Mid-Market Account Manager

About Mimecast

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. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.

Work Protected.

Overview

We are looking for an exceptional person with strong sales skills to look after around 100 Mimecast customers in the 350-1000 employee range, with particular emphasis on upselling our existing and new products into these accounts. 

This is a quota-carrying role focused on building customer relationships and expanding accounts rather than net-new prospecting. The Account Manager is the main point of contact at Mimecast for these accounts and will be their window into our organisation.

The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating upsell. You'll bring strong commercial instincts, disciplined pipeline management, and enough fluency in cloud computing and the broader IT and cybersecurity 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 portfolio of mid-market accounts.

• 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 agreed revenue quotas.

• Develop trusted, lasting relationships with multiple stakeholders across your existing accounts.

• Identify expansion opportunities and sell additional Mimecast products into existing accounts.

• Keep account activity, pipeline, and forecast data accurate and current in Salesforce.

• Apply Mimecast's end-to-end sales methodology consistently across your portfolio.

• Work with Customer Success, Support, and other teams to support customers and broader business goals.

What You'll Bring

• IT sales experience managing an existing portfolio of mid-market accounts, with a proven track record of achieving upsell and retention quotas through account planning, pipeline management, and relationships with multiple stakeholders.
• Strong IT, SaaS, or cybersecurity sales experience preferred

• Strong business and commercial acumen, including the ability to identify expansion opportunities within an existing account base.

• 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 to manage leads and opportunities.

• 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.

The OTE salary range for this position is £88,000−£132,000 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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Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.