Public Sector Account Manager - SMB & Commercial Business Development

Overview

This role is focused on our existing Public Sector customers in the SMB & Commercial Business Development space. The ideal candidate must be a self-motivated, strong team player with a proven track record of success in generating Upsell conversations that lead to additional services and business in Public Sector accounts. A good understanding of the corporate technology stack as well as SaaS computing will be beneficial.

A strong work ethic is vital in this competitive marketplace. Successful candidates will thrive in a fast paced, agile but well-structured sales environment that is regularly reinventing itself. Account Managers will be supported by Customer Succes, partner and channel teams, technology experts and the marketing teams.

The goal is to deliver service excellence, retain all the current Public Sector base you have been assigned as well as grow this existing base by identifying and selling new products to our existing customers.

Key Responsibilities

• Identification of sales opportunities and the strategy in assigned accounts
• Identify and implement strategies to sell solutions into existing accounts
• Identify and implement strategies to sell solutions via government purchasing contracts and vehicles
• Achieve monthly / quarterly / annual new business and upsell targets.
• Retain and ensure limited Downsell and churn is existing assigned base
• Work with the Partner / Channel Development team to develop and execute against account plans
• Develop and execute against sales activity plans to achieve the agreed targets
• Build and maintain relationships with customers
• Manage Business Administration by generating the reporting of the Key Performance Indicators and general CRM housekeeping as well as usage of tools like GonG and Expansion AI
• Sign up to and execute against a set of end-to-end sales methodology and process
• Monitor and report on activities while providing relevant management information
• Liaise and attend meetings with other company functions necessary to perform duties, aid business, and develop organizationally
• Attend trainings and develop relevant knowledge and skills
• Weekly end user activities
• Number of new qualified opportunities added to the pipeline in yiyr existing base
• Pipeline stats – pipeline movements
• Forecasting accuracy

Essential Skills and Experience

• Degree level education (preferred but not required)
• 2-4+ years IT sales experience (ideally within Email / Data Compliance / Messaging / Security / Storage - but not essential)
• Proven target achievement in SMB/Commercial accounts against set targets
• Ideally with experience of both Direct & Indirect sales roles.
• Understanding of Public Sector contracts, cycles and their buying processes Desirable skills
• Strong business / commercial acumen
• Strong communication/presentation skills (Written and Verbal)
• Strong team player Attributes
• Results-oriented with a positive outlook
• A natural forward planner who critically assesses own performance and that of their team members
• Thirst for knowledge and a “can do” attitude
• Problem solver
• Proven team player
• Presentable, articulate, and adaptable
• Tenacious
• Comfortable with a high performance and dynamic environment

Belonging at Mimecast

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.