partner Manager

Overview

In this role, you will lead regional growth through hyperscaler marketplaces, shaping Mimecast’s cloud partnerships and go-to-market strategy. You’ll work across Sales, Marketing, Product, and Customer Success to drive new business, renewals, and expansion with AWS, Azure, and Google Cloud marketplaces. You’ll optimize marketplace listings, enable partner engagement, and ensure measurable pipeline through co-sell programs. This is a strategic, hands-on position in a fast-growth environment that values collaboration and impact.

Responsibilities

• Own regional ARR target via AWS, Azure, and Google Cloud Marketplaces, focusing on new business, renewals, and expansion
• Develop, obtain sign-off for, and execute the regional Cloud Partner Business Plan aligned with ARR goals
• Optimize marketplace listings to simplify onboarding, transactions, and customer adoption
• Build and maintain relationships with sales, partner, and customer success stakeholders at major hyperscalers to drive co-sell pipeline
• Drive new-logo acquisition and close high-value opportunities through hyperscaler co-sell programs, private offers, and CPPO/MPPO motions
• Engage resellers and distributors to align hyperscaler strategies and run joint GTM initiatives
• Enable sellers with office hours, deal clinics, training, and tools to embed co-sell motions in standard deals
• Represent Mimecast at hyperscaler events to build pipeline and brand awareness
• Report marketplace and partner performance, surface headwinds, and recommend actions via QBRs and reviews

• Demonstrated revenue growth through AWS, Azure, and/or Google Cloud Marketplaces
• Experience managing cloud partnerships or SaaS partnerships with clear KPIs
• Strong relationship-building and stakeholder management across organizational levels
• Financial acumen to interpret pipeline, revenue, margin, ROI, and derive actions
• Collaborative mindset across Sales, Marketing, Product, Customer Success, and Support
• Working knowledge of cloud technology and Mimecast solutions in partner discussions
• Results-oriented, strategic yet tactical in a fast-growth setting
• Fluency in the region’s primary language; additional languages a plus

• Relationship-building
• Stakeholder management
• Effective communication
• Hyperscaler ecosystems and marketplace dynamics
• Co-sell platforms (AWS ACE, Microsoft Partner Center, Google Partner Advantage)
• CPPO/MPPO private offers