The Account Manager, Enterprise position 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. 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
- Responsible for mitigating Downsell and Churn in your book of business
- Ability to forecast accurately for Upsell, Downsell and Churn on a rolling 6 months
- Work with the Partner / Channel Development team to develop and execute against account plans
- Develop and execute against sales activity plans in order 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 the KPI’s* 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
- Weekly end user activities
- Pipeline stats – pipeline movements
- Forecasting accuracy
- Customer retention
- Account penetration and incremental growth
- Monthly Face-to-face customer visits
What You'll Bring:
- 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.
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