[Remote] Account Manager, Enterprise

Note: The job is a remote job and is open to candidates in USA. Mimecast North America, Inc. is hiring an Account Manager, Enterprise to grow revenue across existing enterprise accounts through upselling, cross-selling, and long-term account stewardship. The role focuses on strategic account planning, executive relationships, disciplined pipeline and forecast management, and coordination with internal and channel teams to support customers.

Responsibilities

• Meet monthly, quarterly, and annual upsell and cross-sell revenue targets across your 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 your 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 your accounts

Skills

• Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees, achieving upsell and retention quotas, and sustaining customer relationships over time
• The 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

Benefits

• May be eligible for incentive plans, in accordance with company policy and local regulations.

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