Commercial Customer Development Manager at Mimecast

Account Manager – SMB / Commercial Customer Development (Upsell)

Provide our customers with relentless protection against Cyber Threats

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 our existing Mimecast accounts in RSA. As an 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 fast paced 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 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.

The SMB / Commercial Customer Development Manager role entails the following;

• Looking after customers from 100 --999 employees
• Managing a book of around  200 customers
• 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 a customer 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 set to drive success including pipeline generation, pipeline health, meeting targets and utilising our CRM system SFDC.
• Excellent career progression and development opportunities
• A fun, energetic environment with great team spirit and rewarding culture

Requirements

• 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