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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing a portfolio of mid-market IT customers, driving revenue growth through upsell and cross-sell strategies while maintaining accurate pipeline management in Salesforce. Builds and sustains trusted relationships with stakeholders, leveraging strong commercial judgment and understanding of technology buying processes.
Highest-signal resume keywords
Portfolio ManagementSalesforce CRM ExperienceUpsell And Cross-Sell StrategiesRelationship BuildingCommercial Judgment
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales MethodologyRevenue Target AchievementPipeline ManagementAccount PlanningSales Activity Planning
Soft Skills
Self-MotivationStrong OrganizationDisciplined Management
Tools & Technologies
Salesforce
Industry Keywords
Mid-Market IT CustomersCloud ComputingCybersecurityTechnical BuyersStakeholder Engagement
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Own a portfolio of existing customers with 750–1,500 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 account plans
- Build and manage a disciplined pipeline supported by sales activity plans aligned with the revenue quota
- Develop and maintain trusted relationships with multiple stakeholders across the existing customer base
- Identify expansion opportunities and sell additional Mimecast products into existing accounts
- Keep account activity, pipeline, and forecast data accurate and current in Salesforce
- Apply Mimecast's end-to-end sales methodology consistently
- Collaborate with Customer Success, Support, and other teams to support customers and broader business goals
Requirements
What you’ll need- Demonstrated success independently managing a portfolio of existing mid-market IT customers with 750–1,500 employees
- Track record of meeting sales and upsell/retention quotas
- Strong commercial judgment
- Ability to identify and develop upsell and cross-sell opportunities within existing accounts
- Understanding of corporate IT teams, technology buying processes, cloud computing, and the broader technology and cybersecurity stack
- Ability to hold credible conversations with technical buyers and buying committees
- Ability to build and sustain trusted customer relationships and engage multiple stakeholders
- Experience using Salesforce or another CRM to manage opportunities, pipeline, and account activity
- Self-motivation, strong organization, and disciplined pipeline management in a fast-paced, quota-carrying environment
- Successful completion of applicable background checks
Benefits
Comp & perks- Benefits offered
- Eligibility for incentive plans
- Additional benefits in accordance with company policy and local regulations
- Equal Opportunity and Affirmative Action Employer
- Inclusive, diverse community
- Offer subject to background checks conducted in accordance with local law