At a Glance
- Tasks: Drive sales by building relationships and uncovering upsell opportunities with existing accounts.
- Company: Join Mimecast, a leader in IT solutions with a focus on innovation and customer success.
- Benefits: Competitive salary, performance incentives, and a supportive work environment.
- Other info: Inclusive workplace that values diversity and offers growth opportunities.
- Why this job: Make an impact by helping businesses thrive while developing your sales skills.
- Qualifications: 1+ year of IT sales experience; strong communication and relationship-building skills.
The predicted salary is between 68000 - 85000 £ per year.
Work with current Mimecast accounts (1‑350 users) to uncover upsell opportunities, reduce churn risk, and build lasting relationships.
What You’ll Do
- Achieve sales targets: meet and exceed monthly, quarterly, and annual upsell revenue goals.
- Customer adoption and retention: proactively liaise with every account to ensure effective adoption and avoid downsell and churn risks.
- Collaborate with the channel team: work closely with the Partner/Channel Development team to create and execute account plans.
- Sales activity planning: develop and execute sales activity plans to meet agreed revenue targets.
- Build relationships: focus on cultivating and maintaining strong, long‑term relationships with existing accounts.
- Drive incremental revenue: sell new technologies and identify opportunities for upselling and cross‑selling.
- Business administration: manage reporting of key performance indicators (KPIs) and maintain CRM hygiene.
- End‑to‑end sales methodology: follow and execute Mimecast’s defined sales methodology and processes.
- Reporting and insights: monitor and report on sales activities while providing relevant management information.
- Cross‑functional collaboration: work closely with other internal teams to support business goals and organizational development.
- Training and development: attend training sessions to continually enhance relevant knowledge and skills.
What You’ll Bring
- 1+ year of IT sales experience (experience within Email/Messaging/Security/Storage is a plus).
- Proven results in achieving sales revenue quotas.
- Experience in both Direct and In‑Direct sales roles is ideal.
- Understanding of Corporate IT teams and their buying processes.
- Strong commercial awareness and decision‑making skills.
- Excellent verbal and written communication skills.
- Positive, results‑oriented outlook with determination to succeed.
- Degree‑level education preferred but not essential.
Salary
The OTE salary range for this position is £68,000.00 – £85,000.00 GBP annual plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits in accordance with company policy and local regulations.
Equal Opportunity Employer
We are a proud Equal Opportunity and Affirmative Action Employer. We welcome applicants from all backgrounds and are committed to fostering an inclusive, diverse community. All protected characteristics such as race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, and others are respected in our hiring process.
SMB Account Manager, Customer Development employer: Mimecast Services Ltd
Mimecast is an exceptional employer that prioritises employee growth and development, offering comprehensive training sessions to enhance skills in a dynamic work environment. With a strong focus on collaboration and relationship-building, employees are empowered to achieve sales targets while enjoying a supportive culture that values diversity and inclusion. Located in a vibrant area, Mimecast provides unique opportunities for career advancement and the chance to make a meaningful impact within the IT sector.
StudySmarter Expert Advice🤫
We think this is how you could land SMB Account Manager, Customer Development
✨Tip Number 1
Get to know the company inside out! Research Mimecast's products and services, especially in the Email/Messaging/Security/Storage space. This will help you tailor your conversations and show that you're genuinely interested in what they do.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn or attend industry events. Building relationships can give you insider info and might even lead to a referral, which is always a bonus!
✨Tip Number 3
Prepare for the interview by practising common sales scenarios. Think about how you would handle upselling or reducing churn risk. Show them you can think on your feet and have a solid strategy in mind.
✨Tip Number 4
Don’t forget to follow up after your interview! A quick thank-you email can go a long way in keeping you top of mind. Plus, it shows your enthusiasm for the role and the company.
We think you need these skills to ace SMB Account Manager, Customer Development
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the SMB Account Manager role. Highlight your relevant experience in IT sales and any specific achievements that align with the job description. We want to see how you can help us achieve those upsell revenue goals!
Showcase Your Communication Skills:Since excellent verbal and written communication skills are key, don’t shy away from demonstrating these in your application. Use clear, concise language and make sure your enthusiasm for the role shines through. We love a positive, results-oriented outlook!
Highlight Your Relationship-Building Skills:This role is all about building lasting relationships with clients. Share examples of how you've successfully cultivated relationships in past roles. We’re looking for someone who can help us reduce churn risk and drive incremental revenue!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re proactive and keen to join our team!
How to prepare for a job interview at Mimecast Services Ltd
✨Know Your Numbers
Before the interview, brush up on your sales metrics and achievements. Be ready to discuss how you've met or exceeded sales targets in the past, especially in IT sales. This will show your potential employer that you understand the importance of KPIs and can drive results.
✨Understand the Product
Familiarise yourself with Mimecast's products and services, particularly those related to email, messaging, security, and storage. Being able to speak knowledgeably about their offerings will demonstrate your genuine interest and help you identify upsell opportunities during the conversation.
✨Build Rapport
During the interview, focus on building a connection with your interviewer. Ask questions about their experiences and the company culture. This not only shows your interpersonal skills but also reflects your ability to cultivate long-term relationships with clients, which is crucial for the role.
✨Prepare for Scenario Questions
Expect scenario-based questions that assess your problem-solving skills and sales strategies. Think of examples from your previous roles where you successfully reduced churn risk or executed effective account plans. This will help you illustrate your experience and approach to customer development.
