5+ years of experience in IT sales managing Upper Mid-Market accounts (1,500-5,000 employees)
Proven track record of achieving upsell and retention quotas
Strong understanding of corporate IT buying processes and cloud computing
Ability to build and maintain trust with multiple stakeholders
Self-motivated with strong organizational skills in a fast-paced environment
Experience with Salesforce or similar CRM systems
Responsibilities
Meet and exceed upsell and cross-sell revenue targets for your account portfolio
Collaborate with Partner/Channel Development to create and implement account plans
Manage a disciplined sales pipeline and execute activity plans to meet quotas
Build and maintain trusted relationships with stakeholders in existing accounts
Identify and pursue expansion opportunities for new products within accounts
Ensure accurate account activity and pipeline data in Salesforce
Apply Mimecast's sales methodology consistently across your portfolio
Benefits
Flexible hybrid work options
Collaboration with cross-functional teams
Opportunities for professional growth and development
Access to a supportive work environment
Participation in incentive plans and additional benefits
Full Job Description
Account Manager, Senior Commercial - Hybrid based in Lexington, MA or Remote based in Colorado
Overview
As an Account Manager, Upper Mid-Market, you'll own a portfolio of existing customers with 1,500-5,000 employees and grow revenue through upsell and cross-sell. This quota-carrying role focuses on building trusted customer relationships and expanding existing accounts rather than net-new prospecting. You'll combine commercial instincts and disciplined pipeline management with fluency in cloud computing and the broader IT stack to hold credible conversations with technical buyers and buying committees.
What You'll Do
Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your Upper Mid-Market account portfolio.
Partner with the Partner/Channel Development team to build and execute account plans.
Manage a disciplined pipeline and execute sales activity plans that support your agreed revenue quotas.
Build and maintain trusted relationships with multiple stakeholders across your existing accounts.
Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue.
Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
Apply Mimecast's end-to-end sales methodology consistently across your portfolio.
Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.
What You'll Bring
Demonstrated ability to independently manage and grow a portfolio of Upper Mid-Market customers with 1,500-5,000 employees in IT sales, with a track record of achieving upsell and retention quotas.
Strong business and commercial acumen, including the ability to identify expansion opportunities within existing accounts.
An understanding of corporate IT teams, buying processes, cloud computing, and the broader technology and cybersecurity stack that enables credible conversations with technical buyers and buying committees.
The ability to build and sustain customer trust over time and manage relationships with multiple stakeholders.
A self-motivated, organized approach to account planning and pipeline management in a fast-paced, quota-carrying environment.
Experience using Salesforce or another CRM system to manage leads and opportunities.
The on-target earnings (OTE) range for this position is $152,000 - $228,000 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.
