Account Executive, Enterprise

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Identify, qualify, and secure new business with organizations that have 5,000 or more employees.

• Build and maintain a territory pipeline.

• Collaborate with channel partners and colleagues across sales and marketing teams.

• Align Mimecast's technology with the security and business requirements of enterprise clients.

• Prospect, network, and identify new opportunities within enterprise accounts and targeted verticals.

• Enhance existing customer relationships through regional marketing and direct sales initiatives.

• Oversee territory pipeline and account strategy to achieve monthly, quarterly, and annual sales objectives.

• Provide monthly and quarterly sales forecasts.

• Coordinate with pre-sales, post-sales, customer success, channel, BDR, and marketing teams to advance opportunities.

• Collaborate with reseller and integration partners on awareness, pipeline, and new business campaigns.

• Lead technical validation and proof-of-value engagements, demonstrating how Mimecast's technology delivers customer business value.

• Monitor competitive and market trends, providing insights to leadership and internal teams to enhance sales materials.

• Utilize Salesforce, DemandBase, ZoomInfo, LinkedIn Navigator, and Gong for work management.

⛳️ Requirements

• Proven track record of securing new business in IT or SaaS sales, managing accounts, and consistently meeting or surpassing sales targets.

• Ability to present ideas and products in a consultative manner to senior stakeholders.

• Foundational understanding of cybersecurity technology, security processes and ecosystems, and the purchasing behaviors of information security, risk, compliance, and corporate IT teams.

• Experience in selling through channel partners.

• Familiarity with sales methodologies such as MEDDIC, Force Management, Challenger, and SPIN Selling.

• Proficient in Salesforce or another CRM platform.

• Willingness to travel approximately 25-30% of the time for meetings with prospects, customers, and partners, as well as field marketing events.

• A bachelor's degree is preferred.

• Successful completion of relevant background checks.

🏝️ Benefits

• Comprehensive benefits package.

• Eligibility for incentive plans.

• Additional benefits in line with company policies and local regulations.

• Equal Opportunity and Affirmative Action Employer.

• Adjustments or accommodations for interviews for disabilities or other needs.