SMB & Commercial Business Development Manager

at  Mimecast

SMB & Commercial Business Development Manager
We’re your dream sales team!
Know how to make a customer of years feel just as important as the day they signed on the dotted line? Our Customer Development team handles all our existing Mimecast accounts throughout the Region. As a dominant innovator in our market, our customers expect more from our service. That means showing them you’re motivated to understand their businesses and use your commercial acumen to solve the problems that matter to them. Ultimately, you will have a proven track record of success in generating upselling opportunities and a high retention rate of customers. If you’ve worked with corporate technology, cloud computing or cybersecurity, that’s even better!

What you’ll do

• Drive and identify upsell business opportunities in the SME and Commercial space (250 seats – 1500 seats) for the Cape Town and Coastal markets.
• Ultimately responsible for a revenue target made of retaining existing base revenue, existing business development (upsell), and mitigating downsell and churn.
• Working closely with other departments such as Customer Success, Sales Engineering, Channel Team, Licensing and Renewals to ensure the customer gets a remarkable experience and are fully protected from new and emerging security threats
• Partnering with our channel community on all customer engagements
• Ability to understand and share the value of multiple solutions across the wide spectrum of threats that could impact an organisation
• Engage with customers at all levels from IT technician to C-suite
• Achieve against monthly, quarterly and annual upsell and retention targets
• Adhering to KPIs / goals set to drive success including pipeline generation, meeting targets and utilising our CRM system SFDC.
• Forecast accurately on opportunities and ensure data accuracy around all opportunities and pipeline management in Sales Force. Keep all records up to date
• Develop 4x pipeline coverage of target
• Forecast weekly, monthly and quarterly
• Develop and manage channel partnership accounts with Mimecast Resellers.
• Drive revenue with third party reseller companies to effect direct and indirect sales of Mimecast products.
• Develop relationships with senior executives at Partnering IT reseller companies in order to jointly identify opportunities for collaborative growth
• Discuss and analyse end user and partner requirements/reactions to determine correct Mimecast services for reselling
• Produce and deliver compelling proposals and presentations for prospective customers.
• Work with Sales Management and Marketing on marketing to drive business and achieve set revenue targets.
• Deliver technical overviews and demonstrations of the Mimecast platform to partners and customers.
• Maintain up to date knowledge of all Mimecast and competitor products in order to maintain an in-depth understanding of market movements and competitive presence so as to provide high quality information to all Mimecast clients and prospects.

What you’ll bring

• Ability to sell, and regularly achieve targets
• Understanding in accurate pipeline management and accurate forecasting
• Understanding of SaaS and cloud computing or experience in other technical product and services
• B2B sales experience
• Excellent presentation and customer facing skills.
• Evidence of overachievement of monthly and quarterly targets
• Attention to detail with a passion for delivering an exceptional level of service.
• Ability to quickly understand process and communicate new concepts and services effectively.
• Commercially minded with the ability to concentrate on high quality and profit.
• Forward planner, able to critically review personal performance.
• Strong organisational skill- the ability to multi-task and deliver high quality work under pressure
• Mature outlook, comfortably work with contacts at all levels including senior management and technical consultants
• Have experience developing and delivering successful business and project plans
• Vertical market indirect channel selling experience; partner management and negotiation skills desired.

What we bring
We are Mimecasters. And we are alive with purpose.
We do what we need to protect the world of business from getting important (and potentially compromising) data stolen. We never leave anyone behind. We deliver quickly – and outstandingly. We’re big on honesty because it makes us better. We’re empowered by our mission. And if cybercriminals have a good day, we work twice as hard to make the rest of their days a nightmare. That’s The Mimecast Way.
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

• Drive and identify upsell business opportunities in the SME and Commercial space (250 seats – 1500 seats) for the Cape Town and Coastal markets.
• Ultimately responsible for a revenue target made of retaining existing base revenue, existing business development (upsell), and mitigating downsell and churn.
• Working closely with other departments such as Customer Success, Sales Engineering, Channel Team, Licensing and Renewals to ensure the customer gets a remarkable experience and are fully protected from new and emerging security threats
• Partnering with our channel community on all customer engagements
• Ability to understand and share the value of multiple solutions across the wide spectrum of threats that could impact an organisation
• Engage with customers at all levels from IT technician to C-suite
• Achieve against monthly, quarterly and annual upsell and retention targets
• Adhering to KPIs / goals set to drive success including pipeline generation, meeting targets and utilising our CRM system SFDC.
• Forecast accurately on opportunities and ensure data accuracy around all opportunities and pipeline management in Sales Force. Keep all records up to date
• Develop 4x pipeline coverage of target
• Forecast weekly, monthly and quarterly
• Develop and manage channel partnership accounts with Mimecast Resellers.
• Drive revenue with third party reseller companies to effect direct and indirect sales of Mimecast products.
• Develop relationships with senior executives at Partnering IT reseller companies in order to jointly identify opportunities for collaborative growth
• Discuss and analyse end user and partner requirements/reactions to determine correct Mimecast services for reselling
• Produce and deliver compelling proposals and presentations for prospective customers.
• Work with Sales Management and Marketing on marketing to drive business and achieve set revenue targets.
• Deliver technical overviews and demonstrations of the Mimecast platform to partners and customers.
• Maintain up to date knowledge of all Mimecast and competitor products in order to maintain an in-depth understanding of market movements and competitive presence so as to provide high quality information to all Mimecast clients and prospects