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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing large, complex IT or SaaS enterprise accounts, with a strong focus on upselling and cross-selling to achieve revenue targets. Builds and maintains trusted relationships with C-level and senior stakeholders while effectively managing a disciplined sales pipeline using Salesforce.
Highest-signal resume keywords
Account ManagementUpsell And Cross-Sell StrategiesSalesforce ProficiencyCybersecurity Industry KnowledgePipeline Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementUpsell StrategiesCross-Sell StrategiesPipeline ManagementSales Methodologies
Soft Skills
Relationship BuildingCredibility And Trust
Tools & Technologies
SalesforceCRM Platforms
Industry Keywords
IT Enterprise AccountsSaaSCybersecuritySecurity ProcessesMarket Developments
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Own a portfolio of existing enterprise accounts with 5,000+ employees
- Grow revenue through upsell and cross-sell
- Meet monthly, quarterly, and annual upsell and cross-sell revenue targets
- Partner with the Partner/Channel Development team to build and execute multi-year strategic account plans
- Build and manage a disciplined pipeline with sales activity plans aligned to revenue quotas
- Develop and maintain trusted relationships with senior and executive stakeholders
- Identify expansion opportunities and sell new Mimecast products into existing accounts
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce
- Work with Customer Success, Support, sales engineering, and channel teams to support customers and drive account health
- Stay informed about competitive, industry, and market developments relevant to accounts
Requirements
What you’ll need- Demonstrated success managing large, complex IT or SaaS enterprise accounts with 5,000+ employees
- Experience achieving upsell and retention quotas
- Experience sustaining customer relationships over time
- Ability to build credibility and trust with C-level and senior IT and security stakeholders
- Strong foundational knowledge of the cybersecurity industry, technology stack, security processes, and ecosystems
- Strong commercial skills and disciplined pipeline management across complex accounts
- Working knowledge of sales methodologies such as MEDDIC, Force Management, or Challenger
- Proficiency with Salesforce or other CRM platforms
- Successful completion of applicable background checks
Benefits
Comp & perks- Benefits offered with the role
- Potential eligibility for incentive plans
- Additional benefits in accordance with company policy and local regulations
- Equal Opportunity and Affirmative Action Employer
- Interview adjustments or accommodations available for disabilities or other reasons
- Background checks conducted in accordance with local law