Business Development Manager

Business Development Manager (Mimecast Solutions)Are you experienced at the highest level of new customer acquisition and account management? We are looking for the Ultimate Hunter Sales Account Manager/Business Development Manager who is a guru with Mimecast Solutions. It’s your job to deliver the professionalism, consultation, and innovation they expect. Beyond this, you’ll be incredibly creative in capitalizing on opportunities to drive revenue, adoption of new technologies, and market penetration in the enterprise space. Ultimately, you will also have a proven track record in generating – and winning – new business in IT sales. If you’ve experienced in corporate technology, SaaS, or cybersecurity, that’s even better.As a partner centric organization, BCX will be known by and connected with our loyal partner community. You’ll collaborate with other areas across the business to build a pipeline of new business opportunities, which they can successfully convert into new customers. Experience in delivering innovative partner business plans and seeing them through to success will put you in an excellent position to get this role.This is a pacey, but well-oiled sales environment that is regularly reinventing itself. We need you to be tuned into our competitive industry and provide market intelligence, while turning your passion for non-stop learning into advantages for the business. In return, we promise you first-class development, ample rewards, and a company culture you’ll find it difficult not to fall in love with.Identify, qualify and develop new opportunities through prospecting and networkingMaintain and develop the existing client base through regional marketing and direct sales activitiesManage and maintain your territory’s sales pipeline and target key accounts and vertical markets for developmentAchieve assigned monthly, quarterly and annual sales budgets and other objectives established by the Sr Director of SalesProvide monthly and quarterly sales forecastsManage the day to day activities of cross functional sales personnel dedicated to your region. This includes pre-sales, post sales, customer success, channel managers, BDR’s, field marketing, digital marketing and sales engineers to promote Mimecast and drive incremental new businessConsistently achieve and/or exceed your assigned quotas and revenue objectivesUtilize channel sales resources in your region as necessary including resell partners and integration ecosystem partners to drive awareness, pipeline and new business campaignsStay abreast of competitive industry and market intelligence, show dedication to continuous learning on all fronts and provide feedback in this area to executive managementPerform other related duties as assignedConduct proof of value technical validation engagements with customers to validate our technology and tie the technology back to the customer and business valueProvide feedback to peers and internal teams to aid in the development and improvement of sales materialsMaintain full use and adoption of the sales tech stack, including Salesforce, DemandBase, Zoominfo, LinkedIn Navigator, Gong, etc.Essential Skills and Experience:Bachelor’s degree preferredMinimum of 8 years IT or SaaS sales experienceSuccessful experience with new logo acquisition and customer management – meeting and exceeding quotas in fast-paced sales environmentAbility to take on a consultative style when presenting ideas and productsStrong foundational knowledge of the cybersecurity industry, technology stack, and technology and security processes and ecosystemsExperience selling through Channel partnersClear understanding of Information Security, Risk and Compliance, and corporate IT teams buying processesCompetency with customer relationship management platform SalesforceSolid knowledge of sales process including MEDDIC, Force Management, Challenger and Spin Sales ProcessThe ability to travel approximately 25-30% of the time to regional meetings with prospects, customers, channel partners, ecosystem/integration partners and field marketing events