Account Manager, Mid-Market

Mimecast; Massachusetts; On-site; USD 152,000 - 228,000; Full time

Job summary

Mimecast is seeking an Account Manager, Mid-Market to drive upsell revenue within the Customer Development team. The role emphasizes managing current Mimecast accounts, building relationships, and delivering incremental revenue through new technology within existing bases.

The ideal candidate has IT sales experience, strong communication, and a proactive, team-oriented mindset. Travel to customers is expected; candidates with direct/indirect sales experience are valued.

Qualifications

• Minimum 2+ years IT sales experience.
• Proven ability to upsell and retain customers.
• Understanding of corporate IT teams and buying processes.
• Strong business acumen and communication skills (written & verbal).
• Self-starter, team player with a proactive mindset.
• Willingness to travel to customer sites as needed.

Responsibilities

• Achieve monthly/quarterly/annual upsell revenue.
• Develop and execute account plans with Partner/Channel Development.
• Create and follow sales activity plans to meet revenue quotas.
• Travel to customer sites for account reviews.
• Build and maintain relationships within existing accounts for incremental growth.
• Sell new technology into existing customer base and drive revenue opportunities.
• Manage KPIs and CRM reporting; maintain clean pipeline data.
• Follow end-to-end sales methodologies and processes.
• Monitor activities and provide management information.

Skills

Upsell revenue

Account planning

Revenue forecasting

CRM management

Sales methodology

Travel for accounts

Relationship building

Education

Bachelor’s degree preferred

Tools

CRM software

Job description

The Account Manager, Mid-Market role is based within our Customer Development team here at Mimecast and we are looking for an exceptional person with strong sales skills. The Customer Development team is a high velocity sales environment that is growing rapidly. The Customer Development team handles current Mimecast accounts. The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating upsell and high retention rate of customers. A good understanding of the corporate technology stack as well as cloud computing will be beneficial. A strong work ethic is vital in this competitive marketplace. Successful candidates will thrive in a fast paced, agile but well-structured sales environment that is regularly reinventing itself.

What You'll Do

• Achieve monthly / quarterly / annual upsell revenue
• Work with the Partner / Channel Development team to develop and execute against account plans
• Develop and execute against sales activity plans to achieve the agreed revenue quota
• Travel throughout the year to various customers for account reviews
• Focus on building and maintaining relationships with existing accounts
• Responsible for selling new technology into existing customer base and driving incremental revenue opportunities
• Business Administration – manage the reporting of KPIs and general CRM housekeeping
• Sign up to and execute against a set of end-to-end sales methodology and process
• Monitor and report on activities while providing relevant management information
• Liaise and attend meetings with other company functions necessary to perform duties, aid business, and develop organizationally
• Attend trainings and develop relevant knowledge and skills KPIs
• Weekly end user activities
• Pipeline stats – pipeline movements
• Forecasting accuracy
• Customer retention
• Account penetration and incremental growth
• Weekly customer engagements
• Customer retention target

What You'll Bring

• College degree preferred but not required
• Minimum 2 plus years IT sales experience (ideally within Email / Messaging / Security / Storage - but not essential)
• Proven sales achievement against revenue quota.
• Ideally with experience of both Direct & In-Direct sales roles.
• Understanding of Corporate IT teams and their buying processes
• Strong business / commercial acumen
• Strong communication skills (Written and Verbal)
• Results-oriented with a positive outlook
• Self-starter, dynamic, confident presentation
• A natural forward planner who critically assesses own performance and that of their team members
• Thirst for knowledge and a “can do” attitude
• Problem solver
• Proven team player
• Presentable, articulate, and adaptable
• Tenacious
• Comfortable with a high performance and dynamic environment
• Ability to be confident and to show humility

The OTE salary range for this position is $152,000–$228,000 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.

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 Affimative 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 [e-mail].

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.