Account Manager, Enterprise

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of expansion and growth within a designated portfolio of enterprise accounts, focusing on upselling and cross-selling across Mimecast’s platform.

• Develop and implement account strategies that identify and prioritize opportunities across various product lines.

• Collaborate with Customer Success and Renewals teams to engage in renewal discussions starting 90 to 120 days in advance.

• Actively work to reduce the risk of downsell and churn.

• Structure multi-year agreements within established pricing frameworks.

• Lead consultative, solution-oriented discussions with customers, aligning Mimecast’s platform with their evolving needs.

• Foster relationships across IT, security, compliance, procurement, and other relevant stakeholder groups.

• Navigate expansion opportunities through security assessments and enterprise procurement processes.

• Partner with VARs, MSSPs, and distributors through collaborative account planning and deal registration.

• Keep accurate records of pipeline, forecasts, account strategies, and CRM activity data.

• Coordinate efforts with Customer Success, Renewals, Deal Desk, Product, Marketing, and channel partners to ensure a seamless experience for enterprise customers.

⛳️ Requirements

• Demonstrated success in increasing revenue within an existing enterprise account base through upselling, cross-selling, and expansion in a SaaS environment.

• Ability to manage a complex enterprise portfolio independently and create multi-year account strategies.

• Proven track record in consistently achieving net retention, expansion, or upselling goals.

• Strong consultative and solution-selling capabilities.

• Aptitude for linking platform functionalities to customers’ business and security requirements.

• Experience navigating intricate, multi-stakeholder enterprise purchasing processes, including security evaluations and procurement.

• Background in co-selling with VARs, MSSPs, or distributors, including joint account planning and deal registration.

• Strong discipline in forecasting and maintaining CRM cleanliness using Salesforce or a similar platform.

• Exceptional relationship-building skills and executive presence with stakeholders from enterprise customers.

• Experience in a subscription-based, recurring-revenue SaaS environment, ideally across multiple product categories.

• Understanding of multi-year contract frameworks, pricing guidelines, and strategies for mitigating renewal risks.

• Preferred experience in cybersecurity or closely related enterprise SaaS fields.

• Successful completion of required background checks is a condition of employment.

🏝️ Benefits

• Competitive benefits package.

• Eligibility for incentive plans.

• Additional perks in alignment with company policies and local regulations.