SMB & Commercial Business Development Manager at Mimecast

What you'll do

• Drive and identify upsell business opportunities in the SME and Commercial space (250 seats – 1500 seats) for the Cape Town and Coastal markets.
• Ultimately responsible for a revenue target made of retaining existing base revenue, existing business development (upsell), and mitigating downsell and churn.
• 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 an 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 / goals set to drive success including pipeline generation, meeting targets and utilising our CRM system SFDC.
• 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 customers.
• Work with Sales Management and Marketing on marketing to drive business and achieve set revenue targets.
• Deliver technical overviews and demonstrations of the Mimecast platform to partners and customers.
• 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

• 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.
• Evidence of overachievement of monthly and quarterly targets
• 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.