Director of US Public Sector/Education
ID 2018-3338Job Location(s) US-MDPosition Type Permanent - Full TimeMore information about this job:Overview Mimecast are seeking an experienced Director to 'Build, Lead & Grow' our emerging US Public Sector/Education market. Mimecast have enjoyed sales success with US Public Sector/Education organizations, however this role is intended to build a dedicated standalone team to increase focus, drive investment and capitalize on the growing opportunity we see in this market.The team will promote and sell Mimecast's market leading Cyber Resilience SaaS Service for Email:Secure Email Gateway, Advanced Security and Data Loss PreventionBusiness Continuity and Data ProtectionInformation Archiving, Retention Management, Data Compliance and eDiscoveryThe team will be responsible for developing and promoting Mimecast solutions into all areas of Public Sector/Education:Public & Private Higher Education institutionsSpecial Administrative districts including fire districts, parks, housing authorities, & water companiesState, County, and Local governmentsUS Federal governmentThe successful candidate will report into the Senior Vice President, North American Sales and be responsible for: creating the Go-to-Market strategy, building a brand, ensuring products meet customer requirements, leading the sales/channel team, winning new customers; and delighting existing customers.Mimecast is proud of its 100% Channel-sales model, so this role involves working closely with our Channel Partners to develop and close business.This is an exciting opportunity to join a fast-growing company requiring someone self-motivated, a strong team player, with a proven track record of selling into US Public Sector/Education over several years. A good understanding of our client's technologies, security architectures and information management strategy is also required.Responsibilities Responsible for defining and executing Go-to-Market Strategy formalized with a written Business PlanResponsible for owning & exceeding the annual and quarterly sales targetsResponsible for ensuring all products meet customer product (ex. FedRAMP, CJIS, ITAR) & GTM requirements (procurement contract vehicles, legal contracts)Responsible for building and implementing a repeatable Sales Operating Model to enable predictable and sustained results; and enable us to scale easily as we build the team over time.Working with Mimecast Field Marketing, Channel Marketing and Vertical Marketing functions to create compelling and impactful marketing campaigns, messages and programs, to drive the Mimecast brand.Responsible for building deep relationships and agile Go-to-Market Plans with Mimecast' Premier Channel Partners to maximize our reach and access to new organizationsWorking with the Global Sales Engineering organization to ensure the Sales Engineers are adequately enabled to align with key Government standards and processesResponsible for maintaining Mimecast' CRM system and reporting on KPI's in-line with business standards to ensure transparency and accuracy of reporting up and down the organization. Internally evangelize the program within the Mimecast organization.Commitment to continuous personal development, to include internal training & enablement programs to continuously develop product, market & competitive knowledge Qualifications A strong individual contributor and team player, with proven leadership skills and experienceMinimum 8 years' experience operating within the US Public Sector/Higher Education market Demonstrable ambition and energy to build and lead a high-performance team, with vision to dominate the marketBachelor's Degree level education required (Master's Degree preferred but not required)Demonstrable success at building a robust & repeatable Operating Model to drive predictable and sustained results, enabling us to scale easily as we grow our businessProven examples of successfully building and leveraging Channel / Systems Integrator partnerships to significantly broaden reach and accelerate time to market. Broad general knowledge of the high-technology industry with understanding of customer security architectures, cyber security landscape and technologies, Cloud & SaaS delivery models, regulatory drivers for information management strategies and knowledge of Public Sector/Education purchasing processesExperience engaging C-Level contacts within customers and prospects. Our typical enterprise engagement spans Chief Information Officer, Chief Information Security Officer, Information Security Manager, Security Operations Manager, Risk Officer, Infrastructure Director and Messaging SpecialistConfident in becoming Expert at delivering Mimecast story and strategy to a high standard via Whiteboards, Presentations and SpeechCore Competencies:Visible and tenacious program leadershipAmbitious with a desire to succeed and growResults-oriented with a positive outlook'Own It attitudeA natural forward planner who critically assesses own performance and that of their team membersThirst for knowledgeStrong business / commercial acumenPresentable, articulate and adaptableStrong communication skills (Written and Verbal)Thrives in a dynamic environmentProblem solverProven team playerRewardWe offer a highly competitive rewards and benefits package including private healthcare, dental and life coverage. Mimecast is an entrepreneurial and high growth company which will provide the right candidate with a wealth of career development opportunities. All Mimecasters strive on being high performers, problem solvers, and team players with passion and integrity.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.