Description
Account Manager, Senior Commercial - Hybrid based in Lexington, MA or Remote based in Colorado
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
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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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.