OverviewAs 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 $240,000 - $360,000 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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