Business Development Manager (RSA/Middle East) at Mimecast

About the position

• The Manager will work with and report directly to the Business Development Director, (EMEA) and work closely with other BDR managers, Marketing, Sales Leaders, Enablement, Channel Leaders & Partners across EMEA and globally. They will be responsible for BDR pipeline generation & strong conversion rates within the RSA & Middle East regions, while contributing more generally to target achievement across the EMEA Theatre.

What You'll Do:

Performance & Order of Operations

• Achieve Sales Qualified Lead & Conversion targets for assigned regions.
• Effectively contribute to overall EMEA Theatre target attainment.
• Foster strong working relationships with senior regional stakeholders to align strategy and execution.
• Ensure team meets and exceeds min standard of quality required for opportunity qualification.
• Create and maintain high-level of urgency within the team, meeting all SLAs, benchmarks and KPI metrics related to BDR daily activity for Leads, Booked/Attended meetings, and Sales Accepted leads.
• Effective team forecasting and Reporting on team performance.
• Create, implement, and regularly review action plans for achievement of goals.
• Drive and maintain best practices while upholding Mimecast Values across the team.

Collaboration

• Help develop, manage, and drive an interlock framework between BDRs, Sales & Channel for the purpose of strategic target list development, outbound prospecting, and Prospecting as a Service.
• Partners with Marketing to ensure the BDR team follow up on marketing campaigns, share the results and provide suggestions to improve the success of future campaigns.
• Participates as a team member in strategic and tactical planning for the organization.

Recruitment, Onboarding & Continuous Development

• Consistent profiling and recruitment of talent to stay ahead of team progression & attrition.
• Consult and work closely with TA and HR business partners on hiring, promotions, & performance management.
• Partner with Enablement to execute a consistent, regimented & measurable onboarding process.
• Provide team with regular coaching, reviews, and career development.

Extended EMEA Responsibilities

• Work with the Marketing & Sales teams aligned to your regional team(s) to ensure alignment of teams to both Strategic Growth Initiatives and regional campaigns/requirements.
• Support the roll out and maintenance of EMEA operational/performance/skill development standards and the inspection thereof across your assigned team(s).
• Collaborate with our leaders and Partners to provide BDR support to Channel pipeline generation.
• Attend Marketing and Operational meetings with a view of providing feedback to the wider business on EMEA regional requirements.

What You'll Bring:

• Relevant, transferrable, and previous management experience working closely with a sales team (SaaS experience is a plus).
• Experience in prospecting/selling into RSA region.
• Experience with ME market is a bonus, but not essential.
• High energy, results oriented, and driven professional.
• Mentoring, training, coaching and feedback skills.
• Excellent business judgment and growth mindset.
• Capacity to prioritize effectively and work independently.
• Ability to work in teams to develop strategies and action plans, and to share results.
• Desirable applicants will have knowledge of sales methodologies, processes, and working within a Channel ecosystem.
• Familiarity with a CRM system and prospecting tools such as SalesLoft, 6Sense & Cognism.