CD Account Manager- Commercial Mid-Market

About the position

Know how to make a customer of years feel just as important as the day they signed on the dotted line? Our Customer Development team handles all our existing Mimecast accounts throughout the Region. As a dominant innovator in our market, our customers expect more from our service. That means showing them you’re motivated to understand their businesses and use your commercial acumen to solve the problems that matter to them. Ultimately, you will have a proven track record of success in generating upselling opportunities and a high retention rate of customers. If you’ve worked with corporate technology, cloud computing or cybersecurity, that’s even better!

This is a pacey, but well-oiled sales environment that is regularly reinventing itself. We keep ahead of market trends and innovate together, and then demonstrate our potential as individuals. But you’re never far from the support of your team-mates and expert partners throughout Mimecast.

From optimistically pursuing your monthly, quarterly, and annual upsell revenue targets, to travelling to meet clients in person, you’ll walk the line between customer care and shrewd sales opportunities. When you know you’re the first and last person they call for anything cybersecurity related, you’re a success. In return, we promise you first-class development, ample rewards, and a company culture you’ll find it difficult not to fall in love with.

Key Responsibilities:

Within this corporate IT environment, you will be required to have:

• Drive and identify upsell business opportunities in the SME and Commercial space (250 seats – 1500 seats) for the Gauteng and inland markets.
• Ultimately responsible for a revenue target made of retaining existing base revenue, existing business development (upsell), and mitigating downsell and churn.
• Working closely with other departments such as Customer Success, Sales Engineering, Channel Team, Licensing and Renewals to ensure the customer gets a remarkable experience and are fully protected from new and emerging security threats
• Partnering with our channel community on all customer engagements
• Ability to understand and share the value of multiple solutions across the wide spectrum of threats that could impact an organisation
• Engage with customers at all levels from IT technician to C-suite
• Achieve against monthly, quarterly and annual upsell and retention targets
• Adhering to KPIs / goals set to drive success including pipeline generation, meeting targets and utilising our CRM system SFDC.
• Forecast accurately on opportunities and ensure data accuracy around all opportunities and pipeline management in Sales Force. Keep all records up to date
• Develop 4x pipeline coverage of target
• Forecast weekly, monthly and quarterly
• Develop and manage channel partnership accounts with Mimecast Resellers.
• Drive revenue with third party reseller companies to effect direct and indirect sales of Mimecast products.
• Develop relationships with senior executives at Partnering IT reseller companies in order to jointly identify opportunities for collaborative growth
• Discuss and analyse end user and partner requirements/reactions to determine correct Mimecast services for reselling
• Produce and deliver compelling proposals and presentations for prospective customers.
• Work with Sales Management and Marketing on marketing to drive business and achieve set revenue targets.
• Deliver technical overviews and demonstrations of the Mimecast platform to partners and customers.
• Maintain up to date knowledge of all Mimecast and competitor products in order to maintain an in-depth understanding of market movements and competitive presence so as to provide high quality information to all Mimecast clients and prospects.

Essential Skills and Experience:

The ideal candidate for the Mimecast Sales team will demonstrate the following attributes:-

• Ability to sell, and regularly achieve targets
• Understanding in accurate pipeline management and accurate forecasting
• Understanding of SaaS and cloud computing or experience in other technical product and services
• B2B sales experience
• Excellent presentation and customer facing skills.
• Evidence of overachievement of monthly and quarterly targets
• Attention to detail with a passion for delivering an exceptional level of service.
• Ability to quickly understand process and communicate new concepts and services effectively.
• Commercially minded with the ability to concentrate on high quality and profit.
• Forward planner, able to critically review personal performance.
• Strong organisational skill- the ability to multi-task and deliver high quality work under pressure
• Mature outlook, comfortably work with contacts at all levels including senior management and technical consultants
• Have experience developing and delivering successful business and project plans
• Vertical market indirect channel selling experience; partner management and negotiation skills desired.

Qualifications

• College degree preferred, but not required
• Minimum of 3 years IT or SaaS sales experience
• Experience working with mid-market and larger market cap customers
• Proven track record of C-suite relationships
• Proven sales wins against revenue quotas
• Cross selling, upselling, customer retention/renewals experience
• Ideally, experience selling through Channel partners
• Understanding of customer buying process with various stakeholders
• Excellent communication skills, ability to deliver sales presentations
• Competency with customer relationship management platform Salesforce
• Ability to travel domestically up to 15% of the time

The on-target earnings (OTE) range for this position is 1 120 000,00 - 1 680 000,00 ZAR Annual (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.

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.