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About the Role

This is a quota-carrying role focused on building customer relationships and expanding accounts within a portfolio of approximately 100 mid-market Mimecast customers (350-1000 employees). The Account Manager will be the primary point of contact, responsible for upselling existing and new products.

Responsibilities

Meet monthly, quarterly, and annual upsell and cross-sell revenue targets.
Partner with the Partner/Channel Development team to build and execute account plans.
Build and execute sales activity plans, maintaining a disciplined pipeline to meet revenue quotas.
Develop trusted, lasting relationships with multiple stakeholders across existing accounts.
Identify expansion opportunities and sell additional Mimecast products.
Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
Apply Mimecast's end-to-end sales methodology consistently.
Work with Customer Success, Support, and other teams to support customers and business goals.

Requirements

IT sales experience managing an existing portfolio of mid-market accounts with a proven track record of achieving upsell and retention quotas.
Strong business and commercial acumen, including the ability to identify expansion opportunities.
An understanding of corporate IT teams, their buying processes, cloud computing, and the broader technology and cybersecurity stack.
Experience using Salesforce or another CRM system.
The ability to build and sustain customer trust over time.
An understanding of channel sales and experience in value-based, solution selling.
A self-motivated, organized approach and comfort working in a fast-paced, quota-driven environment.
Experience in both direct and indirect sales roles.
Experience with MEDDPICC or Command of the Sale is a plus.
Successful completion of applicable background checks.

Skills

Sales
Upselling
Account Management
Pipeline Management
Cloud Computing
IT
Cybersecurity
CRM
Channel Sales
Solution Selling

Location

Massachusetts

Work Type

Quota-carrying role

Experience Level

Mid-market account management experience
Proven track record of success in generating upsell

Salary/Compensations

£88,000−£132,000 OTE

Benefits

Benefits
Eligible for incentive plans

About the Company

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. Mimecast disrupts cybercriminal activity before that happens. They think fast, go big, and always demand more of themselves. They work hard, deliver, and repeat. They grow with real determination and put success well within reach. They push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.

Equal Opportunity

Mimecast is committed to building an inclusive, diverse community that celebrates and welcomes everyone.
Proud to be an Equal Opportunity and Affirmative Action Employer.
Encourages applicants from traditionally underrepresented groups.
Considers everyone equally regardless of race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic.
An offer of employment will be subject to successful completion of applicable background checks.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.