Account Manager, Senior Mid-Market
Mimecast•Lexington, MA
•$152,000 - $228,000
About The Position
Mimecast is hiring an Account Manager, Senior Mid-Market to own and grow a portfolio of existing customers with 1,500–5,000 employees. This quota-carrying role focuses on increasing revenue through upselling and cross-selling, rather than net-new prospecting. The Account Manager builds trusted customer relationships and uses commercial judgment and disciplined pipeline management to identify expansion opportunities. The role also requires fluency in cloud computing and the broader IT stack to support credible conversations with technical buyers and buying committees.
Requirements
- Demonstrated ability to independently manage and grow a portfolio of Senior Mid-Market customers with 1,500–5,000 employees in IT sales, with a track record of achieving upsell and retention quotas.
- Strong business and commercial acumen, including the ability to identify expansion opportunities within existing accounts.
- Understanding of corporate IT teams, buying processes, cloud computing, and the broader technology and cybersecurity stack to enable credible conversations with technical buyers and buying committees.
- Ability to build and sustain customer trust over time and manage relationships with multiple stakeholders.
- Self-motivated, organized approach to account planning and pipeline management in a fast-paced, quota-carrying environment.
- Experience using Salesforce or another CRM system to manage leads and opportunities.
Responsibilities
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across an Upper Mid-Market account portfolio.
- Partner with the Partner/Channel Development team to build and execute account plans.
- Manage a disciplined pipeline and execute sales activity plans that support agreed revenue quotas.
- Build and maintain trusted relationships with multiple stakeholders across existing accounts.
- Identify expansion opportunities and sell new Mimecast products into existing accounts to drive incremental revenue.
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce.
- Apply Mimecast’s end-to-end sales methodology consistently across the portfolio.
- Collaborate with Customer Success, Support, and other teams to support customers and broader business goals.
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
Senior
Education Level
No Education Listed
