Mimecast’s mission is to make business email and data safer for more than 16,200 customers and millions of employees worldwide. Founded in 2003, Mimecast's cloud-based security, email archiving and email continuity services protect and deliver comprehensive low-risk email management with a fully-integrated subscription service. Mimecast helps reduces the c...
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This role is focused on our existing Public Sector customers in the SMB & Commercial Business Development space. The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating Upsell conversations that lead to additional services and business in Public Sector accounts. A good understanding of the corporate technology stack as well as SaaS computing will be beneficial.
A strong work ethic is vital in this competitive marketplace. Successful candidates will thrive in a fast paced, agile but well-structured sales environment that is regularly reinventing itself. Account Managers will be supported by Customer Succes, partner and channel teams, technology experts and the marketing teams.
The goal is to deliver service excellence, retain all the current Public Sector base you have been assigned as well as grow this existing base by identifying and selling new products to our existing customers.
Key Responsibilities
Identification of sales opportunities and the strategy in assigned accounts
Identify and implement strategies to sell solutions into existing accounts
Identify and implement strategies to sell solutions via government purchasing contracts and vehicles
Achieve monthly / quarterly / annual new business and upsell targets.
Retain and ensure limited Downsell and churn is existing assigned base
Work with the Partner / Channel Development team to develop and execute against account plans
Develop and execute against sales activity plans to achieve the agreed targets
Build and maintain relationships with customers
Manage Business Administration by generating the reporting of the Key Performance Indicators and general CRM housekeeping as well as usage of tools like GonG and Expansion AI
Sign up to and execute against a set of end-to-end sales methodology and process
Monitor and report on activities while providing relevant management information
Liaise and attend meetings with other company functions necessary to perform duties, aid business, and develop organizationally
Attend trainings and develop relevant knowledge and skills
Weekly end user activities
Number of new qualified opportunities added to the pipeline in yiyr existing base
Pipeline stats – pipeline movements
Forecasting accuracy
Essential Skills and Experience
Degree level education (preferred but not required)
2-4+ years IT sales experience (ideally within Email / Data Compliance / Messaging / Security / Storage - but not essential)
Proven target achievement in SMB/Commercial accounts against set targets
Ideally with experience of both Direct & Indirect sales roles.
Understanding of Public Sector contracts, cycles and their buying processes Desirable skills
Strong business / commercial acumen
Strong communication/presentation skills (Written and Verbal)
Strong team player Attributes
Results-oriented with a positive outlook
A natural forward planner who critically assesses own performance and that of their team members
Thirst for knowledge and a “can do” attitude
Problem solver
Proven team player
Presentable, articulate, and adaptable
Tenacious
Comfortable with a high performance and dynamic environment
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