Enterprise New Business Account Executive
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What you'll do
- Identify, qualify, and develop new opportunities through prospecting and networking.
- Manage your territory's sales pipeline, target accounts, and vertical markets, and provide monthly and quarterly forecasts.
- Achieve assigned monthly, quarterly, and annual sales budgets, quotas, and revenue objectives.
- Collaborate with pre-sales, marketing, SDRs, distributors, VARs, MSPs, reseller partners, and integration ecosystem partners to build awareness, pipeline, and new-business campaigns.
- Develop and deliver partner business plans.
- Conduct proof-of-value technical validation engagements that connect the technology to customer and business value.
- Stay current on competitive and market intelligence, and share relevant feedback with executive management and internal teams.
- Maintain use and adoption of the sales technology stack, including Salesforce, Anthropic, Gong, LinkedIn Navigator, and Tableau.
What they're looking for
- A demonstrated record of generating and winning new business in IT sales and acquiring new logos while meeting or exceeding quota.
- The ability to manage a complex sales territory, customer relationships, and a pipeline independently.
- Experience in corporate technology, SaaS, or cybersecurity, with knowledge of the cybersecurity industry, technology stack, and security processes and ecosystems.
- A consultative approach to presenting ideas and products.
- Experience selling through channel partners and working with distributors, VARs, and MSPs.
- Understanding of information security, risk and compliance, and corporate IT buying processes.
- Experience using Salesforce or another customer relationship management platform.
- Knowledge of sales processes such as MEDDIC, Force Management, Challenger, or SPIN Selling.
- Ability to travel approximately 25-30% for regional meetings with prospects, customers, channel and ecosystem partners, and field marketing events.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Enterprise New Business Account Executive
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.
Work Protected.
Overview
Our Enterprise Account Executive team works with our largest customers at a strategic level. You'll generate and win new business in IT sales, build a pipeline with partners and internal teams, and convert opportunities into new customers while driving revenue, adoption of new technologies, and market penetration in the enterprise space.
What You'll Do
- Identify, qualify, and develop new opportunities through prospecting and networking.
- Manage your territory's sales pipeline, target accounts, and vertical markets, and provide monthly and quarterly forecasts.
- Achieve assigned monthly, quarterly, and annual sales budgets, quotas, and revenue objectives.
- Collaborate with pre-sales, marketing, SDRs, distributors, VARs, MSPs, reseller partners, and integration ecosystem partners to build awareness, pipeline, and new-business campaigns.
- Develop and deliver partner business plans.
- Conduct proof-of-value technical validation engagements that connect the technology to customer and business value.
- Stay current on competitive and market intelligence, and share relevant feedback with executive management and internal teams.
- Maintain use and adoption of the sales technology stack, including Salesforce, Anthropic, Gong, LinkedIn Navigator, and Tableau.
What You'll Bring
- A demonstrated record of generating and winning new business in IT sales and acquiring new logos while meeting or exceeding quota.
- The ability to manage a complex sales territory, customer relationships, and a pipeline independently.
- Experience in corporate technology, SaaS, or cybersecurity, with knowledge of the cybersecurity industry, technology stack, and security processes and ecosystems.
- A consultative approach to presenting ideas and products.
- Experience selling through channel partners and working with distributors, VARs, and MSPs.
- Understanding of information security, risk and compliance, and corporate IT buying processes.
- Experience using Salesforce or another customer relationship management platform.
- Knowledge of sales processes such as MEDDIC, Force Management, Challenger, or SPIN Selling.
- Ability to travel approximately 25-30% for regional meetings with prospects, customers, channel and ecosystem partners, and field marketing events.
The on-target earnings (OTE) range for this position is £144,000-£210,000(OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
#LI-HO1
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.
Company
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