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 available 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)
The OTE salary range for this position is $184,000- $276,000 base + benefits. This reflects the minimum and maximum target for new hire salaries for this position. This position may also be eligible for incentive plans and other related benefits. Our salary ranges are determined by role, level, and location. These factors and individual capabilities will also determine the individual pay offered.
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.
