5-7 years of experience managing large IT or SaaS enterprise accounts with 5,000+ employees
Proven track record of achieving upsell and retention quotas
Ability to build trust with C-level and senior IT/security stakeholders
Strong knowledge of the cybersecurity industry and technology stack
Experience with sales methodologies like MEDDIC or Challenger
Proficient in Salesforce or similar CRM platforms
Responsibilities
Achieve monthly, quarterly, and annual upsell and cross-sell revenue targets
Collaborate with Partner/Channel Development to create strategic account plans
Manage a disciplined sales pipeline aligned with revenue quotas
Cultivate trusted relationships with senior stakeholders
Identify and pursue expansion opportunities within existing accounts
Maintain accurate account activity and forecast data in Salesforce
Coordinate with Customer Success and support teams to enhance account health
Benefits
Comprehensive benefits package
Incentive plans based on performance
Opportunities for professional development
Flexible work arrangements
Supportive company culture focused on growth
Full Job Description
Overview
As an Account Manager, Enterprise, you'll own a portfolio of existing enterprise accounts with 5,000+ employees and grow revenue through upsell and cross-sell. This strategic, quota-carrying role is focused on relationship-driven selling and long-term account stewardship rather than net-new prospecting. You'll combine strong commercial skills and executive relationships with disciplined pipeline management and deep fluency in the cybersecurity and IT landscape.
What You'll Do
Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your portfolio of enterprise accounts.
Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans.
Build and manage a disciplined pipeline, with sales activity plans aligned to agreed revenue quotas.
Develop and maintain trusted relationships with senior and executive stakeholders across your account base.
Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue and platform adoption.
Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health.
Stay informed about competitive, industry, and market developments relevant to your accounts.
What You'll Bring
Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees, achieving upsell and retention quotas, and sustaining customer relationships over time.
The ability to build credibility and trust with C-level and senior IT and security stakeholders.
Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems.
Strong commercial skills and disciplined pipeline management across complex accounts.
Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger.
Proficiency with Salesforce or other CRM platforms.
The on-target earnings (OTE) range for this position is $200,000 - $300,000 USD (OTE) 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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About Otsuka Pharmaceuticals
Otsuka Pharmaceutical is a Japanese pharmaceutical company that develops and markets a range of products including prescription drugs, over-the-counter medications, and nutritional supplements. The company was founded in 1964 and is headquartered in Tokyo, Japan. Otsuka Pharmaceutical has a strong research and development program and has developed several innovative drugs for the treatment of various diseases. The company is committed to sustainability and has implemented several initiatives to reduce its environmental impact. Otsuka Pharmaceutical has a global presence and operates in several countries around the world.
