Commercial Account Manager

About the position

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow.

We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence, turning complex sales cycles into closed deals.

Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact.

Ready to push boundaries and accelerate your career? Let's make it happen.

The Commercial Account Manager is responsible for interfacing with a portfolio of high profile Mid Market level customers to:

• Maximizing revenue growth and retention within existing mid market accounts, driving upsell and cross-sell opportunities, and ensuring sustained customer satisfaction and loyalty

• Serve as the primary contact, coordinating with Customer Success, Renewals and other functions to ensure seamless customer engagement

• Ensure customer delight and build advocacy through building awareness of further business value to clients

What You’ll Do
Key Responsibilities:

• Growing ARR per key account by upselling existing and new services into the account base

• Protecting ARR via customer retention and satisfaction programs derived from the Customer Success Strategy

• Drive additional revenue (cross sell and upsell) through existing clients, key partnerships and Mimecast CS (Customer Success Managers)

• Develop and execute Territory Account Plans for the designated base in order to deliver on the outcomes of the upsell strategy

• Relationship building through regular customer interaction

• Face-to-face customer engagements and education – a dynamic educator and presenter able to perform under pressure and even troubleshoot where required

• Business and commercial understanding in order to plan strategically in client patch and support the development of client business cases

• Deal negotiation, contract and SLA management where required in key accounts, with support from the ANZ Customer Development Manager

• Drive positive cross functional team engagement working with Marketing, Channel, and Licensing to maximise the territory’s potential

What You’ll Need

Essential Skills and Experience:

• Experienced Mid Market customer development AMs (ideally with Cyber experience)

• Strong track record in identifying upsell and cross-sell opportunities within existing accounts, maximizing ARR over time

• Experience identifying opportunities to grow partnership with existing customers

• A background in IT, ideally from a SaaS environment

• Proven strategic Account Management and Territory Planning experience

• Proven experience in time management of complex and varied tasks

• Proven ability to succeed in a high paced sales environment

• Proven ability to retain and grow revenue within an existing account base

• Skilled in adopting a consultative approach to selling solutions

Qualifications:

• Degree Level education (preferred but not required)

DEI Statement

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.