SMB & Commercial Business Development Manager
2 weeks ago
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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.
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