Mid Market Account Executive
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What you'll do
- Prospect, generate your own pipeline, and run the full sales cycle, partnering with your Solutions Engineer and channel partners to demonstrate value and ROI through to pricing negotiations.
- Hit, and beat, your new business and existing account KPI’s, pipeline, and revenue targets every month, quarter, and year.
- Deliver a strong customer experience alongside solid sales execution.
- Build a strategic territory plan, with input from your CAM, BDR, and channel partners, to hit and exceed target.
- Lead executive relationships and represent the business at quarterly business reviews.
- Partner with our Channel network to generate leads and grow your pipeline.
- Work with Marketing to drive in-region campaigns and top-of-funnel pipeline for your territory.
- Build and maintain relationships with new business prospects to keep the pipeline moving.
- Manage your KPI reporting and CRM hygiene.
- Follow a structured, end-to-end sales process from first call to close.
- Attend relevant meetings across the business to keep your deals moving.
- Track your activity and report on performance, using the data to improve your approach.
What they're looking for
- A hunter mentality, ideally developed in cybersecurity or another fast-moving tech sector.
- An existing network of relevant IT buyers and decision-makers.
- Understanding of cyber pain points and how corporate IT teams buy.
- Proven success building trusted relationships with CIOs and CISOs.
- Experience in IT or SaaS sales.
- A track record of hitting sales KPIs, pipeline, and revenue targets.
- Must have experience working in a Channel/In-Direct sales models.
- Experience working successfully in a remote or distributed sales environment.
- Experience in value-based, solution selling; MEDDPICC, Command of the Message, or Challenger Sale experience is a plus.
- A commercially minded operator with a strong sense of ownership over their results.
- Customer-focused, with a growth mindset.
- Strong interpersonal skills and the ability to build trust quickly.
Nice to have
- Degree level education preferred, but not required
- MEDDPICC, Command of the Message, or Challenger Sale experience is a plus
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
About the position
Cybercrime isn’t slowing down, and neither are we. Mimecast protects tens of thousands of organisations from one of the fastest-growing risks in business today: email and collaboration-based attacks. Our Mid-Market team is where sales professionals build a strong book of business quickly.
This is a hunter’s role: you’ll own a patch of Mid-Market accounts, working alongside a dedicated Channel Account Manager (CAM), Solutions Engineer (SE), and BDR, and getting the most from each of them to build pipeline and close new business as part of a fast-paced team. It’s rewarded accordingly: this role comes with a competitive OTE and uncapped commission, so there’s no ceiling on what you can earn.
If you enjoy the chase, want to be measured on results, and like the autonomy of running your territory like your own business, this role is built for you.
This is a remote role if based in QLD. We are also open to candidates based in Melbourne - Hybrid based. We’re looking for someone with proven experience managing their own time and performing well without close oversight.
What You’ll Do
Key Responsibilities:
Prospect, generate your own pipeline, and run the full sales cycle, partnering with your Solutions Engineer and channel partners to demonstrate value and ROI through to pricing negotiations.
Hit, and beat, your new business and existing account KPI’s, pipeline, and revenue targets every month, quarter, and year.
Deliver a strong customer experience alongside solid sales execution.
Build a strategic territory plan, with input from your CAM, BDR, and channel partners, to hit and exceed target.
Lead executive relationships and represent the business at quarterly business reviews.
Partner with our Channel network to generate leads and grow your pipeline.
Work with Marketing to drive in-region campaigns and top-of-funnel pipeline for your territory.
Build and maintain relationships with new business prospects to keep the pipeline moving.
Manage your KPI reporting and CRM hygiene.
Follow a structured, end-to-end sales process from first call to close.
Attend relevant meetings across the business to keep your deals moving.
Track your activity and report on performance, using the data to improve your approach.
What You’ll Need
Essential Skills and Experience:
A hunter mentality, ideally developed in cybersecurity or another fast-moving tech sector.
An existing network of relevant IT buyers and decision-makers.
Understanding of cyber pain points and how corporate IT teams buy.
Proven success building trusted relationships with CIOs and CISOs.
Experience in IT or SaaS sales.
A track record of hitting sales KPIs, pipeline, and revenue targets.
Must have experience working in a Channel/In-Direct sales models.
Experience working successfully in a remote or distributed sales environment.
Experience in value-based, solution selling; MEDDPICC, Command of the Message, or Challenger Sale experience is a plus.
A commercially minded operator with a strong sense of ownership over their results.
Customer-focused, with a growth mindset.
Strong interpersonal skills and the ability to build trust quickly.
Good instincts for objection handling and an entrepreneurial mindset.
Able to anticipate and address potential blockers to deals.
Willing to share knowledge and support the wider team.
Qualifications:
Degree level education preferred, but not required
The on-target earnings (OTE) range for this position is $250k−$330k (OTE) 50/50 split 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.
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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