Senior Manager, MSP Analytics & Business Operations

Senior Manager, MSP Analytics and Business Operations

About the position

Revenue Operations is looking for a Senior Manager, MSP Analytics and Business Operations to build the data and operating foundation for our Managed Service Provider (MSP) business. This is a foundational, build-it role: you will stand up the performance reporting, forecasting, and operating cadence that give leadership clear visibility into MSP partner health, design the segmentation, target-setting, and program framework that guides how we invest in and grow MSP partners, and lay the groundwork to scale our MSP motion globally across North America, EMEA, and APAC.

This role reports to the VP, Revenue Operations and Planning, and partners closely with MSP business leadership, Sales, Channel, Finance, Customer Success, Marketing, and Product to bring structure, rigor, and repeatability to a fast-growing segment. This role is best suited to someone who is energized by ambiguity and enjoys building process and insight from scratch rather than optimizing an existing one.

Key Responsibilities:

§ MSP Performance Analytics: Build the core MSP reporting suite (ARR and net new bookings, partner and end-customer growth, seat and product attach, gross/net retention, churn drivers, partner health scoring, and rep and team performance) in partnership with RevOps and Snowflake/Salesforce reporting teams, and own its ongoing accuracy and cadence.

§ Forecasting Process: Design and stand up an MSP forecasting process and cadence (Commit, Best Case, Upside) from the ground up, including definitions, submission cadence, and roll-up mechanics that give leadership a reliable, repeatable view of pipeline and bookings.

§ Operating Cadence: Establish the recurring operating rhythm for the MSP organization, including weekly forecast calls, monthly business reviews, and quarterly planning, with agendas, pre-reads, and follow-up mechanisms that keep the team and leadership aligned.

§ Partner Segmentation, Territory & Target Design: Design partner segmentation, territories, quotas, and targets for the MSP business, including tiering criteria, coverage models, and handoff and escalation paths between Sales, Channel, and Customer Success.

§ Program & Incentive Analytics: Measure and optimize MSP program performance, including partner tiers, rebates, incentives, deal registration, and MDF, and model the financial impact of program changes on margin and growth.

§ Insights & Strategic Planning: Translate data into clear insights and recommendations for senior leadership, including partner cohort analysis, whitespace and cross-sell opportunity, pricing and packaging effects, and MSP market sizing.

§ Platform & Competitive Intelligence: Use the Mimecast platform as the foundation for MSP analytics, including product adoption, seat and module attach, multi-tenant usage, and partner-level platform health, and benchmark our MSP offering, pricing, packaging, and partner program against competitors (such as Proofpoint, Microsoft, Barracuda, Abnormal, and Ironscale) to identify win/loss trends, share shifts, and areas to differentiate.

§ Global Expansion Planning: Build the operational blueprint for extending the MSP model across EMEA and APAC, including process, systems, staffing, and localization considerations (regional contracting, billing, and distributor models), and partner with regional leadership to sequence the rollout.

§ Systems & Tooling: Identify and help implement the systems, dashboards, and automation (Salesforce, Snowflake, PRM, or similar) needed to support reporting, forecasting, and partner management at scale, reducing manual effort as the business grows.

§ Cross-Functional Partnership: Work closely with Sales, Channel, RevOps, Finance, Customer Success, Product, and Legal to align MSP operations with broader company planning, compensation, and forecasting processes.

§ Change Management: Drive adoption of new processes and tools across the MSP organization, including training, documentation, and communication as the function scales and evolves.

Essential Skills and Experience:

§ Relevant Experience: 5+ years of experience in sales/revenue operations, channel or partner operations, business analytics, or a similar role, ideally in SaaS or cybersecurity, including direct experience owning forecasting and reporting processes.

§ MSP & Channel Knowledge: Working knowledge of the MSP and channel ecosystem, including partner tiering, multi-tenant and usage-based billing, distributors, and the economics of recurring-revenue partner programs. Direct experience with MSP or MSSP businesses strongly preferred. Familiarity with the Mimecast platform and the competitive email and human-risk security landscape is a plus, as is experience turning product usage data and competitive intelligence into partner and go-to-market decisions.

§ Builder Mindset: Demonstrated track record of standing up new processes, teams, or systems from scratch, rather than only maintaining existing ones, and comfort operating with ambiguity and limited precedent.

§ Analytical & Systems Aptitude: Strong hands-on experience with Salesforce and reporting/BI tools (Snowflake, Tableau, or similar), with the ability to build reporting and dashboards, not just consume them. SQL proficiency preferred.

§ Forecasting Rigor: Deep familiarity with recurring-revenue forecasting methodologies and terminology (Commit, Best Case, Upside, gross/net retention) and the discipline to enforce a consistent cadence across a team.

§ Global Scaling Experience: Exposure to scaling a function across multiple regions (NA, EMEA, APAC), including awareness of regional differences in partner models, contracting, and ways of working.

§ Communication & Influence: Excellent verbal and written communication skills, with the ability to build consensus across Sales, Channel, Finance, and Operations stakeholders and to present clearly to senior leadership.

§ Project Management: Strong organizational and project management skills, with the ability to manage multiple concurrent build-out workstreams (analytics, forecasting, program design, global expansion planning) against deadlines.

Qualifications:

§ Education: Bachelor's degree in business, finance, analytics, or a related field preferred; equivalent experience will also be considered.

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.

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