Account Manager, Enterprise
About The Position
The Account Manager, Enterprise owns a portfolio of existing enterprise accounts with 5,000 or more employees and grows revenue through upselling and cross-selling. This strategic, quota-carrying role focuses on relationship-driven selling and long-term account stewardship rather than net-new prospecting. The position combines commercial skills and executive relationships with disciplined pipeline management and knowledge of the cybersecurity and IT landscape. The Account Manager works with Partner/Channel Development and cross-functional customer teams to plan for and support account growth and health. The role also maintains accurate account, pipeline, and forecast information in Salesforce and keeps informed about relevant competitive, industry, and market developments.
Requirements
- Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000 or more employees, achieving upsell and retention quotas, and sustaining customer relationships over time.
- Ability to build credibility and trust with C-level and senior IT and security stakeholders.
- Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems.
- Strong commercial skills and disciplined pipeline management across complex accounts.
- Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger.
- Proficiency with Salesforce or other CRM platforms.
Responsibilities
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across a portfolio of enterprise accounts.
- Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans.
- Build and manage a disciplined pipeline, with sales activity plans aligned to agreed revenue quotas.
- Develop and maintain trusted relationships with senior and executive stakeholders across the account base.
- Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue and platform adoption.
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
- Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health.
- Stay informed about competitive, industry, and market developments relevant to the accounts.
Benefits
- Benefits are offered in accordance with company policy and local regulations.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
