What are the responsibilities and job description for the Enterprise Renewals Account Manager position at Mimecast North America, Inc.?
We are seeking a highly skilled and strategic Enterprise Renewals Account Manager to safeguard and grow our most complex, highvalue customer relationships. In this role, you'll operate as a trusted advisor to major enterprise stakeholders, applying deep business acumen and executivelevel communication to guide renewal strategy, strengthen partnerships, and uncover growth opportunities. You'll navigate multifaceted organizational structures and procurement cycles with confidence - qualities consistently associated with success in managing large, strategic enterprise accounts.
What You'll Do:
- Renewal Ownership: Manage endtoend renewal cycles for complex enterprise customers.
- Account Strategy: Build multithreaded renewal strategies across IT, finance, legal, procurement, and business units.
- Executive Engagement: Lead EBRs and strategic planning with senior and Csuite stakeholders.
- Retention Leadership: Understand customer objectives, track adoption, and align value to renewal outcomes.
- Expansion Discovery: Identify upsell, crosssell, enterprisewide rollout, and multiyear opportunities.
- Customer Advocacy: Coordinate with internal teams to resolve issues and deliver customer outcomes.
- Forecast Accuracy: Maintain disciplined CRM hygiene and provide accurate renewal forecasts.
- Contract Negotiation: Lead complex negotiations involving pricing, terms, and legal review - a common requirement across enterprise roles
- Competitive Intelligence: Communicate competitive insights to sales leadership.
- Team Mentorship: Support and mentor junior renewal team members.
What You'll Bring:
- Negotiation Mastery: Expert ability leading complex enterprise contract discussions, including procurement and legal - consistent with enterprise expectations in similar roles.
- Executive Presence: Ability to influence and engage senior and Csuite stakeholders.
- Strategic Planning: Strong skills in risk identification, opportunity mapping, and multistakeholder alignment.
- SaaS & CRM Proficiency: Skilled in Salesforce and enterprise SaaS forecasting practices, aligned with industry standards
- Portfolio Autonomy: Comfortable managing a highcomplexity enterprise book independently.
- Enterprise Expertise: Solid foundation managing, retaining, and expanding largescale enterprise accounts - a key requirement in enterprise sales and account roles.
- Procurement Knowledge: Understanding of RFPs, MSAs, redlines, and multiyear structures, consistent with enterpriselevel deal management.
- Value Acumen: Strong business acumen and ability to articulate enterpriselevel ROI.
- Hybrid Working:This is a hybrid role based in our Lexington, MA office.
The base OTE range for this position is $112,000 - $168,000 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. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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Belonging at Mimecast
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.
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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.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.
Mimecast is an Affirmative Action, Equal Opportunity Employer that values the strength that diversity brings to the workplace. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, protected veteran status, disability, or other protected group status. EEO is the Law