NB Account Manager- Commercial at Mimecast

About the position

• As a member in our Sales team, you will be part of a fast-paced, sales orientated environment, providing efficient skills in your capacity of SME & Commercial New Business Developer. You will be accountable for achieving an individual target as well as a team target and will be expected to consistently track and measure your progress, pre-empting and mitigating obstacles and spear-heading the growth potential in a developing Sub-Saharan market.
• The SME & Commercial New Business developer will oversee all aspects of new business development. The goal of the position is to create and manage successful revenue generating relationships with technology, reseller & service provider companies, who can affect the movement of Mimecast’s products and services to end user companies and customers.
• This person will work closely with account management team, product management, service delivery, product marketing, channel marketing and the sales organisation to make sure the partnership strategy and resulting partnerships are properly focused and getting the appropriate resources for success.

What You’ll Do:

Within this corporate IT environment, you will be required to have:

• Drive and identify new business opportunities in the SME and Commercial space (100 seats – 1500 seats) for the Gauteng and inland markets.
• Ultimately responsible for a revenue target made of new business development, new leads and map them back to relevant partners
• Forecast accurately on opportunities and ensure data accuracy around all opportunities and pipeline management in Sales Force. Keep all records up to date
• Develop 4x pipeline coverage of target
• Forecast weekly, monthly and quarterly
• Develop and manage channel partnership accounts with Mimecast Resellers.
• Drive revenue with third party reseller companies to effect direct and indirect sales of Mimecast products.
• Develop relationships with senior executives at Partnering IT reseller companies in order to jointly identify opportunities for collaborative growth
• Discuss and analyse end user and partner requirements/reactions to determine correct Mimecast services for reselling
• Produce and deliver compelling proposals and presentations for prospective new customers.
• Work with Sales Management and Marketing on marketing to drive new business and achieve set revenue targets.
• Deliver technical overviews and demonstrations of the Mimecast platform to partners and new prospects.
• Maintain up to date knowledge of all Mimecast and competitor products in order to maintain an in depth understanding of market movements and competitive presence so as to provide high quality information to all Mimecast clients and prospects.

What You’ll Bring:

The ideal candidate for the Mimecast Sales team will demonstrate the following attributes:-

• Ability to sell, and regularly achieve targets
• Understanding in accurate pipeline management and accurate forecasting
• Understanding of SaaS and cloud computing or experience in other technical product and services
• B2B sales experience
• Excellent presentation and customer facing skills.
• Attention to detail with a passion for delivering an exceptional level of service.
• Ability to quickly understand process and communicate new concepts and services effectively.
• Commercially minded with the ability to concentrate on high quality and profit.
• Forward planner, able to critically review personal performance.
• Strong organisational skill- the ability to multi-task and deliver high quality work under pressure
• Mature outlook, comfortably work with contacts at all levels including senior management and technical consultants
• Have experience developing and delivering successful business and project plans
• Vertical market indirect channel selling experience; partner management and negotiation skills desired.