Enterprise Account Executive

6 months ago

Cape Town, South Africa Mimecast Full time

Enterprise Account Executive

We're your dream sales team

Securing the trust of the largest businesses globally

Are you experienced at the highest level of new customer acquisition and account management? Our Enterprise Account Executive team works with our largest customers at a strategic level for Mimecast. It’s your job to deliver the professionalism, consultation, and innovation they expect. Beyond this, you’ll be incredibly creative in capitalizing on opportunities to drive revenue, adoption of new technologies, and market penetration in the enterprise space. Ultimately, you will also have a proven track record in generating - and winning - new business in IT sales. Your experience in corporate technology, SaaS, or cybersecurity, will be key for this position.

As a partner centric organization, Mimecast’s Enterprise Account Executive will be known by and connected with our loyal partner community. You’ll collaborate with other areas across the business to build a pipeline of new business opportunities, which they can successfully convert into new customers. Experience in delivering innovative partner business plans and seeing them through to success will put you in an excellent position to get this role.

This is a pacey, but well-oiled sales environment that is regularly reinventing itself. We need you to be tuned into our competitive industry and provide market intelligence, while turning your passion for non-stop learning into advantages for the business. In return, we promise you first-class development, ample rewards, and a company culture you’ll find it difficult not to fall in love with.

What you'll do
- Identify, qualify and develop new enterprise opportunities through prospecting and networking as well as high level engagement with our partner community
- Maintain and develop the existing client base through direct sales activities working in collaboration with Customer Success and regional marketing initiatives.
- Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development
- Achieve assigned monthly, quarterly and annual sales budgets and other objectives established by the Sr Director of Sales
- Provide monthly and quarterly sales forecasts
- Manage the day to day activities of cross functional sales personnel dedicated to your region. This includes pre-sales, post sales, customer success, channel managers, BDR’s, field marketing, digital marketing and sales engineers to promote Mimecast and drive incremental new business
- Consistently achieve and/or exceed your assigned quotas and revenue objectives
- Utilize channel sales resources in your region as necessary including resell partners and integration ecosystem partners to drive awareness, pipeline and new business campaigns
- Stay abreast of competitive industry and market intelligence, show dedication to continuous learning on all fronts and provide feedback in this area to executive management
- Perform other related duties as assigned
- Condut proof of value technical validation engagements with customers to validate our technology and tie the technology back to the customer and business value
- Provide feedback to peers and internal teams to aid in the development and improvement of sales materials
- Maintain full use and adoption of the sales tech stack, including Salesforce, DemandBase, MS Teams, LinkedIn Navigator, Gong, etc.

What you'll bring
- Minimum of 8 years IT or SaaS sales experience
- Successful experience with large enterprise new logo acquisition and customer management - meeting and exceeding quotas in fast-paced sales environment
- Ability to take on a consultative style when presenting ideas and products
- Growth mindset
- Strong foundational knowledge of the cybersecurity industry, technology stack, and technology and security processes and ecosystems
- Experience selling through Channel partners
- Clear understanding of Information Security, Risk and Compliance, and corporate IT teams buying processes
- Competency with customer relationship management platform Salesforce
- Solid knowledge of sales process including MEDDIC, Force Management, Challenger and Spin Sales Process
- The ability to travel approximately 30-40% of the time to regional meetings with prospects, customers, channel partners, ecosystem/integration partners and field marketing events

What we bring
- We are Mimecasters. And we are alive with purpose._

We do what we need to protect the world of business from getting important (and potentially compromising) data stolen. We never leave anyone behind. We deliver quickly - and outstandingly. We’re big on honesty because it makes us better. We’re empowered by our mission. And if cybercriminals have a good day, we work twice as hard to make the rest of their days a nightmare. That’s The Mimecast Way.

DEI Statement

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community

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