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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At Mimecast, we're seeking and experienced Enterprise New Business Account Executive with strong sales skills to drive revenue by identifying and closing opportunities with Enterprise companies. The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating and winning new business. Your role will be essential in delivering innovative solutions and building lasting client relationships.
What you'll do
Responsible for defining and executing a New Business Plan to create a predictable and sustainable Enterprise New Business territory leveraging our Channel, Marketing and internal Business Development Manager resources
Responsible for winning Net New Logo accounts for Mimecast in the RSA and Africa Enterprise (3,000+ users) space, with purposeful focus on 5,000+ seat accounts
Responsible for achieving annual and quarterly sales targets
Responsible for building and managing a robust pipeline (4:1 Pipeline to Quota Ratio) through a combination of Channel Generated, Marketing Generated and Self-Generated opportunities
Working with Mimecast Field Marketing, Channel Marketing and Vertical Marketing functions to create compelling and impactful marketing campaigns into your territory
To build and maintain strong and long-lasting customer relationships to support future customer reference programmes, expansion strategies and contract renewals
Where required, to present vertical Business Plan and Large Deal Review sessions with the RSA Sales Director
Responsible for working with the Channel Partner Team and our Managed Channel Partners, to develop relationships, Go-to-Market Plans and Pipeline Generation activities, in order to broaden our market reach and optimise our coverage
Maintaining accurate information within the Mimecast CRM and Forecasting Systems and reporting on KPI’s in-line with business standards
Commitment to continuous personal development, including internal training & enablement programmes, developing product, market & competitive knowledge and developing pre-existing enterprise selling skills
What you'll bring
A strong individual contributor and team player, with proven Enterprise and Channel sales skills
Proven track record and ability to repeatedly generate (and close) net new logo Enterprise business, typically across a 1-6-month sales cycle in the R750k-R7,5million per annum SaaS deal range
Experience selling complex IT solutions to RSA Enterprise (>1,000 users), ideally within Security / SaaS / Email / Storage segments
Experience and proven relationships within the RSA Channel Go-to-Market model, including Microsoft Partners, Security VAR’s and Systems Integrators (ideally within Security / SaaS / Email / Storage segments)
A self-motived individual who has a desire to reach and exceed sales goals, with experience leading and collaborating with internal virtual teams to create and execute a business plan for success (Business Development Representatives, Marketing Executives, Partner Account Managers, Sales Engineers & Product Managers).
Sound experience in coaching, motivating and setting goals for internal Business Development Representatives
An excellent communicator, both written and verbal
Existing relationships within Security and or Cyber within large private Sector Accounts
Able to demonstrate examples of where they have successfully built and leveraged intimate Channel Partner / Systems Integrator relationships, to significantly broaden market reach and capture new opportunity
Broad general knowledge of the technology industry, with a good understanding of customer security architectures, cyber security landscapes and technologies
Experience of working with/selling to all levels within an organisation, including Chief Information Officer, Chief Information Security Officer, Information Security Manager, Security Operations Manager, Risk Officer, Infrastructure Director and Messaging Specialist
Be familiar with sales processes such as MEDDIC and Force Management
Trained in Miller Heiman, TAS or similar
Be able to provide via IRP5, demonstrating over achievement earnings over the last 3 years
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