Mimecast

About Mimecast

Mimecast sells through partners (its distribution posting calls the company fully channel-focused), so its direct sellers work alongside resellers to put its human risk platform (email and collaboration security, Incydr insider risk and data loss prevention, security awareness training, brand protection) in front of IT and security leaders, with Proofpoint, Microsoft Purview and DTEX named in its postings as the competition. Account executives hunt new logos in segments cut by customer headcount: mid-market in Oregon and Washington, upper mid-market and enterprise new business in London, and enterprise territories on the US West Coast and in Ohio. A separate Customer Development organization owns the installed base, with account managers who carry upsell and cross-sell quotas on existing customers from SMB through mid-market and mid-enterprise in London, senior commercial and enterprise accounts from Lexington, Massachusetts or Colorado, and a London senior sales manager who coaches the EMEA commercial account managers. The channel team has its own seats: territory channel account managers for resellers in the Northeast and in Georgia or Florida, a national account manager for the long tail of regional US resellers, a distribution account manager for the major IT distributors, an MSP channel account manager in Germany and a senior manager of channel sales in Lexington. Sales engineers run proof-of-value work in Colorado, Illinois and Victoria, Australia (where the seat also coaches ANZ partners to demo), with a channel sales engineer and a senior solution architect for email and collaboration security in London and a revenue operations manager in Lexington who runs quota and commission tracking.