Description
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
Are you passionate about stopping bad things from happening to good organizations? In Customer Value Management, we make sure every customer realizes real, measurable value from what they’ve invested in.
We are looking for a driven and customer-centric Customer Value Manager who is passionate about building strong relationships and delivering measurable security outcomes. As the trusted technical advisor for a portfolio of mid-market accounts, you will work within a three-person account pod alongside an Account Manager and a Renewals Manager. Your focus will be clear: drive product adoption and utilization, own technical and value health, and turn what our platform can do into the outcomes your customers care about. The through-line of the role is simple: adoption drives outcomes, and outcomes create value.
This role has a hybrid schedule of 2 days in office based in Lexington, MA.
What You'll Do
- Own platform adoption, utilization, configuration health, and optimization across Mimecast’s full product portfolio, including Email Threat Protection, Human Risk Management (HRM), Incydr (Code42), and DMARC Analyzer.
- Advance each customer’s HRM maturity by mapping behavior and attack-exposure data to Mimecast’s framework and recommending targeted awareness training outcomes.
- Own the technical and value health of each account, using adoption depth, feature utilization, deployment completeness, satisfaction signals, and AI-guided insights to prioritize action.
- Quantify and communicate proof of value through adoption metrics, threat-block summaries, HRM progression, and deployment health for technical and executive audiences.
- Deliver Business Reviews, including on-site EBRs and executive meetings, in partnership with the Account Manager, owning the technical and value narrative and follow-up accountability.
- Build trusted customer relationships by understanding each organization’s environment, objectives, risks, and definition of success, while representing the voice of the customer internally.
- Proactively identify churn risk at least 90 days before renewal, lead technical recovery plans, and maintain clear records of risks and competitive threats with your account pod.
- Identify expansion signals and provide the Account Manager with supporting technical context and timing rationale, while collaborating with Account and Renewals Managers to support retention and growth.
- Own transparency across critical technical escalations, coordinating with Support Engineering and keeping customers and pod partners informed through resolution.
- Support the Executive Sponsor Program by identifying suitable accounts, facilitating introductions, coordinating cadence calls, and briefing Mimecast sponsors ahead of engagements.
What You'll Bring
- Demonstrated success managing a portfolio of mid-market or enterprise accounts with the autonomy and judgment to own adoption, technical health, risk management, and customer value, ideally in a security-focused SaaS organization.
- Working knowledge of email security architectures, including Secure Email Gateways, Microsoft 365 Defender, DMARC, DKIM, SPF, email routing, and hybrid mail flow.
- Familiarity with identity and access management concepts such as Okta, Azure AD, SSO, and SAML, and with how email security integrates into SOC and SIEM/SOAR workflows.
- Experience partnering with technical administrators, CISOs, C-level executives, and legal and compliance teams, translating complex security architecture into clear business value without losing technical credibility.
- Experience working alongside Account Managers or Account Executives in a named-account model, with clear technical, value, and commercial ownership.
- Ability to collaborate strategically with Account and Renewals Managers to support gross retention, net revenue retention, and expansion outcomes.
- Proficiency in customer health scoring, risk management, playbook execution, and Salesforce account activity and opportunity visibility.
- Excellent verbal and written communication skills, with the resilience, empathy, analytical thinking, and influence to guide customers and partners through change and challenging situations.
- Ability to travel up to 25%.
- Direct experience with Mimecast, Abnormal, Proofpoint, Microsoft Defender for Office 365, or comparable email security or HRM platforms is valued, as are relevant security certifications and familiarity with FINRA, HIPAA, FCA, GDPR, ISO 27001, and SOC 2.
- Ability to interpret API logs, review connector health, and diagnose integration issues without first-level escalation is a plus.
The base salary range for this position is $84,000−$126,000 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.
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.
If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
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.